Building # 1E Al Quds St - Dubai
PO Box 9197
United Arab Emirates, United Arab Emirates
Customer Service and Support
As per Industry Standards
Dubai, United Arab Emirates
Apr 06, 2018
Job Posting Date:
Dec 06, 2017
Client Director - Business Development - Integrated Facilities Management job vacancy in Serco at Dubai.
Serco is a FTSE 250 international service company which combines commercial know-how with a deep public service ethos.
Serco customers are looking for expertise in managing their people, processes, technology and assets more effectively. We advise economic decision makers, design innovative solutions, integrate systems and - most of all - deliver quality services directly to the public.
Serco supplies to governments, government enterprise, agencies and companies who seek a trusted outsourcing partner with a solid track-record of service excellence. Serco people offer operational, logistical and technical expertise in the Transport, Justice and Immigration, Defence, Education and Healthcare industries as well as in the commercial sectors of Facilities Management.
Serco Middle East have been in the Region since 1947, starting out delivering Air Traffic Control Services in Bahrain; a service we are proudly still running today and have expanded to include many other Airports in the region.
We have expanded significantly since that time across the UAE, Saudi Arabia, Qatar and Iraq. We have been supporting the RTA to operate the Dubai Metro since 2009 and have launched the flagship Saudi Arabia Passenger Rail service from Riyadh to Qassim in 2017. We deliver Facility Management services to Hospitals, Universities, Airports, Military Facilities and Commercial Estates in the UAE and large-scale medical facilities in Saudi Arabia. We also deliver staff training and education to selected officers of the Qatar Armed Forces at the Officers’ training institute located at the Ahmed Bin Mohammed Military College in Doha.
Focussing on our core values, and creating a positive environment for employees to thrive, we look forward to a bright future as we continue to grow with the region.
Serco operates in five major geographies: UK, Europe, Americas, Middle East, and Asia Pacific, and its portfolio includes Transport, Defence, Healthcare, Justice, Citizen Services and Aviation.
Serco has been successfully delivering Integrated Facilities Management and Asset Management services across multiple industry sectors 1967. In the GCC, Serco supports clients in the Education, Leisure, Commercial, Military, Airports, Transport and Healthcare sector. Serco is focused on entering long term prime contracts, managing the integration of multiple service lines in support of critical government assets. The service lines are vast and can cover Soft Services, Hard Services, Operations and Logistics, Patient Care, Airport Support, Asset Management, CAFM and other areas.
Serco’s Middle East business has historically been UAE-focused, with more recent growth Saudi Arabia, Qatar, Bahrain and Iraq. The Client Director role is critical to growth within these territories across the Integrated Facilities Services market.
The Key purpose of this role is to:
Support, shape, pursue and deliver profitable long term business opportunities in the IFS market across various client sectors, supported as required by regional and global sector subject matter experts, making sure we enhance Serco’s relationships with all stakeholders across all of his/her customer base and ultimately achieve and surpass assigned New Business revenue and profit targets.
Support, shape and deliver, in collaboration with existing contract managers, Serco’s business strategy and value proposition for the retention/growth of our existing and new contracts
Reason for role
The Serco Middle East business is seen as a growth engine for Serco Group. The Middle East strategy and organisational structure is aligned to a number of the five pillars established through the strategic review as core foundations for the growth of Serco.
The Client Director will work with the Business Development Director to focus on developing the Integrated Facilities Service pipeline, shaping new opportunities to deliver profitable growth and promote Serco’s IFS business as a recognised quality and reliable service provider with prospective clients and stakeholders.
Develop, shape, pursue and deliver profitable business opportunities across in IFS sector across Healthcare, Commercial, Industrial, Military, Airports and Education;
Account and relationship management with key clients in UAE, Saudi Arabia and neighbouring countries;
Accountable for achieving and surpassing assigned New Business revenue and profit targets;
Manage the business life cycle process and the control of all documentation including Salesforce management;
Manage Salesforce account management data and assist in the preparation of monthly sales reports;
Responsible for developing and/or enhancing Serco’s relationships with high level and stakeholders across all related customer base;
Fill the pipeline with qualified opportunities to achieve both the short, and long term company’s aspirational growth;
Work closely with the bid engine to ensure a timely and quality submissions of all concerned bids;
Develop and maintain account plans for all major customers;
Contribute towards Serco-wide corporate governance/good practice development.
