:Wood is looking for a forward thinking & engaging business leader to become the Regional Business Acquisition Director - Middle East for the Projects business unit. The role reports to the Vice President of Business Acquisition for the East whilst having full responsibility for operational delivery and P&L accountability in the Middle East.As Wood continues to grow and diversify to meet the demands of an ever-changing world, the Business Acquisition function plays a leading role in ensuring we unlock our full potential, capture the value we create, and are correctly rewarded for this by our clients.The Business Acquisition function shall leverage on a solid project execution and contractual understanding, commercial acumen and knowledge of the market conditions.At a high level, the job objectives are;

• Maximise the commercial performance and win rate while properly assessing the contractual risks
• Work in close collaboration with Business Capture to ensure the best opportunities are exploited
• Managing the tender governance process for the Region
• Ensure the tenders consider an appropriate execution model in agreement with the Delivery function
• Ensure compliance with relevant commercial/contracting policies
• Implement the commercial strategy for the Region and ensure alignment of objectives to the Business Capture strategy

Responsibilities:

• All pre-award activities within the Tender governance processes across the Region, such as:
• Project execution strategy / plan, scope definition
• Estimate of quantities, deliverables, manhours
• Technical write ups and qualifications
• Schedule assessment and qualifications
• Risk assessment and evaluation of contingencies
• Pricing sheets and cashflow
• Contract T&Cs
• Legal and Tax advice
• Capital cost estimating
• Tender governance / deep dives reviews
• Clarification meetings and negotiations

• Personnel development and training of the regional Business Acquisition team.
• Review of tender documents, definition of the appropriate project execution plan / model, review of the contractual terms and conditions, preparing pricing and commercial qualifications
• Compliance with Wood commercial policies, processes, and procedures within the Region (tender governance, financial instruments, contracting policy, etc.)
• Risk management process including risk identification, mitigation planning, and administration of risk process in conjunction with Delivery
• Contractual negotiation strategies for client contracts, JV\'s, and teaming agreements in conjunction with the bid team and key stakeholders
• Negotiation of Terms and Conditions
• Development, implementation, and maintenance of handover from Business Acquisition to Delivery
• DOA is maintained, communicated, and complied with across the Region.
• Business Acquisition representation and participation in monthly regional project reviews.
• Coordination of contract reviews and the development of qualifications/redlines in conjunction with the Contracts function to ensure the balance of risk is appropriate for the associated services and remuneration model.
• Selection of the appropriate JV structures/arrangements, negotiations establishment, including applying appropriate corporate governance and oversight to JV and or Partnerships

Qualifications:

• Degree in Engineering, Law, or Business, along with appropriate professional qualification (preferred)
• 12+ years of leadership / management experience
• Proven experience in project execution / delivery and risk management
• Proven experience in contract negotiations
• Solid understanding of contractual principles and terms
• Awareness of all relevant corporate and project procedures.

Personal attributes:

• Utmost integrity
• Solid commercial management and project execution experience
• Demonstrate commitment to Wood and client Core Values
• Demonstrate commitment to Wood Tendering Process and Procedures
• Excellent communication skills, written, oral, and presentation
• Ability to work as part of a team and manage others
• Ability to prioritize key tasks and solve problems for the team
• Working knowledge of published standard forms of contract
• Ability to mentor and coach direct reports
• Ability to engage with key stakeholders
• Contribute and implement continuous improvement process.

The closing date for this role is Thursday 7th November at 12 noonAbout Us:Wood is a global leader in consulting and engineering, helping to unlock solutions to critical challenges in energy and materials markets. We provide consulting, projects and operations solutions in 60 countries, employing around 35,000 people.Diversity StatementWe are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.

John Wood Group