Business Development Director

To lead and implement a fit for purpose business development strategy for ACWA Power and guide the execution of all the business development activities including identifying opportunities, conducting feasibility studies, selecting suitable partners, allocating resources, bidding for opportunities, and handing the project over the Assets team, for the assigned area/technology, in order to enable growth of Company's asset portfolio and to help meet its long-term strategic targets.

Responsibilities

Strategy and Plans

• In conjunction with, and as required by the Head of Regional BD, contribute to the formulation, implementation, and delivery of the Group's country strategy in line with the ACWA Power's vision, mission, values, and priorities.
• Translate the strategy into operational business plans for the short, medium, and long term for the Business Development function and ensure that performance is monitored, reported, and delivered and necessary actions are taken to achieve the strategy and plans.
• Monitor the performance of Business Development function and prepare periodic reports on its overall performance, to ensure deviations from performance targets are identified and reported in a timely manner, and that actions are adjusted to achieve set annual action plans.
• Recommend and manage the budget for the Business Development function and monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities are identified and addressed to ensure the budget is managed in line with requirements.

Identification of Business Opportunity

• Lead the identification of suitable Greenfield or Brownfield business opportunities through reviewing the market landscape on a regular basis in order to contribute to the growth of the business.
• Execute complex business development activities for the allocated project bid, Identifying and sourcing potential partners for the project and developing suitable and compliant bids with inputs from various functions, in order to contribute to the Company's growth, while ensuring project requirement are met and processes & procedures are adhered to.
• Build and maintain strategic relationships with key stakeholders including off-takers, contractors, competition as well as possible partners, to tap on any possible opportunities that may arise in future.
• Ensure the identified leads from different markets/ countries, are followed through and executed in a timely manner.

Feasibility Studies of Business Opportunity

• Assess the allocated business opportunity for economic viability using preliminary economic models, in order to ensure all evaluation criteria and aspects are considered and bids are evaluated accurately.
• Lead and guide the development of technical configurations and options for evaluating the economic viability via preliminary economic models, in order to ensure all evaluation criteria and aspects are considered and bids are evaluated accurately.
• Conduct financial feasibility analysis including valuation analyses, cash flow projections, revenue projections, ROI analysis, tariff rate etc. in collaboration with the Corporate and Project Finance teams, in order to ensure all relevant inputs are available to aid in decision making.
• Submit the final Tariff along with the financial model to the owner/ off-taker of the business opportunity in order for them to verify the model.
• Collaborate with APF (Acquisition and Project Finance) and BD teams to carry out various due diligences (technical, legal & regulatory, environmental, economic, financial, etc.) of potential acquisitions of relevant assets.

Identification of Technology and Potential Partners

• Participate in the identification of potential partners, contractors and suppliers, technical advisors, 3rd party auditors, etc. who can add value to the Company and perform the projected work, based on market research and due diligence, and assess and evaluate options, in order to provide all the necessary information to aid in decision making.
• Review, assess/ evaluate and select available technologies in the market which meet the needs of the opportunity and ensure that the contractors, O&Ms, have the capability to execute these as per the requirements.

Bid Preparation

• Collect, organise, and distribute all pertinent data, data from the off-taker and other regulatory / government bodies relating to the project, to pre-determined parties such as potential EPC contractors, partners, etc. to ensure they are aware of the RFP.
• Coordinate with various functions/ teams, EPC, O&M contractors, partners, for their feedback and to gather and compile the required information and documentation such as concepts, technology, equipment, processes, pricing, etc., to assist in bid preparation while ensuring it meets the RFP requirements.
• Develop the technical and financial bids based on the documentation, inputs and feedback received from various stakeholders, and ensure all requisite agreements and contracts are signed in line with the requirements and while adhering to quality standards.

Negotiation and Closing of Deals

• Participate in negotiations of the allocated project bids as required, on pricing, terms, and conditions, etc. providing relevant inputs, analysis results and expertise, in order to serve the best interests of the Company.
• Handover all legal and project documentation to the Asset's team / EPC Contractors on completion of the bid, to ensure smooth transfer of information for further implementation of the project.

Leadership

• Manage employees and teams by overseeing their performance management, recruitment, learning and development to ensure high levels of engagement, and competence and a motivated and inspired work environment, to maximize employee contribution to business performance.

Qualifications

• Bachelor degree in Accounting, Engineering, Finance, Economics, or related field
• Master's degree in a relevant discipline, is preferable
• 15 years experience in the area of Project Development in relevant area, with at least 6 years in a management role
• Extensive depth and breadth of knowledge and exposure to specific area and industry
• Excellent business and financial analysis skills
• Thorough understanding of IPPs / IWPs / PPPs structures and risk transfer frameworks
• Commercially astute, and able to structure a bid to present the offer in the best light whilst minimizing risk to the business
• A pro-active high achiever with high energy levels, who is used to working under pressure and to tight/challenging deadlines
• Thorough understanding of the business value chain
• Thorough attention to detail
• Excellent relationship building and communication skills at senior level with clients, our co-investment partners, the technology provider, and EPC Contractor
• Excellent understanding of technical, legal and project finance knowledge