Middle East And India Infrastructure Commercial Management Director

TALENTMATE; Abu Dhabi; On-site; AED 350,000 - 450,000; Full time

Job summary

A multinational engineering firm is seeking an Area Market Director in Abu Dhabi to develop and execute market strategies for driving order intake. The candidate will lead Business Development Managers and cultivate client relationships to ensure market expansion. Strong leadership experience and a background in market research are essential for this role.

Qualifications

• 10+ years in a commercial or business development role, preferably in a senior leadership position.
• Proven experience managing and leading business development teams.
• Strong background in market intelligence and stakeholder management.

Responsibilities

• Drive order intake strategies for market growth.
• Manage and lead a team of Business Development Managers.
• Cultivate relationships with stakeholders and key clients.

Skills

Market Research

Customer Relationship Management

Business Growth Strategy

Team Leadership

Analytical Skills

Education

Bachelor's Degree in Business Administration or related field

MBA / Post Graduate Degree

Job description

Overview

Middle East And India Infrastructure Commercial Management Director — Abu Dhabi, United Arab Emirates

RINA is currently recruiting for this role to join its office in Abu Dhabi within the Middle East and India Engineering Commercial Management Division.

Mission

The Area Market Director is responsible for driving order intake in a designated geographical area and market. This role involves developing and executing market strategies, identifying business opportunities, and overseeing the performance of Business Development Managers (BDMs) within the area. The individual will coordinate the execution of business development strategies across the team and across functions to maximize market share and business success, in alignment with regional and market leadership.

Key Accountabilities

• Order Intake and Market Growth: Develop and implement strategies to achieve order intake goals for the designated area and market. Conduct in-depth market analysis to identify emerging business opportunities, competitive threats, and customer needs. Collaborate with Market Executive Commercial Director or Market Commercial Vice President to align local strategies with broader market objectives. Drive market expansion by identifying key customers, leveraging regional strengths, and expanding business relationships.
• Business Development Leadership: Manage and lead a team of Business Development Managers, providing tools, guidance, and support. Direct lead generation, sales, and customer relationship management. Ensure BDMs target the right markets, customers, and opportunities to meet company objectives. Set targets and performance metrics and track progress.
• Collaboration With Regional And Market Leaders: Report to the Regional Executive Commercial Director or Regional Commercial Vice President and functionally to the Market Executive Commercial Director or Market Commercial Vice President. Work closely with regional leadership to align strategic objectives and operational priorities for the area. Maintain strong relationships with senior leadership to shape regional and market strategies.
• Stakeholder And Client Relationship Management: Cultivate and maintain relationships with key clients, stakeholders, and partners. Translate client business needs into opportunities and act as the main point of contact for key clients in the area to ensure high levels of satisfaction and long-term relationships.
• Market Intelligence And Reporting: Monitor market trends, industry developments, and competitor activities. Provide regular reports to senior leadership on market conditions, opportunities, and sales performance. Present actionable insights based on market research and performance data.
• Team Development And Performance Management: Foster a culture of continuous improvement, support professional development, conduct regular performance reviews, and develop strategies to improve team effectiveness and engagement.

Education

Bachelor’s Degree in Business Administration, Finance, Management or Engineering (General). MBA / Post Graduate Degree preferred.

Qualifications

• 10+ years in a commercial or business development role, with experience in a senior leadership position.
• Proven experience in managing and leading business development teams.
• Strong background in market research, customer relationship management, and business growth strategy.
• Experience with complex B2B sales cycles and high-value contracts.
• Exposure to managing teams across regions or markets.
• Record of achieving business objectives and exceeding performance targets.
• Strong understanding of market dynamics, customer needs, and competitor activity.
• Leadership capabilities in managing and motivating a team, setting clear expectations, and driving results.
• Strategic thinking with the ability to align objectives with market opportunities.
• Excellent communication and interpersonal skills to engage senior leadership, clients, and team members.
• Strong analytical skills to interpret market data and financial information for decision-making.
• Ability to build long-term relationships with key clients and stakeholders and deliver solutions.
• Target-driven with the ability to execute against a strategic plan.

Competencies

• ADDRESS THE WAY
• BUILD NETWORK
• CLIENT INTIMACY
• EARN TRUST
• MAKE EFFECTIVE DECISIONS
• MANAGE EMOTIONS
• PIONEER CHANGE
• PROMOTE SUSTAINABLE DEVELOPMENT
• PROVIDE VALUE WITH PEOPLE
• THINK FORWARD

About The Company

RINA is a multinational company providing a wide range of services in the energy, marine, certification, infrastructure & mobility, industry, research & development sectors. Our business model covers the full process of project development, from concept to completion. We endeavor to create a work environment where every person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to a workplace free from discrimination or harassment. We comply with applicable laws.

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