Reporting structure

Reports to:

Chief Commercial & Business Dev. Officer (CCO)

Direct Reports:

Head of Estimation

Work Location:
Ras Laffan - State of Qatar
 

** PREFERENCE WILL BE GIVEN TO QATARI CANDIDATES **

Job Summary and Purpose

Accountable for the execution of the set Marine business development strategy as aligned to the Business Plan and Revenue forecast. To develop new Business lines, improve and expand existing Business lines and provide a communication channel between the market and the organization to develop and implement growth opportunities by building upon the brand that is established through marketing efforts to connect the audience to products and services.
To execute and provide senior guidance to a team of experts to ensure effective and consistent corporate marketing in line with the company’s business and growth objectives. Focused on identifying key business differentiators, developing Qatar Shipyard Technology Solutions market message and establishing a positioning within the market(s). Position products and services with clients in the right way. This job is principally concerned with activities designed to expand the organization's reach in the current or a new market, and is therefore tasked with researching, prospecting, and qualifying leads and to support in developing and closing them to convert to sales via the operations team. Also concerned with the analytical preparation of potential growth opportunities & support and monitoring of its implementation

Accountabilities

Key Accountabilities:

1.    Manages and corresponds with the global agents’ network regularly to increase the market share of the yard in the region.
2.    Regularly visits overseas and local clients with a proactive approach, including presenting the yard’s capabilities and expertise to the clients during the visits, to capture business opportunities.
3.    Provide direction regarding the yard’s participation in global marine events and exhibitions and promote yard’s capabilities.
4.    Prepare and share the marketing visit reports with the management, and follow up closely on action points to ensure fulfillment of the same.
5.    Explore potential business opportunities that benefit the yard in gaining market share through marketing tools and marketing intelligence utilization to improve the revenue stream.
6.    Proactively track and keep up with the regional and global market trends and competitions, and present them to the management.
7.    Negotiate and convince clients to establish service agreements with the yard that provide mutual benefit and a sustainable partnership.
8.    Engage with specialist service providers and OEMs to establish / facilitate their services within the Yard / inside Country that provide mutual benefit.
9.    Collaborate with the Finance Department and Operations Sections and prepare the annual Business Plans & Business KPIs in consultation with CCO to ensures the Business Plan targets and KPIs are met.
10.    Understand the clients’ needs and ensure that those requirements are met.
11.    Develop and periodically review  the Estimation and Marketing department’s strategy, guidelines, and policy procedures.
12.    Monitor and evaluate the estimation team’s performance as per the Policies and Procedures set to ensure successful and timely submission of bids, including follow-up with Owners/Global Agents to increase the likelihood of delivering estimations that meet the clients’ needs and winning work
13.    Evaluate the review and check of clients’ credibility to ensure effective management of business risk and revenue streams.
14.    Evaluate the utilization of estimation resources in line with workload studies and having regard to the allocation of work based on the complexity of work and staff skill level
15.    Evaluate the review and analysis provided by Head of Estimation on reasons for not being awarded, synthesizes this information into conclusions & trends for management notice and corrective action.
16.    Employee should prioritize the wellbeing of themselves and their colleagues while maintaining a safe and healthy work environment. Adhere to all health & safety protocols, participate in wellbeing & wellness programs, and promptly report any concerns regarding the wellbeing of oneself & others in order to foster a culture of best practice.
17.    Performs other duties assigned by the management from time to time as needed.

Competencies

Key Result Areas

•    Accurate & thorough business intelligence and competition.
• Capitalize the market and gain market share through competitive quotes / bids.
•   Confident and satisfactory clients and increase the clientele.

Interactions and Working Relations

Internal:
All departments

Purpose: Technical inputs for estimation, contracts, Clients’ visits / audits, legal advice etc.
    
External:
Clients, Global Agents Network, Specialist Service Providers etc

Purpose: Marketing, estimating, business development.

Financial Authorities

As per TOFA

Qualifications, Experience and Job Skills

Qualifications:
• A Degree in Business Administration / Business Management / Naval Architecture / Marine Engineering / Mechanical Engineering
•    Master’s Degree preferred.
•    Certificate of Competency (Marine Engineer Officer) Class 1 (Motor Ship) or its equivalent.

Experience:
•  At least 12 years of relevant working experience out of which 5 years under managerial category.

Job Specific Competencies:

i.    Behavioral Competency
1)    Drive Vision
2)    Interactive Communication
3)    Customer Centricity
4)    Solution Oriented
5)    Empower & Nurture Talents
6)    Collaboration & Teamwork
7)    Achievement Oriented

ii.    Technical Competency:
1)    Business Risk
2)    Commercial Management
3)    Business Development
4)    Regulatory Knowledge
5)    Technical Negotiation (Costing and Estimation)
6)    Record Keeping and Document Control