Business Manager - Business Development and Sales
SEPAM Group
Total years of experience :11 years, 8 Months
Project Management Completion & Engineering and Contracting including Integrated Project Management Team, Construction, Commissioning & Start up and Operation and Maintenance.
Overseeing and leading all Business Development activities, and ensuring revenue generation and exceeding growth objectives.
! Developing and implementing business plan, strategies, and budget, to be aligned with the company service offerings, technical capabilities, and resources availability.
! Managing relationships with the key stakeholders including corporate office, clients and suppliers, partners, etc.
! Attending meetings with major clients and representing the company in key events, conferences, exhibitions, etc.
! Assuring all BD activities are aligned with the company’s business development procedure including the implementation of CRM system.
! Managing the process of prequalification and vendor registration and information update with the current and prospect clients.
! Leading the process of proposals development and prequalification internally and externally with the key clients.
! Leading all the involved departments to assure quality and timely delivery of assigned projects according to the agreed contractual terms with clients.
! Contribution to retaining and expanding business with existing clients.
! Managing the major tasks activities of the assigned tasks given by top management and prioritise the
team efforts to deliver within the given milestone.
! Working along with the General Manager on the critical issues and solving any problems that may
arise or which may have impact on the business or the ongoing operation.
Facility Managment & Support Services
Reporting to: Managing Director
Leading the business development, new sales and retention activities for Compass KSA and working along with top management and Middle East regional management in UAE and other stakeholders to ensure compass growth and to maximize business profitability through generating new business and retain existing clients.
Creating sales strategy and identifying potential business opportunities within different sectors in the market with more focus on Oil & gas and healthcare sectors and work with the internal team to assure producing high quality technical and commercial proposals to meet clients needs and considering several aspects such as price competitions, meeting clients standardizations, and assure win-win proposal to be submitted with agreed timeframe.
Developing potential strategic partnership in common services such as facility management and temporary facilities management that can lead to maximizing the company sales and covering other services that can be included in the scope of work.
implementing the proper sales process and methodologies to achieve the planned annual budget and assure all pipelines and CRM database are up to date for regional and group review,
Maintain good client relationship with existing client in order to increase the retention value by extending current contracts and expanding business in their upcoming projects.
Representing the company in major events, conferences, exhibitions and other activities that would promote the company brand and services.
Ensuring all business development activities are aligned with Compass global and regional standards including internal communication and approval process and documents to meet the internal structure and policy.
Reporting to: Export Development Director
Working as a part of consulting team to implement International best practice and standards within the agreed strategy to undertake an In-Depth Assessment Project for “Saudi Exports Development Authority” to increase the readiness of exports of advanced and regional exporters in KSA.
Analysing the required data and prioritize the potential exporting companies from various sectors and industries based on the agreed criteria and operating model with Saudi Exports.
Communicating with the selected high-potential and prioritized companies and analyse their engagement history with SE including meetings, events, workshops, trade fairs, etc. and agree for assessment meeting to proceed with the In-depth assessment and follow up strategy.
Reviewing and updating the CRM activities related to the project and implementing the automation model to generate internal and external reports and other activities involved.
Attending Export Development weekly meetings and assessment team weekly meetings and review the accomplishment of the team and the on going plan for the following weeks, plus addressing the identified issues during project execution and review the recommendations made by the consulting team.
Participating in the companies visits in different regions in KSA, documenting findings outcomes and preparing feedback reports internally and to the companies.
O&M and Manpower and Support Servicea
Reporting to: Chairman
Leading business activities and working closely with the business development and sales team, technical teams HR & recruitment, Operation to achieve short, medium and long-term profitable growth targets.
Developing a successful sales conversion strategy that increases market share for competitive service offerings and contribute to develop sales and mainly focus on large projects, key accounts and key professionals in multi sectors (Oil and gas, Petrochemical, Mining, etc.).
Creating Market Intelligence database and evaluating business opportunities and progressing these through internal approval processes.
