Head of Business Development - Casais

The Role

We are seeking a seasoned sales and business development professional to join our team and lead the commercial activity of the company. The ideal candidate will have a strong background in sales and business development for the construction industry in the UAE, preferentially with consultant or developer previous experience, proven track record of handling the sales life cycle of construction projects for contractors in UAE (from lead identification to contract signing), proven track record of achieving contractor sales targets year-on-year (200M+ AED in new projects, 50M+ AED in renovations / refurbishments / fitouts), extensive network of contacts in the market and impeccable reputation and work ethics.

Key Responsibilities:

1. Team Management:
   • Build, lead and coordinate the commercial team, including business development managers, proposal coordinators, estimators, quantity surveyors, draftsmen and administrative staff.
   • Serve as the primary link between the commercial team and the other departments in the company to ensure successful delivery of proposals and securing the business goals for the company year-on-year.
2. Lead Sourcing:
   • Present and position the company to customers, consultants, partners and other relevant stakeholders.
   • Explore, expand and develop network of contacts in the industry to properly position the company to be invited for new projects in the market.
   • Leverage existing external sales partners, platforms and tools available to identify and qualify opportunities, and increase the number of quality proposals submitted.
   • Ensure pre-qualification documents are up to date and qualify the company in the necessary customers / portals.
   • Identify opportunities aligned with the company strategy and capture all necessary information relevant for them.
   • Maintain knowledge of the competitive landscape and leverage market information to the company’s advantage.
3. Opportunity Management:
   • Qualify identified opportunities to identify the suitable ones to address.
   • Coordinate assignment of the necessary resources and ongoing work from the proposal preparation team to ensure a timely and quality delivery of proposals.
   • Coordinate with the customer / stakeholders to manage expectations, collect additional information and position the proposal within the expectations of the customer / stakeholders.
   • Coordinate the pricing and final budget for the proposal to be presented, including management approval for submission.
4. Closing Contracts:
   • Do the necessary follow-up for proposals submitted, collect relevant feedback and make the necessary adjustments to the proposal.
   • Maintain relationship with customer / stakeholders to maintain control of the proposal evaluation process leading to the final shortlisting of the company as the preferred contractor for the job.
   • Coordinate contract negotiations in liaison with company management to ensure the necessary requirements are met for contract signature.
   • Ensure successful signature of the contracts necessary to comply or exceed the yearly business targets of the company (average deal size expected: 50M-200M AED for new construction projects, 5M-15M AED for refurbishment / renovation / fitout projects).
   • Handover the contracted project to the project execution team.
5. Reporting:
   • Maintain proper records using the internal processes and tools of the company concerning the commercial activity.
   • Prepare weekly progress meetings with the team and monthly commercial reports for the management.
   • Provide commercial activity content for the regular company-wide reporting to the Group HQ.

Requirements

• Experience: 10-15 years of experience in sales and business development for the construction industry in the UAE, including developers and consultants.
• Education: Bachelor’s degree in relevant field for business development, civil engineering preferential.
• Sales Skills: Proven track record of achieving sales targets year-on-year with contractors (200M+ AED in new projects, 50M+ AED in renovations / refurbishments / fitouts), extensive network of contacts in the market and impeccable reputation and work ethics.
• Commercial Cycle: Proven track record of handling the sales life cycle of construction projects in UAE (from lead identification to contract signing). Average deal size expected: 50M-200M AED for new construction projects, 5M-15M AED for refurbishment / renovation / fitout projects.
• Coordination: Ability to coordinate and manage commercial teams efficiently.
• Problem-Solving: Excellent analytical and problem-solving skills.
• Language: Arabic speaking is highly preferential.

About the company

The Casais Groups approach to the United Arab Emirates appeared in 2017, with the companies Casais Contracting L.L.C and Casais Contracting Dubai Branch L.L.C. With headquarters in the capital of Abu Dhabi and Dubai, we already have a renowned portfolio, namely the Portugal Pavilion Expo 2020 Dubai and the VIP Lounge of the new Abu Dhabi airport. These works reinforce not only the company’s precision, quality, and excellency, but also elevate the Groups mastery and values across borders.