Saed Najjar

Responsible for managing contracting risks associated with a variety of local and international telecom and commercial contracts both as the buyer and the seller (as the case may be).
Executing contracts that accurately reflect technical, commercial, contractual, and legal negotiation in accordance with Salam’s policies/procedures, regulatory framework, and applicable law.
Oversees projects from the start through to completion, ensuring that work is completed on time and within its budget.
In charge of a single project, or may look after several projects depending on complexity and value.
The first point of contact for members of the business units, contractors, site managers, and sub-contractors for as long as the contract lasts.
Experts in drafting and interpretation of contract documents (Arabic & English Contracts) enabling to settle issues.
Avoid issues and ensure the effective processes of the projects.
Provide onsite advice to the company’s business units and project teams on contract management and a policy compliance matter, and contractual implications of intended courses of action.
Ensure that contract documents are properly executed prior to project commencement.
Reviews assigned contracts to keep the management fully informed of any risk(s) and related implications applicable to each contract that has arisen or might arise which could affect the business/projects with a plan for mitigation of such risks. Alternative obtain necessary consents to proceed.
Negotiate new Contracts and Re Negotiate the existing Contracts (examples: Contracts for Customers, Admin Offices, Services Providers, Base Stations, and others if required)
Review of sales orders if resulting from an Agreement/Contract.
Contract Management (Electronic and physical).

• Leading BMCU teams in conducting BMCU processes and procedures to produce high-quality proposals and contracts/agreements within the given timeframes.
• Work very closely with BMCU teams and provide them with the needed coaching and mentoring.
• Oversee and monitor all Bids/Proposals and Contracts preparation/review activities conducted by the teams in the assigned territory, and provide support whenever needed.
• Ensure the compliance of the teams with BMCU processes and guidelines.
• Review proposals before releasing them to customers to ensure achieving quality targets.
• Review contracts and agreements prior to submitting to management for signature.
• Manage and sustain high team morale and productivity within BMCU.
• Monitor the use of BMCU tools and motivate the teams to the comprehensive and effective use of such tools, making sure data collection and entry is properly done.
• Enhance BMCU Dashboards readings to meet targets and maintain healthy KPI’s.
• Define and maintain proposals quality standards and measurement criteria.
• Support the Sales teams in achieving their targets by increasing the bids winning chances.
• Contribute to the continuous improvement of processes, policies, and tools related to Bids and Contracts Management.
• Ensure effectiveness of the Quality Management System practices within the Unit and contribute to the maintenance of ISO 9001 certification.
• Support BMCU strategic objectives, improvement initiatives, and organizational change efforts.
• Other tasks and duties as assigned by the BMCU Manager.

• Manage development of SBM Tenders / Projects Contracts Terms & Conditions, including but not limited to, delivery of resources, facilitations and execution to support the objectives of the company.
• Established new Contracting & Negotiation Policy, which covers:
 Contracting & Negotiation Process.
 New Drafted Agreements & Supplementary Documents.
• Responsible for 1) legal review of all commercial transactions to confirm SBM compliance with applicable laws and regulations, 2) highlight all critical issues to the involved Line-of-Business, and 3) negotiations with the clients, vendors and suppliers.
• Responsible to develop and maintain an archiving system to have a clear record of all legal transactions.
• Negotiates, extends, terminates, and renegotiates contracts as appropriate.
• Serves as principal point of contact with some of the Clients & Sub-contractors to monitor existing contracts to assure compliance to its terms and conditions, and takes remedial action as required.
• Participates in the formulation, development, implementation, and revision of contracting policies, procedures, and strategies for the department, as appropriate.
Formulates, establishes, negotiates and administers low and high-value contractual arrangements for a range of products and/or services with Clients & Subcontractors, Suppliers, Vendors and Partners.

• Responsible for developing high quality winning proposals for existing customers and potential clients. In charge of a multi-discipline proposal team through bid development processes.
• Development of effective acceptable proposals and timely delivery to Customers. Coordinating all activities related to preparing and submitting company bids in a manner that will ensure the submittal on time and with the anticipated level of quality, as well as reviewing and participating in shaping the various parts of the proposal conceptually.
• Prepare Costing Sheets and Financial Proposal in line with the company policies.
• Supervising other bidding resources to support the bid process.
• Oversees an entire department (team of workers) who handle and develop proposals based on different client specifications.
• Ensures to submit the bid within budget and before deadline.
• Assemble the bid team with the relevant service / product / business knowledge required to prepare a winning bid, whilst taking ownership of the end-to-end bid process.
• Introduction and implementation of all necessary bid procedures and processes.
• Ability to work under pressure and to challenging deadlines.
• Strong people management skills in a dynamic sales environment.
• Manage the bid qualification process for new opportunities.
• Manage virtual bid teams and inputs from a variety of stakeholders, typically involving contributions from sales, marketing, product teams, finance, commercial, legal and delivery.
• Preparing and reviewing the commercial aspects of the bid, ensuring all services are included in the final price to the customer.
• Contributing to the written proposal - both in terms of content and presentation
• Manage the bid budget.
• Ensure timely delivery of compliant and commercially sound bids.
• Understand and resolve complex technical, strategic and business issues.
• Arrange all post bid reviews with customers, post contract award.
• Excellent communicator, both verbally and in writing.

Coordinate tendering process with logistics support for the sales team, Validate tender requirements.
Highlight risks to the commercial team, when it comes to penalties or other aspects of the tender.
Provide policy and process support to sales team on tendering. Information collection, country policy, research etc.
Coordinate quotations for multi P&L deals, working with the different commercial and pricing teams.
Manage internal deal review process of terms and conditions prior to contract signature, for direct sales with the commercial, legal and finance teams.
Ensure compliance with public procurement requirements when dealing with governments.

• Preparing Contracts & Cover letters for Customers
• Studying Bids & Preparing Necessary documents and bid bonds
• Prepare all invoices for customers and keep a good filing record for all transactions
• Make sure all Bid Bonds & Performance Bonds are followed up with Finance Department
• Preparing Request for Quotations (RFQs)
• Assist in the management, monitoring and administration of the Facilities Management Service Level Agreements and Contracts at external properties
• Develops and administers a wide range of complex, low & high-value contracts and services for the company
• Negotiates, extends, terminates, and renegotiates contracts as appropriate
• Serves as principal point of liaison with Clients & Sub- contractors, monitors existing contracts for compliance to terms and conditions, and takes remedial action as required
• Participates in the development and implementation of contracting policy for the organization
• Provides independent liaison and coordination with contracting principals to ensure compliance with contract specifications and resolution of problems and issues, as they arise; arbitrates claims or complaints occurring in performance of contracts. Also liaises between owners, Sub- contractors, project management, home office management, and other departments
• Evaluates or monitors Sub- contractor performance to determine necessity for amendments or extensions of contracts, and compliance to contractual obligations. Analysis and approves or rejects internal and/or Sub- contractor requests for deviations from contract specifications and delivery schedules
• Analysis price proposals, financial reports, and other data to determine reasonableness of prices; reviews and interprets contract provisions to achieve cost efficiencies and reductions where feasible
• Participates in the formulation, development, implementation, and revision of contracting policies, procedures, and strategies for the department, as appropriate