Ensuring all business activities comply with relevant Company’s Policies, legal demands and standard, and aligned them with the terms and conditions of the contacts with all strategic partners, and business alliances.
Developing and implementing plans and leading the bid teams to secure selected opportunities.
Monitoring communication and promotional strategies and activities that have an impact on sales and client relationship.
Supervise the operations, and ensure optimal client delivery and quality and build solid relations with the clients.
Completing and reviewing reports to understand business opportunities and shortcomings including vacancy, budgets and sales; take corrective action as needed, then generated into SAP system to be shared with the concerned departments heads in HQ.
Reviewing and approving the region operational and administrative expenses to be aligned with the region suggested budget.
Ensure that all departments are completing all job responsibilities as required (e.g. paperwork, work schedules, and payroll is completed and submitted per established deadlines).
Managing the day-to-day requirements of the business relationship including pricing, contracts, forecasting, periodic business review, and additional items as necessary.
Participate in conferences, trade shows, marketing campaigns, and professional associations as required.
Project Managemeny and EPC Contracting
Reporting to: GCC General Manager
Managing different business accounts in oil & gas, Petrochemical, and mining (Saudi Aramco, Sabic, Maaden), respectively, additional to gaining more new clients within those industries.
Establish business strategies and plans in collaboration with the top management to achieve business goals and objectives.
Cultivate congenial multi client’s relationships also participate in prequalification processes with clients to identify prospect worth pursuing. Assure the delivery of products in accordance with clients’ requirements in coordination with project managers.
Facilitate management and major clients with effective proposal, presentations and through organising project & clients charts to assure ceaseless execution of various tasks.
Drive the business to new levels of success through fostering strong relationship with potential and existing clients’ in different sectors;
Coordinate with clients to understand their needs and align them with sales & revenue targets also with decision makers to discuss & identify current and potential business opportunities.
Plan and formulate strategies to streamline sales operations and minimise potential losses.
Create the annual sales and budget plan in collaboration with the company’s directors, managers, and business development team to facilitate al the interlink departments.
Create new business opportunities using various BD frameworks such as target of focus, market intelligence, business proposal, customer relationship management, business plan, sales budget, practicing project management processes, and techniques.
Align the projects needs and expansions with the BD and management plan in coordination with different levels of the management in Saudi, GCC and the head office in Ireland.
Strategically collaborated with various business leaders and agents in Saudi Arabia. Assessed the potential of real estate and methodically made investments through buying, and actively engaged in selling & leasing.
Secured many contracts of properties management including maintenance work, and assisted many large companies by finding accommodation, industrial and residential lands in accordance with their work requirements within several locations around the region.
Facilitated clients with consultancy services by assessing their requirements including cost, transportation, and different amenities factors also delivered consultancy services for real estate’s investors, and aided with a complete plans including location, designing, authorities conditions, sales prices in the marketplace,
Administered all affairs of maintenance team and maintenance contracts for property Management in order to provide high quality services in competitive marketplace.
Contributed in administration functions related to civilians’ affairs and projects contractors.
Tactfully dealt with different contractors and suppliers of the specific area, and updating and following up the work activities and timeframe of delivering materials and projects.
Subcontracting:
Negotiated with different vendors and suppliers and coordinated with the company operations and projects managers to meet their requirements in term of heavy equipment, manpower, technical services including various number of scope of works.
Made agreements with suppliers and subcontractors issued work orders for the delivery of services at different sites in Jubail/Yanbu industrial cities, also timely followed up with service providers to assure the quality of delivering the service to projects on time.
Human Resources:
Steered efforts towards the optimisation of various HR activities by participating in the implementation of the policy & procedures of personnel for compensation, employment contracts, GOSI, HRDF.
Aligned HR operations of the organization with the labour law rules, also coordinated with several projects administrations in related activities to HR.
Rendered services as an internal quality auditor and strictly adhered to ISO 9001, whilst participating in many auditing activities throughout several departments and projects..
Master of Science in Project Management
Postgraduate higher diploma in Business
Business administration (HR Managment)