Business Development Director - Middle East

Job Description and Qualifications
POSITION SUMMARY

The role will lead business development activities for individual ASUs, SMRs,
Gasification and Carbon Capture investments in the Middle East region. They
will work with the regional team and AP local subsidiaries and JV partners to
assess the local markets and identify prospects. Once opportunities are
identified, the Director Business Development will lead all aspects of the
opportunity including screening for economic viability, developing proposals,
negotiating contracts, and then maintaining overall commercial responsibility
for the investment during project execution. The opportunities will range from
around $100MM to over $ ‎1-2B with complex technical, contract, regulatory and
financing structures.

NATURE AND SCOPE

This role will be the central focal point for all activity related to a new
investment and asset buy-back opportunity. The primary interfaces for this
role include the customer, local AP subsidiaries, JV partners, internal and
external engineering teams, internal and external legal counsels, government
and local authorities, and operations teams. They will need to balance the
objectives of various stakeholder groups to develop a compelling value
proposition to our customers and win new business at or above our capital
return targets.

DIMENSIONS:

Investments: from $100MM to over $‎1-2B for each opportunity
Indirect Employees: Bid teams ‎5-‎25 per project

PRINCIPAL ACCOUNTABILITIES

The Director Business Development will perform a number of key functions
including:
* Screen opportunities to identify the projects that have the highest probability of moving forward through economic analysis of the customer 's proposed process and end market, economic and political factors, etc.
* Developing the high-level scope to create the optimal value proposition including providing targets for availability, efficiency, and pricing requirements
* Develop the optimal commercial structure for each opportunity
* Meeting potential customers and stakeholders to understand and progress opportunities
* Leading the negotiation and execution of agreements that can include feedstock, asset purchase, land lease, product supply agreements, etc..
* Providing the commercial guidance to the project execution team until on-stream of the project.
This position is accountable for the following end results:

‎1) Win ‎40%+ of large industrial gas opportunities we pursue in the Middle East
region.
‎2) Achieve profitability targets by winning projects at or above our target
returns and within an appropriate risk profile
‎3) Develop the opportunity pipeline for projects at all stages of development
to meet our growth objectives for the next ‎3-‎5 years

MINIMUM REQUIREMENTS AND QUALIFICATIONS
* ‎15+ years of experience in primarily commercial management within an industrial manufacturing industry; industrial gas experience preferred
* Strong business and financial acumen including cash-flow analysis and capital structures.
* Strong technical background
* Creative thinker who can develop strategies and solutions to complex issues
* Experience managing cross functional teams
* Experience negotiating complex contracts
* BS Engineering with MBA or MS Engineering, preferred
* Ability to commit to support the project development based on the project's timeline
* Experience with a build, own, operate model of large projects is preferred.
Req No.
39360BR
Employment Status
Full Time
Organization
Middle East, Egypt & Turkey
Business Sector / Division
MEIET Corporate
Region
Middle East, Egypt, Turkey (MEET)
Country
Saudi Arabia