Director - Commercial & Business Development, KEZAD Utilities & Facilities Management (KUFM)

About the role:

Director – Commercial & Business Development for KEZAD Utilities & FM unit, will be responsible for driving the strategy and implementation for growth through new business and cross-selling activities, and acting as the primary representative of the unit to develop the sales pipeline. As well to provide thought leadership and guidance in developing commercially attractive relationships with key and target clients.

Key Responsibilities:

1. Act as KUFM's lead in developing and executing comprehensive sales plans aligned with the company's overall growth strategy.
2. Develop and maintain a sales pipeline that meets our strategic plan and identified sectors, in order to achieve, if not exceed, sales targets through a combination of new business, additional services and retention.
3. Manage and update the priority list of client pursuits; including nominating targets and creating compelling tender/sales/marketing documents – particularly tender documents that effectively address client needs and deliver a clear winning strategy for KUFM that complies with best-in-class standards and practices.
4. Track and analyze sales performance data to identify areas for improvement.
5. Develop and maintain strong relationships with key decision-makers within the client organizations, fostering long-term relationships, negotiating contracts, and increasing the business pipeline.
6. Manage the end-to-end processes with prospective clients by identifying expectations and designing commercial proposals specific to each prospect.
7. Deploy a consultative sales approach to uncover client needs and develop solutions from the KUFM solutions catalogue.
8. Negotiate and close contracts with new clients to achieve revenue targets.
9. Support external branding, awareness building, and client consideration by attending suitable networking events and forums.
10. Ensure effective coordination with the internal/external contacts of AD Ports to facilitate commercial & business development services to customers and business units.
11. Manage client expectations while ensuring projects adhere to technical and commercial contract requirements; expertly optimizing costs, time, quality, and safety.
12. Stay up-to-date on the latest utilities & facility management trends and technologies; develop solutions to exceed client expectations and create a competitive advantage.
13. Encourage, champion, and steer innovation to develop and grow the business beyond core activities and establish/reinforce KUFM's position as a preferred solutions provider.
14. Conduct market research and competitor analysis to identify trends, opportunities, and potential threats; especially market gaps for new products and services that enable us to better serve our customers and widen our competitive moat.
15. Develop competitive and commercially viable solutions based on rigorous techniques to understand client needs and price products/services accordingly.
16. Exercise creativity and independent judgment in developing and evaluating sales and marketing strategies for a broad portfolio of facilities within a defined market.

Required Qualifications:

Bachelor or Master's degree: in Business, Finance, Accounting; Engineering/Technical degrees a plus
Languages: Written and spoken English and Arabic are essential
Experience: 10+ years of experience in sales and business development, with a proven track record of success in the utilities, industrial services, or integrated facilities management industry
Skills: Excellent communication, influencing, and coordination skills. Required to represent business with a very high degree of credibility to audiences from large conferences and gatherings to individual sessions; often with senior leaders and decision-makers from diverse backgrounds. Proven cross-cultural, interpersonal skills are essential. Expert at developing ideas, initiatives, and new approaches across all areas of the business; including mechanics of service delivery and assessing the capacity and capability of human, financial, and technical resources to inform and realize the unit's growth strategy. Must possess a strong financial acumen, and a history of solving for financial concerns, with the ability to deliver revenue and margin. Ability to develop ideas, initiatives, and new approaches across all areas including assessing the mechanics of delivery, financial costs, and human and technical resource requirements – optimizing costs, time, technology, quality, and safety. Track record of developing commercially viable solutions and pricing strategies based on rigorous insight into client needs and competitor offerings and strengths.