About the Role
You will lead our business development efforts for major owner projects, including key clients and giga-projects. Your primary responsibility will involve winning owner-side project management work, predominantly with major clients, and converting these into repeat accounts. You will foster relationships and secure meetings with stakeholders, working closely with practice leaders to scope, price, and deliver the work.
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What You Will Do
- Account Plan: Build and run strategic plans for key clients, identifying target business lines, projects, and routes to award.
- Relationships: Establish trust with sponsors, project teams, the project management office, Loss Prevention, and Contracting. Identify decision-makers.
- Early Entry: Discover projects before scope freeze and be informed about project stages ahead of meetings.
- Right Message: Tailor communications to match the audience and project stage, prioritizing service delivery over technology.
- Pursuits: Lead each pursuit from the initial engagement to contract award, collaborating with the proposal team and practice leaders.
- Repeat Work: Maintain close client relationships post-award to secure subsequent scopes of work.
- Qualification: Drive the vendor registration and qualification processes in coordination with the Strategy and Growth team, ensuring all communication adheres to formal client channels.
- Partners: Identify joint venture and teaming opportunities on projects where leading solo is not viable.
- Pipeline: Track every contact, stage, and next step in HubSpot, reporting on the pipeline weekly.
- Market View: Monitor clients' capital programs and competitor strategies, sharing insights with leadership.
- Rules: Adhere to each client’s Supplier Code of Conduct and confidentiality rules throughout all engagements.
Who You Are
- You possess 15 or more years of experience in energy or industrial capital projects.
- You have a proven track record of securing project management, engineering, or consulting contracts with major project owners, along with senior experience on the owner’s project side.
- You are familiar with project gates, roles, and contracting routes of major clients.
- You have robust relationships within the leadership and the local project community.
- You understand the consulting landscape and are skilled in selling teams, methods, and results rather than products.
- You present confidently to senior executives and produce clear proposals.
- You are inquisitive about how AI and site data can transform project delivery and are proficient in using CRM and AI tools daily.
- You are fluent in Arabic and English, both spoken and written.
- You hold a degree in engineering or a related field; a PMP certification or MBA is advantageous.
- You are based in Al Khobar and available to cover client meetings from Sunday to Thursday, with the ability to travel across the Kingdom.
In Your First 12 Months
- Deliver a clear account plan, agreed upon with leadership, within your first 60 days.
- Schedule regular meetings with sponsors and project teams for projects prior to scope freezes.
- Establish clear and active routes for registration, qualification, and partnerships.
- Secure one signed owner-side project management contract with a comparable major client.
