Business Development Director

Business Development Director – Middle East

Job Description and Qualifications

POSITION SUMMARY

 

The role will lead business development activities for individual ASUs, SMRs, Gasification and Carbon Capture investments in the Middle East region. They will work with the regional team and AP local subsidiaries and JV partners to assess the local markets and identify prospects. Once opportunities are identified, the Director Business Development will lead all aspects of the opportunity including screening for economic viability, developing proposals, negotiating contracts, and then maintaining overall commercial responsibility for the investment during project execution. The opportunities will range from around $100MM to over $ 1-2B with complex technical, contract, regulatory and financing structures.

 

NATURE AND SCOPE

 

This role will be the central focal point for all activity related to a new investment and asset buy-back opportunity. The primary interfaces for this role include the customer, local AP subsidiaries, JV partners, internal and external engineering teams, internal and external legal counsels, government and local authorities, and operations teams. They will need to balance the objectives of various stakeholder groups to develop a compelling value proposition to our customers and win new business at or above our capital return targets.

 

DIMENSIONS:

 

Investments:            from $100MM to over $1-2B for each opportunity

Indirect Employees: Bid teams 5-25 per project

 

PRINCIPAL ACCOUNTABILITIES

 

The Director Business Development will perform a number of key functions including:

 

• Screen opportunities to identify the projects that have the highest probability of moving forward through economic analysis of the customer’s proposed process and end market, economic and political factors, etc.
• Developing the high-level scope to create the optimal value proposition including providing targets for availability, efficiency, and pricing requirements
• Develop the optimal commercial structure for each opportunity 
• Meeting potential customers and stakeholders to understand and progress opportunities
• Leading the negotiation and execution of agreements that can include feedstock, asset purchase, land lease, product supply agreements, etc..
• Providing the commercial guidance to the project execution team until on-stream of the project.

This position is accountable for the following end results:

1)  Win 40%+ of large industrial gas opportunities we pursue in the Middle East region.

2)  Achieve profitability targets by winning projects at or above our target returns and within an appropriate risk profile

3)  Develop the opportunity pipeline for projects at all stages of development to meet our growth objectives for the next 3-5 years