Business Development Manager ( Kazakh national) in Atyrau, Kazakhstan, Kazakhstan

Scope:

Build, develop and broaden relationships with existing and new clients. Ensure that existing international key clients (KPO, TCO, NCOC) and national (KazMunayGas, KLPE, etc.) are managed in a way to maximize potential future revenues for the entire Petrofac business PEC (EPC-LSTK / EPCm) and PEPS (Small EPC-LSTK, PMC/PMS, Brownfield, Engineering Services, Maintenance, O&M, Commissioning, Training, etc.). Research and identify potential new clients to remain focused on business development opportunities. Identify and qualify for new opportunities which are aligned to the business strategy and which result in high levels of successful conversion, while delivering key individual objectives and pull through opportunities for other service lines. Research and identify potential partners for the different opportunities (screening local Kazakhstan construction partners for EPC-LSTK work, local engineering and Kazakhstan design institutes for PMC/PMS/Engineering contracts and local Kazakhstan maintenance partners for maintenance work).

Key responsibilities:

  • Identifying and securing new business with both new and existing clients, global coverage but experience in Kazakhstan, CIS, and advantage.
  • Maximize the value to Petrofac of all business development and commercial opportunities.
  • Identify and develop new commercial opportunities that will allow Petrofac to broaden our remit within the defined areas of responsibility, including but not limited to consultancy services, finance models etc.
  • Manage market knowledge diligently, maintaining competitor and industry knowledge and utilizing business development tools available.
  • Ensure business development information is in a form that can be communicated and shared easily across Petrofac, good focus on our capabilities
  • Ensure Petrofac is included on any relevant tender lists and conduct win plans/pursuit plans and provide intelligence to better our position across customers, TCO, NCOC, KPO etc.
  • Provide input to tenders working with team members from commercial, proposals and projects-show leadership.
  • Provide proactive relationship management for existing business and future projects.
  • Identify and build strategic joint venture partnerships in order to assist with development activities to further develop strategic opportunities, Project and engineering-local Kazakhstan relationships
  • Demonstrate exemplary business principles in accordance with Petrofac policies, setting standards of behavior and performance and Petrofac values.
  • Build relationships of trust with all stakeholders – internal and external
  • Build detailed knowledge of Petrofac products and service capability in the region in order that this can be clearly and effectively communicated to current and potential clients across the region.
  • Develop effective communication and excellent rapport with the other members of the BD team. Be positive to business planning, strategic decisions and implementation of best practice.
  • Ensure that the leadership team has sufficient business development and commercial information so that informed decisions may be taken on current and future projects.
  • Interface in a collaborative fashion with other business lines and expect to be monitored against contribution to the commercial and backlog performance of such businesses. Support Operations in meeting target backlog, provide strategic inputs and direction and support Bid process

Knowledge

  • Graduate in either technical or recognized business degree, ideally MBA or MSc
  • Career within the international oil and gas industry
  • Excellent knowledge of oil and gas services in Kazakhstan
  • Knowledgeable in various types of contracts within the oil & gas industry.
  • Demonstrable business development success within an oil and gas environment
  • Excellent HSE knowledge.
  • Technology awareness
  • Operations and maintenance background
  • Regional experience, Kazakhstan and wider CIS an advantage

Skills

  • Ability to work within a team or on own initiative
  • Ability to prioritize
  • Clear communicator - able to communicate clearly and effectively
  • Appropriate and effective decision making
  • Driven to deliver and relentless drive for continuous improvement
  • Able to develop excellent client relationships
  • Flexible ‘can do’ attitude.
  • Fluent English both spoken and written

Minimum requirement

  • Significant experience within business development, progressing throughout that period and with proven track record
  • Significant experience in the oil & gas industry
  • Excellent Business acumen.
  • PEER Group experience
  • Excellent negotiation skills.
  • Driven to deliver.
  • Can demonstrate and lead on Petrofac values.
  • Creative and innovative.

To be the “up front” leader of the seven key capture steps:

  1. Know your Customer
  2. Build the relationship
  3. Map buying and decision criteria
  4. Evaluate Competitors
  5. Establish Pursuit Strategies
  6. Implement Pursuit Strategies and oversee proposal preparation

7. Manage the Ongoing Relationship

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