هادي STEPHAN

General Management of the Energy and Solution Business. Full Profit and Loss responsibility, leading a team of Tender Managers, Project Managers, Sales Manager, key account manager, marketing managers, and global business development.

- Lead the Execution and Tendering departments for a yearly target of fifty million Euro Sales and fifty five million Euro Orders in Lebanon, Jordan, Syria, Cyprus and Iraq.
- Management of the Execution team: Estimate the work load from the business portfolio, determine the means necessary to mobilize project execution, distribute projects to the appropriate project manager according to their profiles and competencies and lead monthly management project review meetings presenting the “Profit and Loss” - P&L- of each project.
- Supervision of project execution: Follow the evolution of costs, margins and level of customer satisfaction, guarantee the reliability of the reporting, prepare the contract follow up with the project managers, and propose improvements of tools and methods related to project management.
- Invoicing and receivables: Invoicing forecast, portfolio updating, and actions to recover the receivables.
- Management of the Tendering Team: Responsible of a ‘’One hundred and fifty million’’ Euro pipeline for projects in the East Mediterranean Region, under the Energy, Services, Partner and ITB business. Assigning appropriate Tender Manager for each request, taking the decision of ‘’Go or no Go”, presenting to management the pricing strategy and risk review, partnering with subcontractors and outside group vendors.
- Achieved a significant increase of the Tendering Hit Rate from 19% to 26% in 2015.

- Leaded the Tendering Team for a yearly target of fifty five million Euro Order intakes in Lebanon, Jordan, Syria, Cyprus and Iraq.
- Set targets and assign tasks to the team to achieve the forecasted figures.
- Prepared weekly meetings with the team in order to follow up on potential business opportunities.
- Set the tendering process from the receipt of the quotation request to the contract signature.
- Take in charge the training of newly recruited engineers for a fast integration of one month.
- Reduced the tendering offer preparation response time by 30% in 2013 and by 35% in 2014.
- Leaded the contract negotiations with clients in order to close the deal.
- Along with the marketing team, set up the appropriate market strategy, fill up the market gaps and analyze the competition’s offer.
- Supported Risk and finance Controller in identifying and evaluating risks related to Terms and Conditions, and in preparing a Risk register. Provide suitable and timely advice in the avoidance/mitigation of risks to the Project, as well as advice on most appropriate course of action and Terms and Conditions
- Supported the Risk and Finance Controller in the set-up of the Project contractually (including the definition of Incoterms, the set-up of credit insurances, Insurances and Bonds, Milestones, payment terms and secured payment means)
- Support the Risk and Finance controller in the review of financial documents (Letter of credits, Bank guarantees, bonds) to ensure proper clauses that will protect the company’s interest and enforce payment security).

Tendering and Execution Engineer: working in the Projects and Services Department within a Team covering Iraq, Jordan, Syria, Cyprus and Lebanon.
Assessing and analyzing the scope of supply and commercial conditions in order to elaborate the proposal strategy: compliance requirements, technical specifications, financial aspect, CCO, commercial risk, logistics, payment terms, scope, price, schedule, project scheme.
Working on proposal strategies for medium and low voltage projects: agreements with internal/external partners and subcontractors, review of technical and commercial data of the proposal.
Execution of the projects from bidding stage to delivery: defining time frame, budget forecast, suppliers follow up, controlling gross margin. Direct coordination with customers through out the project period to ensure compliance with contract specifications, delivery agreements, and to secure completion of the project as per customer requirements.

Training in electrical construction management: supervising the design and shop drawings, inspecting the installation and surveying the executed electrical work’s quality for Ashrafieh 173 residential project.

Electrical site Engineer: responsible of the installation of power, lighting, data and fire alarm systems on the ‘’NDU Dorms’’ and “ABC Dbaye” projects. Worked on the electrical shop drawings of the above mentioned projects and the procurement of the electrical equipments / products from different suppliers around the country.

Procurement Department