Senior Business Development Director

How will you CONTRIBUTE and GROW?The Large Industries Business Development Manager (LIBD) works at the intersection of strategy, commercial, finance and project management activities. She/He drives the growth of the Large Industries business line by orchestrating the solution sales process of multi million investment projects. The LIBD fuses strategy development, customer relations, financial model, commercial offers and contract management.
The successful candidate demonstrates an equilibrium of following skills: strategic thinking, clients and relationship management, oral and written communication, abstract and critical thinking, financial modeling, project management and problem solving. A knowledge of refining, chemical or petrochemical process or the energy transition considerations is a plus

The key responsibilities include but are not limited to:

 

Commercial management 

• Establish, maintain and grow trustful commercial relationship with large corporations in oil refining, chemical, petrochemical or steel industries;

  
  

• Identifies, understand and analyze the customers needs, process, projects and pain points; 

  
  

• Explore the customer organizations, decision making criteria and leaders;

  
  

• Assess competitive moves, capabilities and contexts surrounding the sales leads;

  
  

• Ensure a good internal networking for awareness and alignment between departments and entities;

  
  

• Based on above:

  
  

  identifies / initiates  business growth opportunities aligned with company strategy  

  
  

  elaborates the winning strategy and underlying solution, supported by qualitative and quantitative arguments;

  
  

  writes commercial presentations, offers and bids;

  
  

  writes, in collaboration with legal teams, and negotiates with customers, the project framework agreements: gas supply agreements, utilities agreements, memorandums, etc.

  
  

 

Project Development 

• Identifies and mobilizes the required resources to form ad-hoc cross-functional project teams including engineering, legal, finance and other departments;

  
  

• Defines the cost, scope and schedule of the assigned business growth opportunities to deliver winning solutions to customers and profitable growth to Large Industries;

  
  

• Ensures a timely and rigorous investment and decision making process internally and externally;

  
  

• Writes key internal project deliverables including investment committee notes;

  
  

 

Finance 

• Knows the basic principles and relationship between profit and loss, cash flow and balance sheet 

  
  

• Understands the investment notions of time value of money, net present value, internal rate of return, hurdle rates and opportunity costs 

  
  

• Calculates and accurately controls the project financial model for pricing and investment decision needs;

  
  

___________________Are you a MATCH?

Qualifications & Experience: (list education, certifications, training, work experience, etc.)
 

• Masters degree in relevant engineering, finance or other disciplines 

  
  

• MBA is advantageous

  
  

• A minimum of 10 to 15 years of solution sales experience involving investment decisions.

  
  

• A knowledge of refining, chemical or petrochemical process or the energy transition considerations is a plus.

  
  

Skills and Competencies: (list technical & core skills, soft skills, behavioral competencies, etc.)

• Honest, credible, empathic personality capable to build trustful long term relationships;

  
  

• Ease of interaction across management lines, including senior management internal & external

  
  

• Strategic thinking and commercial spirit oriented on winning while delivering the value;

  
  

• Autonomous, entrepreneurial and self-driven personality;

  
  

• Strong critical thinking and analytical skills;

  
  

• Good organization and project management habits;

  
  

• Able to deliver structured and concise oral and written messages and documents;

  
  

• Ease and accuracy in financial modeling and other calculations;

  
  

• Ability to travel within the Middle East.

  
  

Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.