Regional Marketing & Commercial Manager | Bredero Shaw Sharjah, UAE

Responsible for identifying and developing potential commercial opportunities, tendering of work, follow-up of tenders, contract negotiations and all related marketing activities in the Middle East Region.

Main duties:
• Cultivate and nurture business alliances with new and existing customers as well as with strategic suppliers
• Identify and develop market opportunities and specific projects. Determine size, scope and win strategy of each of these opportunities.
• Develop and maintain relationships with clients to facilitate potential new business.
• Ensure all enquiries are prioritized, an accurate cost base established, the project win strategy implemented to establish the appropriate sell value, and that tenders are submitted on a timely basis having been thoroughly reviewed and qualified as necessary and approved in-line with Company set procedures.
• Evaluate technical requirements for customer needs and act as a liaison between the customer and Operations Team.
• Target and attend strategic Tradeshows within the Region. Ensure the Region complies with the Corporate and Company brand image through utilization of the correct literature and other means.
• Assist in valuations of potential acquisitions. Identify new product and market opportunities.
• Assist with potential Joint Ventures and establishment of base operations within the Region.
• Assist with analysis and justification of market potential. Provide support for new product development initiative.
• Assist Global Marketing Group with new product introductions and commercialization and track performance of new products in Region. Control funding of new product development from a Regional perspective.
• Ensure Company is in compliance with all regulatory and tender boards and vendors lists within the Region.
• Track and analyze competitor’s activities. Develop strategies to counter competition.
• Provide sales support and leadership on major sales campaigns and target projects
• Manage and develop the Commercial Department, including personnel and associated resources
• Ensure high level accuracy in Bid sheets with clear commitment from operations on plant specific production parameters.
• Organize and manage the preparation, delivery negotiation and handover to production of complex technical and commercial tenders
• Prepare and present strategies to Senior Management.
• Responsible for analyzing legal/tax implications of tenders and ensuring that tenders are in line with Company legal system
• Collect and analyze market information relating to market size, competition, vendors.
• Provide monthly & quarterly reporting of regional business development activities. Assist regional management in the preparation of Business Plan and Strategic plans.
• Assist in the evaluation & development of specific business opportunities.
• Assist operational group with contractual and claim issues.

Skills
• Engineering Degree. MBA preferred, but not essential.
• Over 6 years of experience in a multi-national organization in a managerial position with demonstrated ability in managing key clients and proven record of securing large oil and gas projects.
• Work experience in multi national organization, self-motivated and ability to work unsupervised and still show productive results
• Strong interpersonal skills with the ability to communicate and negotiate with customers.
• Proven management capability with demonstrated ability in planning, organizing and problem solving
• Highly numeric with demonstrated capabilities in computer skills (Word, Excel & PowerPoint)
• Ability to look ahead, identify potential pitfalls and ensure preventive measures are taken
• Ability to conduct analytical reviews and use materiality concept in dealing with issues
• Must be customer oriented with entrepreneurial skills and ability to negotiate with customers and conclude tenders
• Willingness to travel extensively
• Good sales and presentation skills
• Demonstrated contractual & Technical capability
• Ability to manage a team of personnel, identify resource gaps, mentor and develop
• Arabic speaker preferred
• Experience in multi-culture working environment

A highly competitive remuneration package commensurate with qualification and experience will be offered to successful candidates.

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