Manager, Business Development

Role Overview

Manager, Business Development at ADNOC, a global energy maritime logistics leader and the dedicated logistics arm for ADNOC Group. The role is based within the organization's Marine Services division.

Company Overview

ADNOC is a global energy maritime logistics leader with a world-class asset base, providing mission-critical and highly specialized services across ADNOC Group's entire value chain. The company delivers market-leading, cost-competitive maritime and logistics solutions to over 100 global customers and ships to more than 50 countries worldwide. The organization is committed to setting the highest standards in shipping and maritime operations, pushing boundaries and pioneering new frontiers in sustainability while delivering innovative and efficient world-class solutions with safety as the first priority.

Role Purpose

Support Marine Services through strategic business development, contract and commercial management, and operational planning to drive customer acquisition, revenue growth, contract wins and organizational performance while providing expert advice on business planning, financial analysis, commercial strategy and risk management.

Key Responsibilities

Strategy & Business Planning

• Develop and maintain company long- and short-term strategic plans, including management information, performance reports and key performance indicators.
• Conduct research, market analysis and benchmarking to evaluate operational effectiveness, business performance and potential improvement opportunities.
• Identify, assess and develop new business opportunities for Marine Services, including potential customers, service expansion areas, strategic partnerships and growth initiatives aligned with business objectives.
• Establish and maintain a qualified Marine Services opportunity pipeline covering target customers, service expansion opportunities, expected contract value, probability of award and planned conversion actions.
• Develop annual growth targets for Marine Services in coordination with Senior Management, including customer acquisition targets, contract award targets, revenue growth targets and new service development opportunities.
• Understand markets, identify trends and anticipate changes that may impact the business.

Customer Acquisition & Growth

• Drive customer acquisition by identifying prospective clients, arranging engagement plans, developing value propositions and converting qualified leads into new Marine Services customers.
• Track and report Marine Services business growth targets, including new customers acquired, tenders submitted, contracts awarded, pipeline value, contract win rate and revenue generated from new business.

Tender & Bid Management

• Support contract wins by coordinating tender responses, commercial proposals, technical inputs, pricing assumptions and management approvals to improve bid quality and award success.
• Source new contracts relevant to business requirements and prepare tender documents for timely distribution to relevant parties.
• Carry out commercial evaluation of tenders and recommend the best value proposal.

Contracts & Commercial Support

• Develop strategies, bid packages, commercial analyses, recommendations, contract management plans, contract performance reports and related data for review and approval.
• Solicit commercial offerings and negotiate contractual terms and conditions to support preparation of contractual documents with customers.
• Function as key liaison between the company and contractors to support acceptable forms of agreement and clear contract administration.
• Manage negotiations and dispute resolution associated with contracts, performance, billing, charges and related issues.
• Maintain contract documentation, customer contract files and contract status reports, while ensuring security of pricing information.
• Receive and evaluate client proposals, obtain approvals for proposal evaluations and recommendations, and conduct contract negotiation meetings and clarification of clauses and articles.
• Provide control and timely documentation of changes to contracts, receive and distribute client-related correspondence, and support resolution of disputed invoices.
• Lead or support major contract negotiations with clients and suppliers.
• Review contract documentation to identify and mitigate risks, keeping the SVP Marine Services informed of potential business risk issues.
• Evaluate market leads, client requirements and Marine Services capabilities to support development of viable commercial proposals and business cases for new opportunities.

Financial & Commercial Analysis

• Provide expertise and advice on business planning, business information analysis, benchmarking, financial and cost analysis, capital investment analysis, contract performance and commercial strategy.
• Develop financial reports for forecasting, trending and results analysis, including analysis of past financial performance and projected financial probability.
• Compile regular reports and management information in line with regulatory, standards and management requirements.

Risk Management

• Develop plans to capture risk assessment information continuously and enhance collaboration among business units to identify, manage and report risks.

Policies & Processes

• Draft policies and procedures for critical business processes in line with international standards.
• Apply working knowledge of applicable laws and regulations; verify and update documents for completeness and compliance with client requirements and contractual obligations.
• Work effectively across all levels of the business, ensuring consistency in approach with established programs, procedures and policies.

Stakeholder Management & Continuous Improvement

• Build effective relationships with business units to develop a joint vision and ensure client business needs are met.
• Identify, develop and implement value-adding opportunities that effectively leverage company expenditure and support continuous improvement.
• Act as advisor and member of negotiation teams on matters relating to clients, contracts and tenders.

Qualifications & Experience

• University degree from a recognized institution in Business Management, Maritime, Shipping, Engineering, Finance or equivalent professional qualification.
• 10 to 12 years of overall relevant experience in business planning, contracts, tendering, commercial evaluation, financial analysis or marine operations support.
• Good understanding and knowledge of marine operations, business planning, contract administration, commercial evaluation and risk management.
• Ability to conduct benchmarking, market research, financial analysis, forecasting, trending and management reporting.
• Working knowledge of applicable laws, regulations, client requirements, contractual obligations and relevant international standards.

Skills & Competencies

• Managerial, negotiation, communication, presentation, analysis and facilitation skills.
• Ability to remain abreast of new developments in the field and translate them into practical business improvements.
• Proficient in English and able to prepare clear reports, business cases, contract documents and management presentations.

Additional Information

• Professional certification in Business Management, Contracts, Procurement, Finance, Risk Management, Marine or related discipline is an advantage.