Business Development Manager
GCG Engineering Services
Total des années d'expérience :13 years, 8 Mois
GCG Engineering Services is part of Ghobash Group diversified into providing E&I solutions and representing various OEMS in the UAE & Middle East.
• Head the Sales and Business development for the newly established Mechanical division within GCG.
• Establish strategy, acquire new principals and enhance the revenue of
the organization.
MMEC Mannesmann is an EPC contractor headquartered in Germany. The services cover the entire cycle from early project development, feasibility studies, , conceptual and basic design, front-end engineering design up to implementation of turn-key projects for Mining, Renewables, Power & Water, Oil & Gas Industries
• Head the Business Development, Proposals, Commercial, Cost Control, Marketing & Communications and Niche Technologies divisions
• Diversified the organization to Nuclear and Solar industries. Prequalified with Emirates Nuclear Energy Corporation and Masdar.
• Led a key role in ensuring MMEC access to Total Addressable Market by identifying bottlenecks such as ICV, Commercial License amendments and relevant registrations with the End Users.
• Responsible for Contracts Administration, Risk Assessment and provide guidance to the leadership on Financial/Legal/Contractual matters
• Responsible to implement Cost Control measures to track, analyze and
control costs associate with the office and projects.
Bilfinger is a Global Industrial services provider with $5 billion revenue and employs 37, 000 people. The Group enhances the efficiency of assets, ensures a high level of availability and reduces maintenance costs. The portfolio covers the entire value chain from consulting, asset management, engineering, manufacturing, assembly, maintenance and plant expansion to turnarounds and includes environmental technologies and digital applications.
Bilfinger is active in Oil & Gas, Petrochem, Marine, Power & Water, Mining, Nuclear, Cement & Pharma industries.
• Accomplished revenue growth of 15 times ($155 million in 2019 vs $9 million in 2018) by identifying and pursuing new valuable opportunities through right business planning, strategy and diversification. The order intake in 2019 was the highest in the history of Bilfinger in UAE.
• Established, initiated and optimized business development strategies, bidding strategies achieving significant increase ($750 Million to ~$2 B) of Total Addressable Market in End-user, EPC, Construction, Operations & Maintenance, Digitalization business lines.
• Attained Sustainable Competitive Advantage and competitiveness (Bid hit ratio improved to 23% in 2019 from 1.6% in 2018) by devising and implementing new efficiency improvement initiatives such as Continuous Improvement through Innovation (CII) and Workflow Improvement (WI) resulting changes to cost structure of the organization, procurement, admin procedures, planning and workforce utilization.
• Successfully signed pilots with the End-users in UAE to promote Digitalization initiatives - Bilfinger Connected Asset Performance Solutions, PIDgraph, Industrial tube, Digital twin (part of Oil & Gas 4.0).
• Led sales budgeting and forecasts, bid selection GO/No GO processes, project capture, account management, country business development plans with strict compliance with corporate procedures, risk, ethics and compliance guidelines.
Descon Engineering is an integrated service and manufacturing company with $1.2 billion revenue and employs over 22, 000 people. The integrated package of services encompasses engineering, procurement, manufacturing, construction, commissioning and maintenance of customer’s assets.
Descon is active in Oil & Gas, Petrochem, Power & Water, Mining, Renewables and Fertilizer industries
• Accomplished revenue growth of 4 times ($122 million in 2018 vs $31 million in 2017) by driving effective bidding strategies and diversification in Plant Construction & Maintenance.
• Received felicitation and honorary certificate from Group Chairman for contributing to the Core Values of the organization.
• Accomplished competitive advantage by signing Memorandum of Understandings (MOUs) with engineering consultants resulting in win-win situations.
• Successfully led Business strategy, GO/No GO processes, capacity planning, revenue & order intake forecasts, cash flow scenarios, customer satisfaction & retention.
• Formulated a new Risk Analysis tool with weightage to contracts terms, project value, cash flows, and core-competencies resulting in prioritizing the right opportunities for the organization.
• Strengthened customer engagement (customer satisfaction 82% in 2018 vs 65% in 2016) through right marketing strategy, communications and PR
• Boosted operational efficiency improvement through the induction of new technology in the construction division.
• Developed market sizing and go-to-market entry strategies to expand
to new markets such as South Africa.
Osborne Engineering, headquartered in the United Kingdom, provides services in the manufacture and repair of white metal bearings, Condition Monitoring
services, Flexible couplings, In-situ Dynamic balancing, Thermography services, Reverse engineering, Valve repairs & testing, Fuel system component repair & testing and is a reputed trainer in IOSH/NEBOSH, Mechanical, Instrumentation & Control, Power Generation and Management courses.
• Accomplished a revenue growth over 102% across 3 years through tactical plans to reach the Middle Eastern market.
• Achieved growth in new areas by signing key alliances and Joint ventures with OEMs and consultants.
• Signed an eleven-country master services agreement with General Electric to be their preferred vendor for White metal bearings repair.
• Diversified into niche segments such as Turbine blade modifications resulting in high margins
• Executed an Open house in Dubai attended by key delegates from 27 countries resulting in a rapid market reach.
• Kick-started the newly acquired branch in Houston by coaching new
sales associates in product knowledge, sales techniques related to OEL.
Trinity holdings group employs over 3000 people in UAE and is well reputed in machining services, API products, Foundry services, Chrome-plating, Heat treatment, In-situ machining services, MEP contracting and Equipment overhaul. It is active in Oil & Gas, Metallurgy, Marine and Cement industries.
• Authored training guide for the new joiners on aspects of 'Diesel Engine Overhaul' and reverse-engineering techniques.
• Consolidated and increased promised revenue backlog and the margins by encouraging loyal customers to sign a long-term services agreement.
• Ensured quality by leading a team of 40 workers to refurbish rotating equipment.
• Refined the addressable market by diversifying into Oil & Gas and
Power industries from traditional Marine and Manufacturing sectors
