Job Purpose

In alignment with Enova values, responsible for the sustainable growth of the company’s activities, revenues, profit, and customer portfolio. Success will be achieved by managing business development projects, from the creation of an opportunity, through the preparation of a winning proposal, to the contract’s sign-off.

Strategy and Budget

• Contribute to the identification and implementation of the company’s strategy and ensure effective cascading of strategy into implementable policies and procedures in line with the overall business objectives of the organization
• Contribute to the preparation of the Business Development budget and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues, and areas of unsatisfactory performance are identified, rectified promptly and potential performance improvement opportunities are capitalized upon

Upstream development

• Develop a thorough understanding of clients' organizations in Qatar and global practices by carrying out due diligence and keeping abreast of the industry trends, issues, challenges, etc. through related events, publications, and announcements to maintain proximity to the clients and meet their needs and expectations and to identify new opportunities in the market for Enova to tap on
• Maintains and updates the Business Development database with the details of the clients, non-awards of bids, technical and commercial aspects of the proposal, etc. and the information is kept confidential
• Screen potential business deals by analyzing the market strategies, deal requirements, potential, and financials; evaluating options and resolving internal priorities in order to recommend to the management suitable new opportunities which will contribute to growing the organization’s market position and increasing the revenues
• Manage the liaison with internal stakeholders including Procurement, Marketing, Operations, etc. departments’ on a regular basis regarding the gathering of any relevant inputs and any new opportunities for business development from clients
• Provide inputs to the Technical department on the client needs and trends in the market, which are commercially viable in order to enable services enhancement of Enova thus catering to client needs

Client Relationship Management

• Build and maintain relationships with new clients of Enova, set up meetings with them, and understand their needs for new services, in order to advise the clients appropriately on the range of services offered and to develop new business for the organization
• Participate in meetings with clients for all post-bid reviews with clients’, post-contract awards, or any other meeting as required in order to ensure smooth management of the client relationship and provision of technical input where necessary
• Keep aware of all the services the clients are utilizing from ENOVA, all issues and requests raised, etc. across any department including call center, operations, etc., in order to ensure awareness about the client

Proposal Management

• Prepare the technical and commercial aspects of the bid and provide necessary feedback to the team, in order to ensure the proposal is compliant with all standards, quality, and timeframes, and all services required by the client are included in the final price to the customer
• Manage and track potential risks of a project and highlight these in the proposals in order to ensure the company is aware of these risks and can mitigate them throughout the course of the project
• Resolve any technical or commercial issues raised by the team in a bid management process and escalate any complex issue to the line manager, in order to ensure the issues are resolved timely and using the right approach
• Prepare the executive summary for the proposals/ bids and provide necessary changes and develop the commercial aspects of the bid, in order to ensure all services are included in the final price to the customer
• Maintain confidentiality of client data and information and commercial aspects of proposals in order to ensure safeguarding the integrity of such data and compliance with organizational policies and procedures
• Ensure new business deals are closed through proper coordination and handover of requirements, developing and negotiating of contracts, and integration of contract requirements with business operations.

Statements and Reports

• Supervise the analysis of the reasons for not winning the bid, and suggest suitable ways of improvement where applicable, to the line manager so that similar non-awards for bids can be minimized in future
• Supervise the preparation of timely and accurate departmental statements and reports to meet ENOVA and department requirements, policies, and standards
• Develop reports for the management on the business development opportunities and plans, in order to facilitate informed decision making

Minimum Qualifications:

• Bachelor’s/Master’s Degree in Engineering
• 12+ years of experience in the Business Development working environment in Qatar

Job-specific Skills:

• Ability to understand clients' needs, ability to build and maintain excellent relationships with colleagues and clients, ability to reach an agreement maintain the interests of all parties, and close a deal.
• Ability to prepare a Facilities Management and/or Energy Management proposal, from a commercial perspective (Pricing methodology) and from a technical perspective (technical write-up)
• Ability to analyze the projects and to write relevant abstracts (executive summaries, memos for the Board, risk scenarios analysis)
• Excellent project management skills, PMP
• Excellent communication skills in English, written and oral