We are looking for a Commercial Manager - C&A Middle East to work for a European main contractor in Dubai
You must be EU nationality with experience working with Emirati companies
Your Role
Commercial Manager - C&A
Concessions and Assets is a business unit of a European main contractor specialized in developing & implementing full life cycle infrastructure solutions for Public and Private Entities. Its activities are heavily relying on financial, technical, legal and commercial in-house expertise.
The Concessions and Assets has under management several companies and is actively working to develop more.
As part of its growth strategy, the Middle-East Concessions and Assets office is looking for a Commercial Manager.
The successful candidate will join a small but dynamic team, giving him/her space to take initiatives and getting the opportunity to bring his/her knowledge and expertise to the current team organization. Whilst gradually taking over the tasks of the retiring current Commercial Manager, he/she will become a cornerstone of the Business Unit teams Business Development activities and will help to adopt as well as adapt the commercial activities within this growing Business Unit.
Mainly tasks:
Lay out the strategy to develop new opportunities and markets: elaborate a business development plan, design and implement processes to support business growth, through customer and market definition.
Leverage and work with Group entities to maximize return on C&A target opportunities.
Develop and foster productive and strong relationships with prospects, clients, partners, sponsors, providers, contractors and stakeholders;
Manage the commercial team by guiding, supporting and challenging the work of the business development or bid team.
Run high quality enterprise sales cycles which includes:
Identifying and initiating new sales opportunities by prospecting new clients, private or public entities in the infrastructure domain sensu lato;
Leveraging existing client relationships and networks to generate commercial interest;
Qualifying and generating demand at clients and prospects;
Creating compelling value propositions mapped to client business needs;
Negotiating and closing complex agreements with concerned parties, being private or public entities;
Managing key external stakeholders during development phase, such as external advisors.
Meet established revenue targets, while creating new and enhanced customer relationships and ensuring client satisfaction;
Guide and provide appropriate support internally to better define clients and prospects needs in terms of concessions and infrastructure solutions.
Requirements:
Must be Eu nationality
Relevant experience (preferably in utilities-related business) of min 10 years;
Proven track record in developing and implementing a Corporate growth strategy within an infrastructure development entity;
Exposure to General management in the past, clearly demonstrating a combination of skills related to P&L focus, strategy, people management and communication;
Experience in structured bids and demonstrated capability in bespoke negotiated infrastructure projects from small scale service delivery to asset investment and partnership with public clients;
Experience in working with large infrastructure partners for development of projects will be considered as a strong advantage;
Experience in working with senior management to align sales strategies and solutions;
Excellent negotiation skills with proven track record of successfully pitching for new business;
Ability to influence or identify key decision-makers during the full life-cycle of the business development process;
Excellent interpersonal and communication skills as the role will require to deal extensively with clients at all levels as well as with colleagues of the commercial team;
Critical thinker and creative problem-solver;
Experience in the Middle East market is a strong advantage;
Fluent in English (speaking, reading and writing).
UAE