Manager Business Development
Abu dhabi vegetable oil company
Total years of experience :24 years, 4 Months
Reporting to and collaborating with the Company Director and the Director of Government Operations, accountable for the growth and development of all sales activities for Government division - contributing 31% to total revenues. Provide strategic leadership and day to day guidance to a team of 6, responsibilities include all aspects of performance management and mentoring to ensure optimal performance for the team, to collectively meet targets.
A member of the Senior Leadership Team, responsible for developing and implementing strategic growth initiatives. Formulating and executing the business development strategy and customised B2B product solutions to drive revenues. Overseeing sales and revenue forecasts and spearheading organisational development, including providing client-centric, customised product solutions. Identifying and developing key client relationships and successfully competing for and winning high-value bids.
Key Achievements:
• An integral team member responsible for the development and roll-out of the ‘go-to-market’ strategies for the products including monitoring performance and initiating remedial action when required.
• Developed and led the implementation of policies and procedures for the Government division.
• Consistently exceeded targets and KPI’s, as result of identifying, negotiating and onboarding new clients including:
o Khalifa bin Zayed al Nahyan foundation for humanitarian projects. o National Food Security Project.
o Abu Dhabi & Al Ain Government subsidised projects.
• Developed and grew existing client relationships and managed the team to win high value contracts.
Reported to the Managing Director and the Marketing Manager, provided subject matter expertise and input into the compilation, management and submission of all bids. Coordinated efforts of various departments for the required response to bid proposals. Managed data accuracy and on-time completion of bids. Ensured bid response consistency by coordinating inputs from multiple departments and resources. Led bid response meetings and timelines, ensuring bid delivery completed on schedule.
Key Achievements:
• Consistently exceeded targets and won internal awards for performance.
• Developed and implemented streamlined procedures in the Department, improving efficiency and the sales closure rate.
• 100% of the bids submitted were on time and to specification, with no returns. Led the successful completion of bids that led to the awarding of high value contracts with Saudi, Bahrain and Iraq.
Reported to the Director of Business Development, responsible for the complete business development, business growth strategy, bids and tenders and client relationship management for the Middle East and Africa, to ensure targets and KPI’s are met. Responsible for assisting with the development, analysis and continuously amending the product and geographical growth strategy following assessment of performance by revenue, margin and market position, and initiating remedial action if necessary. Complete ownership from identifying prospects and the complete negotiation and onboarding of clients.
Key Achievements:
• Increased sales by 90% in challenging market conditions for Arabic speaking countries, continuously meeting targets and KPI’s.
• Successfully negotiated large contracts with security consultancies and Personal & Close protection projects in Egypt and Libya.
• Provided subject matter input and collaborated with the marketing department to develop and manage bespoke campaigns.
Reported to the Deputy Managing Director & Manager of Commercial affairs (Regional Office), responsible for providing leadership, strategic direction and guidance to a team of 5 direct reports and managing the external contractors and consultants across the territory to collectively meet organisational targets.
Accountable for the commercial performance, including overarching the growth strategy, defining detailed plans and all aspects of client relationship management. A member of the Leadership Team, ensuring targets are met by marketing and developing vessels, assets and services, through developing and growing relationships with new and potential clients.
Providing strategic guidance to develop and roll out client-centric, customised solutions, spearheading organisational development, identifying and developing key client relationships and leading the team to successfully compete for and win high-value tenders with MNC’s and Sovereigns.
Key Achievements:
• Consistently exceeded targets and KPI’s.
• Reinstated the business relationship with a dormant client and won a multi-vessel contract - received a monetary award and management praise.
• Seconded to Regional Compliance and Quality Manager as a result of outstanding performance.
• Led geographical diversification through the identification of new markets.
