About this role
JOB DESCRIPTION Business Development Manager - Downstream Business, UAE Sales & Marketing | Abu Dhabi and Dubai POSITION DETAILS Position Business Development Manager - Downstream Business Office / Department Sales & Marketing - UAE Location Abu Dhabi and Dubai, with travel across the UAE as required Reporting to Area Sales Manager Key working relationships • Sales & Marketing Manager and Sales Executives • Downstream Business Line / Product Line leaders, technical teams and proposal teams • Operations, finance, legal and contract management teams • Clients, EPC contractors, licensors, consultants, asset owners and regulatory stakeholders • Other Bureau Veritas entities supporting regional or international opportunities ROLE PURPOSE Purpose • Drive profitable growth and expand Bureau Veritas market presence across the UAE downstream value chain. • Develop strategic accounts and convert opportunities in refining, petrochemicals, gas processing, terminals, storage, pipelines, manufacturing and related industrial facilities. • Position Bureau Veritas as a trusted partner for testing, inspection, certification, asset integrity, technical assurance, sustainability and digital solutions. MINIMUM REQUIRED QUALIFICATIONS Specialty Downstream Oil & Gas / Petrochemicals / Industrial Services Education Bachelor degree in engineering, business administration, energy management or a related discipline. A postgraduate commercial qualification is an advantage. Training Relevant training in TIC services, consultative selling, key account management, tendering and contract negotiation. Technical knowledge • Good understanding of downstream assets, operating models, project lifecycles and client procurement processes. • Working knowledge of inspection, testing, certification, asset integrity, QA/QC, HSE, technical staffing, sustainability and digital assurance services. • Ability to translate client requirements into compliant, differentiated technical-commercial solutions. • Awareness of applicable UAE requirements and relevant international codes, standards and industry practices. Experience Minimum 7-10 years of relevant experience in downstream oil and gas, petrochemicals, industrial services, technical consulting or business development, with a proven record of complex B2B sales in the UAE. RESPONSIBILITIES / AUTHORITIES / ACCOUNTABILITIES Market development • Build and maintain a robust UAE downstream market map, including priority accounts, assets, projects, framework agreements and tender pipelines. • Identify high-potential opportunities through market intelligence, client engagement and close coordination with business lines. • Develop account penetration strategies and annual growth plans aligned with Bureau Veritas priorities. • Monitor industry trends, competitor positioning, pricing levels and emerging client needs. Client relationship management • Own and develop relationships with senior executives, procurement teams, operations, technical authorities, project teams, EPCs and consultants. • Lead regular strategic account reviews and client meetings to understand business priorities, pain points and investment plans. • Create long-term partnership opportunities and promote cross-selling across the Bureau Veritas portfolio. • Maintain disciplined stakeholder mapping, engagement plans and opportunity follow-up. Opportunity and bid leadership • Qualify leads and manage opportunities from identification through award, mobilization handover and commercial follow-up. • Coordinate technical, operational, legal and financial inputs for competitive technical-commercial proposals. • Lead bid strategy, value proposition, pricing alignment, risk review and negotiation for tenders, contracts, framework agreements and MOUs. • Ensure opportunities, activities, forecasts and next steps are accurately maintained in the company CRM. Business performance • Deliver assigned order intake, revenue, margin, new-client and proposal-conversion objectives. • Provide reliable weekly and monthly pipeline, forecast and business development updates to the Area Sales Manager. • Identify sales gaps early and implement focused recovery actions with the relevant business leaders. • Support timely contract closure, purchase order follow-up and collection escalation where commercial intervention is required. WAYS OF WORKING Self-management • Demonstrate a proactive, results-oriented, service-driven and problem-solving mindset. • Prioritize high-value opportunities and manage multiple stakeholders with strong follow-through. • Operate in full compliance with company procedures, delegated authorities and the Code of Ethics. Customer focus • Develop a deep understanding of each client technical, operational and commercial priorities. • Provide responsive, innovative and tailored solutions with clear business value. • Build trust through disciplined communication, quality submissions and reliable delivery handover. HSE and compliance • Complete required HSE and compliance training. • Promote safe behaviors and ensure business development activities comply with Bureau Veritas HSE, quality and ethical requirements. PERFORMANCE MONITORING Key performance indicators • Order intake, revenue and margin achievement against agreed targets • Qualified pipeline coverage, forecast accuracy and opportunity progression • New client acquisition and strategic account growth • Minimum 35% proposal conversion rate, subject to the agreed annual sales plan • Cross-selling performance and customer engagement activity • CRM data quality, reporting discipline and timely follow-up Continual development • Maintain current knowledge of the Bureau Veritas downstream and Industry portfolio. • Complete assigned learning and actively build technical-commercial capability. • Share market intelligence and lessons learned with sales, business line and operational teams. Monitored by Area Sales Manager