Senior Manager - Business Development & Commercial

Job Title

Senior Manager - Business Development & Commercial

Business

  Terminalling
 

Job Purpose

To lead the business development and commercial management of existing and new clients and development of new business opportunities for ENOC’s portfolio of terminal interests in domestic and international markets either as Green field projects or as M&A.
 

Principal Accountabilities

Business Development:
Develop, review and update, annually, the Business Development standard procedures.
Identify, evaluate and develop new business opportunities through market analysis, HTL relationships, ENOC Group relationships and from different approaches from the market.
Ensure the business opportunities identified are in line with ENOC group  & HTL strategy and present them to HTL Management for review.
Conduct preliminary evaluation of identified projects through performing Macroeconomic assessments, business environment assessment of the location chosen, internal and external JV partner’s assessments and prepare the preliminary financial business model with HTL Finance and present it to SP & PM for their review.
Prepare project evaluation documentation, confidentiality agreements, MOU’s and draft the conditional JV agreements.  
Ensure in-principle commitment from customers and from JV partners by signing NDAs, MOUs and/or LOIs with new entrants to the project and manage costs related to conducting market studies.
Conduct Market Assessments for the projects, and to use the basic engineering and the technical assessment conducted by HTL Project Management team, and the financial assessments conducted by HTL Finance team to finalize the business model.  
Manage and lead the due diligence process by creating a cross functional team consisting of various members selected internally from different department of HTL and ENOC group to conduct the due diligence of the project (technical/legal/environmental/commercial/financial etc).
Prepare required document together with SP&PM for approval from ENOC board and the prospective JV partners with “Pre-investment conditions”.
Prepare and review the JV agreement with potential partners and ensure standard terms and conditions are meeting the requirements of HTL and ENOC management set forth by ENOC policies.
Assist Project Management in managing the requirements of the clients. To generate/negotiate a new Commercial Agreement for the clients of the project.
 

Additional Principal Accountabilities

Commercial & Marketing Responsibilities:
Market the footprint of the diversified and strategically located terminal assets.
Manage the negotiation of storage contracts and volumes with concerned affiliate operations and third parties to optimize capacity usage and revenues.
Liaise with ENOC Supply, Trading and Processing and Marketing to guarantee required capacity is provided for their needs at existing locations.
Identify synergy opportunities with ENOC entities such as ENOC STP and ENOC Marketing (at places like Arab Tank Terminals, Horizon Djibouti Terminals and Horizon Tangier Terminals either to store at current facilities or to plan for building additional capacities to cater to ENOC subsidiary companies.
Build a network of contacts and relationships with clients, partners, potential partners such as Oil traders and majors, pitched manufacturers and traders, and other products traders.
Identify expansion opportunities within operational HTL terminals i.e. connecting Arab Tank terminal to Same refinery at Yanbu, Farai plant connection to ATTL and the possible connection of VHFL to IPIC crude terminal in Fujairah etc.
Create and manage key accounts across HTL terminals which could consist of international traders and manage the expectation of Clients.
Manage the development and updating of the standard operation procedures for marketing/commercial/business development and ensure all HTL entities are following the standard procedures set for marketing/commercial/BD.
Benchmark HTL terminals against other major terminals: benchmarking the marketability of HTL which comprises commercial terms such as tank rental rates, downstream activities, location, competitors in the market, accessibility to the terminals and other factors.
Create awareness for HTL through the development of various branding and marketing tools; such as: development/updating of website, development of knowledge management system, development/updating of brochures and leaflet handouts, participation and sponsorships of forums and conferences, advertising in the leading oil, chemical and terminal publications and contributing stories to leading magazines.
Propose and recommend market studies for Petroleum/Petrochemicals sector.
Generate and Manage the agreed marketing strategies and plans for each terminals.
Monitor customer satisfaction and communicate any customer operational requirements to the operations dept.
Conduct an annual customer satisfaction and complaint indices surveys. Analyze the results and present them to HTL Management with feedback and solutions.
Develop national work force reporting to me
 

Cyber Information Security Responsibilities

Comply with all applicable information security policies, standards, and procedures.
Classify and protect information assets in accordance with the Data Classification Standard.
Participate in mandatory information security awareness and training programs.
Support information security initiatives and activities within the organization.
Consider information security requirements when managing changes involving information assets.
Report security incidents, vulnerabilities, weaknesses, or non-compliance in accordance with established procedures.
Fulfil role-specific information security responsibilities and contribute to maintaining the effectiveness of the Information Security Management System (ISMS).

Experience

Minimum bachelor’s degree in marketing or Business Management or an MBA.
Minimum of 8/10 years in oil related industries
Working knowledge of oil and chemical trading including physical logistics
Experience with market research and analysis of the oil and petrochemical markets
Minimum 5 years of experience in Terminalling industry.
Experience in budget preparations, financial accounts and statements, and cost structure analysis
Strong leadership, motivation, negotiation and training skills
Competence in preparing and analyzing various types of reports
Excellent MS office applications use and presentation skills