2015 - Current Business Development MENA, Neptune Security Group
Business Development, Business Growth Strategy, Bids and Tenders, Client Relationship
Management, Middle East and Africa
* Generating leads and efficiently keeping in regular contact with existing prospects
* Presenting to senior decision makers within organizations
* Understanding and keeping up-to-date with constant developments in industry and market
* Identifying areas for expansion and development
* Developing a targeted long-term new business strategy to also encompass regional and
international companies and foster growth in these key areas for the future
* Create weekly/monthly forecasts on revenue/target management and end of month reports on
revenue and market performance
* Delivering against these targets to ensure revenue expectations are met
* Working closely with the marketing department to develop bespoke campaigns to relevant
prospects
* Inputting into sales and marketing collateral - how the business positions itself for various
audiences
* Maximizing networking opportunities and regularly using conferences, events and trade shows to
increase awareness and develop a further network of contacts
2009 - 2015 Bids & Commercial Manager, Bourbon Offshore
As a manager coordinating external contractors and consultants
Demonstrating strong leadership skills setting clear and structured expectations, and
holding all external parties accountable for the scopes of work, managing budget
diligently and making every decision as to optimize the return on every dollar
Be prepared to review, change and flexibly manage plans subject to the needs of the
business.
* Coordinate the deployment of all company Marine assets, to ensure optimal utilization;
* Identifying new business opportunities,
* Maintaining commercial relations with clients on existing contracts.
* Market and develop vessels, assets and services through close, direct and regular clients’
liaison with existing and potential clients and with agents, government and local authorities
if and when necessary to secure orders.
* Ensuring that company is pre-qualified and on the bid list of companies operating in the
region who may require marine, oil/gas terminal or on- and offshore marine related
services.
* Driving bid and/or contract negotiations while working closely and in consultation with
Tendering and other subject matter experts (Operations, Technical, Legal, Tax, Finance,
HR/Crewing, Business Development) during the bid process and providing commercial
input for the bid.
* Oversee deployment of all assets to ensure optimal charter and day rates are achieved;
* Support development and manage master plan for deployment of all assets in Egypt and
the Mediterranean;
* Continually review OSV market to identify acquisition opportunities;
* Develop and maintain a process of continual engagement with key clients in Egypt and
the Mediterranean, and monitor regional Client contacts to ensure optimal opportunity
realization for the Division;
* Support in developing and direct the implementation of Contracting strategy in alignment
with Strategic Priorities;
* Assisting tendering process across division to adopt optimal pricing parameters, using up to
date costing information provided by the finance function;
* Ensuring completeness of all bids, and advising on tendering strategy;
* Detailed review of bid cost and pricing summaries
* Review advise by legal department on appropriate insurance to mitigate against all risks;
* Coordinate and monitor of contract execution by:
* Consolidating progress and value reporting for analysis by senior management team;
* Help to develop processes and procedures for the effective coordination and management of
major Contracts across the Business;
* Develop marketing plan and market development strategy for the assigned region
* Maintain close relationships with Clients, Operations, Commercial and Finance across the
Business to ensure transparency in contract reporting and information access;
* Report regularly and consistently to the Head of Commercial on Market development, new
business opportunities, and overall OSV market situation;
* Promoting the reputation of the organization in all dealings with the Marine Community
and clients
Develop and manage implementation of Raya IT strategic plan and align efforts to achieve
desired outcome of boosting the IT function by maximizing information availability and
support decision-making.
* Planning and budget controls:
1 Set IT short term and long-term project implementation plans.
2 Set IT team objectives and control/monitor achievements
3 Planning budget spending and control CAPEX.
* Manage Raya IT projects implementation:
1 Data Warehouse project to consolidate Raya Group data in all functional areas and
replace all legacy systems.
2 Centralized IT projects in all functional areas such as Oracle Financial Applications
and CRM projects.
3 Security project to secure the environment.
4 Back up and Disaster Recovery strategy.
5 Technical recommendations for IT infrastructure for new building
6 Intranet project enhancements and phase II implementation.
* Infrastructure and Technical support:
01 Manage the infrastructure of both Raya Holding (RH) and Raya Academy (RA)
including H/W, S/W, lab-setups Maintenance and Connectivity.
2 Manage IT technical support and help desk for both (RH) and (RA).
3 Provide technical guidance for IT team.
* Raya IT Group related tasks:
1 Set Raya Group IT standards, to be used by all subsidiaries.
2 Provide technical support and recommendations for Raya Group IT departments