Business Development Lead - Downstream Business, UAE

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

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.

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.

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.

• 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.

• 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.

• 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.

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.

• 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.

• Complete required HSE and compliance training.
• Promote safe behaviors and ensure business development activities comply with Bureau Veritas HSE, quality and ethical requirements.

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

• 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.

Area Sales Manager