Senior Proposals and Business Development Manager

Faithful+Gould

Dubai, UAE

Posted
Ref: SP117-137

Job description / Role

Employment: Full Time

We are looking for Senior Proposals and Business Development Manager in UAE.

Key Performance Indicators:

- Secure revenue from new markets and services in the UAE;
- Market engagement and client network with senior UAE stakeholders;
- Raising the profile of EDPM as a partner for innovation in the UAE;
- KAM lead for key UAE clients with revenue target.

Key Responsibilities:

- Client engagement and Key Account Management:
- Develop and track client pipeline and support Win Work and Operations teams to achieve forecast revenue and ensure this is accurately captured in CRM;
- Support and implement an ongoing key account management process to help change behaviours on how to target and develop relationships with new and existing clients;
- Identify target clients, account owners and teams, create client capture plans and establish KPI's to drive accountability and provide assistance to account teams to become more client and business development focused;
- Drive KAM process for 2-3 UAE priority accounts;
- Collaborate closely with UAE Win Work Director, New Markets Director, UAE Operations Director, Technical Discipline leads and the UAE Proposals team to ensure deployment of key staff and to develop a consistent high standard of BD, win work and technical proposal material;
- Control enquiry spend on bids to within agreed targets;
- Collaborate closely with UAE Operations & Commercial Director to ensure all commercial risks are fully understood in our proposals, and that LOA processes are fully complied with.

Client perception interviews:

- Client service role - conduct client perception interviews with the company's most valued clients to understand the client's expectations in terms of service delivery and how we can achieve them and provide suggested recommendations back to client-facing teams.

Market Strategy:

- Core participant in the development of a UAE market strategy to transform and innovate EDPM in the UAE to meet the needs of a new and changing market;
- Drive process of strong client and market engagement in collaboration with the UAE SLT and the wider UAE Win Work team to map specific client needs and to identify areas of potential growth for new EDPM services;
- Based on Market Strategy drive a specific growth area forward in close collaboration with relevant Technical Discipline leads and colleagues globally to take new offering to market targeting relevant clients in the UAE;
- Develop marketing strategy for focus growth area to clearly position EDPM in the UAE market aligned with new areas of service and target clients;
- Develop the general marketing and communications strategy for the EDPM business in the UAE market.
- Work with the centralised marketing and communications team to:
- Identify campaign themes;
- Align thought leadership programmes;
- Identify client targeted events;
- Undertake and identify appropriate pre-bid positioning with clients;
- Establish and actively engage in digital marketing;
- Establish and contribute to targeted client content activities;
- Develop client facing marketing collateral.

Requirements

Requirements:

- Relevant university degree;
- Strong relevant experience of market facing, sales or BD roles with a strong client and industry network;
- Innovative thinker and solution oriented focused on finding new ways to help and support clients;
- Track record of delivering sales and revenue growth at scale in the UAE;
- Track record of developing brand positioning and strategy to build brand awareness in the market place;
- Culturally aware Arabic speaker.

Rewards & Benefits:

We offer an excellent package which includes:

- A competitive salary;
- Transportation allowance;
- Medical and life insurance cover;
- Annual leave;
- Medical and life insurance cover;
- Company gratuity scheme;
- Discretionary bonus scheme;
- Annual flight allowance to point of origin;
- Employee Well-Being Programme - 24 hour free advice on financial, legal and family care specialists and also access to personal health, fitness and nutrition consultants.

SNC Lavalin's Faithful+Gould business is one of the world's leading integrated project and programme management consultancies, with over 2,400 professionals operating worldwide.

Our aim is to protect and maximize our clients' interests throughout the planning and delivery of projects, ensuring they are delivered on time, on budget. We pride ourselves on collaborating with client teams and developing long-term relationships.

Key services include - Project management, programme management, project controls, commercial management, cost management and expert scheduling and construction planning.

Our industry is going through a digital transformation and we have been investing in and pioneering digital methods to improve all aspects of our service. We have focused our digital transformation around platform modernization and product development and through standardization and automation, we are achieving efficiencies that are directly passed on our clients who benefit from a consistent quality of service as well as the savings.

Active in the Middle East for over 20 years, we have offices in the UAE, Qatar, Oman and Saudi Arabia. We hire and retain only the best people in the industry. Our success is built on recruiting - and then developing - brilliant people from a broad range of professional and cultural backgrounds. It's precisely this diversity of talent that sets us apart.

About the Company

SNC Lavalin’s Faithful+Gould business is one of the world’s leading integrated project and programme management consultancies, with over 2,400 professionals operating worldwide.

Our aim is to protect and maximize our clients’ interests throughout the planning and delivery of projects, ensuring they are delivered on time, on budget. We pride ourselves on collaborating with client teams and developing long-term relationships.

Key services include - Project management, programme management, project controls, commercial management, cost management and expert scheduling and construction planning.

Our industry is going through a digital transformation and we have been investing in and pioneering digital methods to improve all aspects of our service. We have focused our digital transformation around platform modernization and product development and through standardization and automation, we are achieving efficiencies that are directly passed on our clients who benefit from a consistent quality of service as well as the savings.

Active in the Middle East for over 20 years, we have offices in the UAE, Qatar, Oman and Saudi Arabia. We hire and retain only the best people in the industry. Our success is built on recruiting – and then developing – brilliant people from a broad range of professional and cultural backgrounds. It’s precisely this diversity of talent that sets us apart.