Senior Business Development Manager
Coxabengoa
مجموع سنوات الخبرة :17 years, 7 أشهر
Coxabengoa (formerly known as Abengoa www.abengoa.com) is an international company that applies innovative technology solutions for energy and environmental sustainability. The company operates in Power, Water, Transmission and Distribution, and infrastructure and O&M services.
Selected to lead business development strategy encompassing tender management, bid submission, and sales operations, my role involves multifaceted responsibilities. These include Pre-tendering aspects (RfQ dossier preparation, registration with ministries), Tendering aspects (setting collaboration strategy with Partners and Clients, partner evaluation, engagement with the legal), post-Tendering aspects (active participation in site visits and subcontractors’ allocation), and Management aspects (formulating budgets and yearly objectives).
Key Contributions:
• Boosted revenue from accounts by devising client acquisition strategy and managing the sales funnel for optimal lead conversion.
• Raised awareness of product lines and business values by undertaking market research to keep the Clients and Partners aware of the company’s provided solutions thus facilitating consistent growth in market share.
• Garnered millions of dollars in sales by understanding client pain points, actualizing sales initiatives, and enhancing marketing strategies. (Awarded EPC 600MLD SWRO Jubail 3A (KSA) USD210 Mil USD & EPC 600MLD SWRO Rabigh (KSA) USD 160 Mil USD).
• Built a thriving project portfolio while acting as the organization’s ambassador by sourcing new leads through marketing.
• Established key channel partners within Kuwait, KSA, and Qatar to enhance tender management and negotiation of collaboration schemes (Consortium, JV, Subcontract), for various projects (EPC, BOO, BOT, BOOT).
• Empowered management with insightful sales reports that uncovered potential business challenges and enabled informed decision-making. Keeping the Regional Director and business lines’ VPs of the latest industry intelligence, and competition.
• Formulated project quotes, proposals, and bidding strategies for clients and arranged meetings to enhance sales closing while attracting new customers, setting bidding strategy to strengthen the company’s relevance.
Brought in to lead business development projects across 6 subsidiaries in the Kuwait market, including O&G, Logistics, Construction, General Trading, Power, and Petroleum Derivatives/ Trading. Collaborated with manufacturing and provided solutions’ principals, providing strategic business advice and proposing innovative solutions to improve operations.
Key Contributions:
• Charted strategic business plans that streamlined budget management, fostered a culture of operational excellence among teams, and optimized resources.
• Restructured sales lifecycle into profit-generating activities by enhancing lead generation, formulating winning bids, and thoroughly negotiating proposals for contracted projects.
• Leveraged outstanding knowledge and expertise in commercial, taxation, FIDIC, and tender laws for seamless execution of projects.
• Collected millions of dollars in sales by deploying the company’s in-house capabilities in multiple collaborating schemes. (Awarded KUCP SAAF 550 Mil USD, Azzour WDC II 170 Mil USD, O&M of Gantry and STS Cranes 14 Mil USD, and Soil Remediation KOC 18 Mil USD).
• Built top-performing teams by recruiting, training, and coaching high-potential talent to complement existing staff, leading to optimal sales and project delivery.
Amana is a regional contracting leader in the design-build construction of industrial and commercial facilities, with over 1, 500 buildings constructed across the GCC.
Spearheaded business and revenue growth by developing long-term customer relationships and optimizing sales pipeline. Solidified brand presence and business reputation through sales strategies centered toward areas where Amana excels, hence emphasizing Amana’s unique value propositions and strengths.
Key Contributions:
• Seized opportunities to propel sales by pitching detailed product features and participating in sales meetings to ensure win-win deal negotiations with clients.
• Maintained solid business relationships with project stakeholders, including clients, consultants, and end-users, to ensure smooth execution of projects.
• Increased viable lead generation through in-depth analysis of market trends, implementation of sales plans, and compelling presentations across accounts.
• Guided business operations successfully within vertical market segments despite cutthroat competition to enhance strategic partnerships in diverse sectors.
• Steered commercial negotiation deals with key partners and clients for revenue generation and business expansion.
• Realigned sales processes while managing bids, proposals, and client-specific needs to ensure faster sales closing.
• Improved client retention by implementing robust go-to-market strategies that turned every interaction into a referral, upsell, or cross-sell conversation.
The company is a trading company, providing equipment/ materials and consultancy services for Oil, Gas, Petrochemical, EPC Contractors, and Power industries in Kuwait.
Oversaw account operations of principals, including FENTEK, SMIT, Energy Solutions, BACEI, DELTA DOHA, Bluewater Energy, etc.
Key Contributions:
• Gained insights on underlying client needs and recommend suitable products that address the problems, leading to more repeat businesses.
• Acted as start-up manager for sales projects and coordinated the engineering principals in tender/bidding stages.
audi Binladin Group, known as Binladin Group Global Holding Company since 2019, it is a multinational construction conglomerate headquartered in Jeddah, Saudi Arabia. In 2011, the Saudi Binladin Group signed a US$1.23 billion contractual agreement to construct the tallest building in the world, Jeddah Tower in Jeddah. They also are party to a US$3.4 billion agreement to construct the Doha Metro located at Doha. The conglomerate comprises an estimated 537 companies.
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