Business Development Director - UK Based with Middle East Travel - Internal
Guildford, Surrey, United Kingdom - Full Time
About the role
As a member of CESD, the Business Development Director will report to the Managing Director EMEA, and will assume a key role in driving revenue growth across the UAE commercial region. With the technical sales engineer(s), you will lead business development and licensing activities for customer/partners opportunities involving exciting, new-to-the-world Carbon Capture and Transformation projects for the production and supply of sustainable chemicals and fuels from waste materials. You will be responsible for all phases of the sales lifecycle from first concept through to fully operating commercial-scale facilities, this position will lead multiple opportunities and initiatives at any given time. Coordinating with a cross-functional global team is essential to ensure that effective sales processes are followed, resulting in timely and accurate revenue generation. Monitoring of competitors, identifying opportunities and possible threats to the company as well as analyzing relevant markets affecting growth, profitability and productivity, will be integral to the position. The role requires work under minimal supervision, enabling wide latitude on independent judgement. This position requires traveling to customer and vendor facilities as required for meetings, reviews, and client support, as well as to build strong long-lasting relationships. Travel primarily, but not limited, to Dubai and Abu Dhabi.
Key duties
* Revenue Generation – drive revenue across the EMEA region (primarily the Middle East) meeting regional and corporate targets
* Strategy – provide input to and drive implementation of the UAE sales strategy
* Policy – be intimately familiar with the policy and legislative drivers across UAE concerning sustainable development, decarbonization, and biofuels, including but not limited to the Emissions Trading Schemes, Renewable Energy Directives, Sustainable Aviation Fuels Mandates, etc
* Customer Relations - Develop excellent customer relationships across your accounts and opportunities as all levels within an organization, with a focus on identifying the key stakeholders and decision makers.
* Lead Generation – Proactively seek and create opportunities to expand the business with current and new customers, identify business needs and presenting solutions.
* Value Propositions – use provided sales tools to create bespoke winning value propositions to customers to win business vs the competition, including for example techno-economic analysis and financial models, customer proposals, presentation materials, SWOT analysis, reference lists, etc
* Opportunity Progression – Drive customer projects efficiently through the sales process/customer buying process to ensure timely progression to the next stage with the ultimate goal of achieving a positive FID quickly
* Close Deals – Draft & sign contracts and agreements with customers making use of existing template, deal sheets and lead a winning negotiation strategy.
* Portfolio Management – manage a pipeline of UAE opportunities and keep the sales forecast up to date
* Other Business - Evaluate and manage new strategic business opportunities, initiatives, external/internal development and licensing opportunities, partnerships, alliances and/or joint ventures to make recommendations for new projects to be used for strategic business decisions.
* Manage day-to-day relationships with clients and developing a deep understanding of their requirements and long-term business strategies.
* Develop and evaluate internal support personnel to ensure the efficient operation of the BD function.
Required Qualifications
* Bachelor’s degree in business, science, marketing, chemical or mechanical engineering.
* 10+ yrs prior experience with Process Technology sales, Business Development, Financial Services, Management Consulting, or Venture Capital.
* Experience working in the UAE
* Experience supporting international operations
* Experience in oil & gas, the steel, refining/petrochemical industries, or waste management sector with roles in technology development, business development and/or marketing.
* Understanding of capital projects development phases from concept, engineering design, construction and start up
* Skilled in MS Office suite
* Excellent interpersonal (written and oral) skills, possessing a high degree of professionalism and customer focus
* Able to demonstrate effective coordination, planning and organizational skills.
* Demonstrated leadership, negotiation, and relationship building skills
* Self-motivated with the ability to take initiative, work independently and in a team environment.
* A valid passport is required along with ability to travel unrestricted to the UAE up to 50%
* Fluency in Arabic and English
Preferred/Valued
* MBA or graduate degree is a plus.
* Must have strong finance, analytical, communication and project leadership skills.
* Proven ability to work with senior leaders and across functions to define and analyze corporate strategic issues.
* Experience with oil & gas, fermentation, process development, and/or process operations in a bioprocessing facility
* Experience licensing technology, and executing projects with technology licensors and/or EPC companies
* Prior plant engineering, construction, commissioning and start-up experience
* Track record of taking on big challenges and striving to change the world
Physical Requirements
* Sitting and working at a desk for long durations
* Working on a computer for long durations
* Overseas travel
Work Environment
* When not travelling, able to work in the Guildford office two days per week, as well as working remotely at home location
* Up to 50% of travel is required, majority within UAE
This Job Description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee and may be revised at any time by the Company. #J-18808-Ljbffr