Adopt a culture and way of working that embeds Serco’s Governing Principles and ensures that the way in which we treat our, people, customers and stakeholders adheres to our Code of Conduct;
Understand local laws and government procurement process;
Interface with the Sector Contract Directors to understand and help develop growth opportunities within existing contracts.
Represent & promote Serco ME at regional Facilities / Asset Management events as coordinated with the BDD & MD
Strategy and Plans
Play a significant role in the development of the IFS strategy;
Work with the BD Director to develop, own and implement plans that will deliver business strategy to maximum effect;
Work with Sector experts and the bid team to develop winning value propositions;
Growth and Financials
Collaborate with Serco’s support functions to ensure effective financial management is in place to achieve turnover, profit and cash targets and to meet legal requirements;
Support the growth of all in region businesses by effective communication, teamwork and transfer of knowledge and capability;
Work closely with the Business Development Director and the commercial team to close deals.
Customers and Markets
Lead in the development of a network of relationships with key customers, potential customers, partners and stakeholders to anticipate and meet customer’s existing and future needs and enhance Serco’s reputation;
Collaborate with the operating units to ensure the business delivers a level of service and added value that fosters the development of long-term partnering relationships;
Ensure the optimisation and utilisation of all facilities and assets to deliver the best value to the customer;
Work with colleagues to develop operational good practice, exploit potential synergies and economies of scale, and promote cross-selling opportunities.
Sector Relevant Competence
Maintain a technical understanding of the IFS Sector including knowledge of new technologies and opportunities in the sector and where Serco may be able to gain a competitive advantage;
Lead the development of the team’s technical competence, ensuring this is up to date and relevant to the current and prospective customers businesses.
Bachelor`s degree or another relevant discipline in a broad business discipline; eg. MBA
Essential technical and professional skills and knowledge
Must have prior experience of operating and living in the GCC.
Existing knowledge of the large IFS client’s / asset owners in the region.
Arabic language skills are highly desirable.
Good understanding across all functions to ensure appropriate levels of performance and challenge.
A pervasive knowledge of business organisations at strategic and operational levels.
An understanding of the local business and cultural environment from stakeholder behaviour to current contract circumstances.
Exemplary behaviour that is commensurate with the role of Client Director/ Business Development.
Leadership and a convincing style to win.
Cultural awareness within the local environment.
Effective communicator and negotiator.
Exposure to and interpretation of the financial management of complex organisations.
Able to demonstrate competence in the productive use of resources to achieve end result within stiff constraints.
Ability to see problems as opportunities and to manage well under pressure.
Capacity to contribute to strategic business management issues.
Ability to influence senior management, establish and maintain collaborative partnerships and provide thought leadership.
A natural consultancy style that constructively challenges the business and builds relationships at all levels of the organisation.
Previous IFS business development experience is essential.
A proven track record of winning large contracts.
Previous experience of farming, shaping and bidding new opportunities in the IFS sector.
Deep understanding of operations within the IFS sector is preferred.
Demonstrated IFS experience either in business development or operations with evidence of new business sales or contract growth.
Demonstrated experience in managing and developing relationships with senior aviation leadership.
A minimum 10 years’ experience in Business growth success and the bidding/tendering process in service contracts enabled by technologies.
Understanding of service solutions in order to help develop propositions, in working with operations teams and other Serco Group expertise.
Prior experience of working in a multi-national is preferred.
Experience of shaping, developing and pursuing new business.
Additional dimensions, KPIs or special features of the role
Creative, visionary, driven and results-oriented leader with strong business acumen to identify new profitable opportunities and make reasoned decisions in a dynamic business environment.
Experience of interacting with high level influential stakeholders
Achieving business agreed business targets