Executive Manager, Business Development

Full Time
Job Description

Job Purpose

To execute complex business development activities for the allocated project bid, including identifying, evaluating, and developing new opportunities, and developing suitable and compliant bids with inputs from various functions, in order to contribute to the Company’s growth, while ensuring project requirement are met and processes & procedures are adhered to.

Key responsibilities 

Feasibility Studies of Business Opportunity

  • Assess the allocated business opportunity for economic viability using preliminary economic models, in order to ensure all evaluation criteria and aspects are considered and bids are evaluated accurately.
  • Conduct financial feasibility analysis including valuation analyses, cash flow projections, revenue projections, ROI analysis, tariff rate etc. in collaboration with the Corporate and Project Finance teams, in order to ensure all relevant inputs are available to aid in decision making.
  • Collaborate with APF (Acquisition and Project Finance) and BD teams to carry out various due diligences (technical, legal & regulatory, environmental, economic, financial, etc.) of potential acquisitions of relevant assets.

Identification of Technology and Potential Partners

  • Participate in the identification of potential contractors and suppliers, technical advisors, 3rd party auditors, etc. who can add value to the Company and perform the projected work, based on market research and due diligence, and assess and evaluate options, in order to provide all the necessary information to aid in decision making.
  • Review, assess/ evaluate and select available technologies in the market which meet the needs of the opportunity and ensure that the contractors, O&Ms, have the capability to execute these as per the requirements.

Bid Preparation

  • Collect, organize, and distribute all pertinent data, data from the “off-taker” and other regulatory / government bodies relating to the project, to pre-determined parties such as potential EPC contractors, partners, etc. to ensure they are aware of the RFP.
  • Coordinate with various functions/ teams, EPC, O&M contractors, partners, for their feedback and to gather and compile the required information and documentation such as concepts, technology, equipment, processes, pricing, etc., to assist in bid preparation while ensuring it meets the RFP requirements.
  • Develop the technical and financial bids based on the documentation, inputs and feedback received from various stakeholders, and ensure all requisite agreements and contracts are signed in line with the requirements and while adhering to quality standards.

Negotiation and closing of deals

  • Participate in negotiations of the allocated project bids as required, on pricing, terms, and conditions, etc. providing relevant inputs, analysis results and expertise, in order to serve the best interests of the Company.
  • Handover all legal and project documentation to the Asset’s team / EPC Contractors on completion of the bid, to ensure smooth transfer of information for further implementation of the project.

Market Analysis

  • Review the market landscape on a regular basis and provide inputs on potential opportunities to the line manager, in order to enable the team to tap on those potentials.
  • To keep track of activities of key competitors in each country in region.

Financing

  • Liaise with Corporate and Project Finance teams regarding the selection and negotiations with the Mandated Lead Arranger (MLA) based on consideration of relevant factors in order for the facilities to be used.

Relationship Management

  • Build and maintain professional relationships with government agencies, core partners, potential partners, EPC contractor companies, O & M companies, equipment suppliers, service providers, etc. to facilitate the flow of business and meet company/projects requirements.

People Management

  • Manage self and team in line with ACWA Power’s people management policies, procedures, processes, and practices to ensure adherence and to maximize own and employee contribution to business performance.
  • Oversee the day-to-day work of the team by providing guidance, encouraging teamwork, and facilitating related professional work processes in order to achieve high performance standards and ensure that employees’ activities are performed in a timely, efficient, and effective manner.

Policies, Processes, Systems & Procedures

  • Implement approved departmental policies, processes, and procedures, and ensure employee adherence so that work is carried out to the required standard.

Qualifications

  • Bachelor degree in Accounting, Engineering, Finance, Economics, or related field
  • 12+ years’ experience in the area of Project Business Development in relevant area
  • Extensive knowledge of and exposure to specific area and industry
  • Good business and financial analysis skills
  • Ability to conduct frequent travels
  • Good understanding of IPPs / IWPs / PPPs structures and risk transfer frameworks
  • Commercially astute, and able to structure a bid to present the offer in the best light whilst minimizing risk to the business
  • A pro-active high achiever with high energy levels, who is used to working under pressure and to tight/challenging deadlines
  • Thorough understanding of the business value chain
  • Thorough attention to detail
  • Ability to originate and build relationships at senior level with clients, our co-investment partners, the technology provider, and EPC Contractor
  • Good understanding of technical, legal and project finance knowledge