Sales Manager

Bilfinger is an international industrial services provider with a vision to be the No. 1 for its customers in enhancing efficiency and sustainability within the process industry. Bilfinger’s comprehensive portfolio spans the entire value chain, from consulting & engineering to prefabrication & installation, access & insulation, and services that improve the asset performance of industrial plants.

The company operates in three geography-based segments: Western Europe, Central Europe, and International, with primary activities in Europe, North America, and the Middle East. Its process industry customers come from markets such as chemicals & petrochemicals, energy, oil & gas, and pharma & biopharma. With about 31,000 employees, Bilfinger upholds the highest standards of safety and quality, generating revenue of €5.4 billion in the financial year 2025. To achieve its goals, Bilfinger has identified two strategic levers: Operational Excellence to continuously improve its own efficiency and performance, and Market Expansion to strengthen customer orientation and establish Bilfinger as the partner of choice.

Business Development & Revenue Generation

• Develop and execute annual sales strategies to achieve revenue targets across oil & gas sectors (primarily midstream, downstream).
• Identify, pursue, and convert new business opportunities with NOCs, IOCs, and EPC contractors (ADNOC, ADNOC Drilling, ADNOC Logistics, EGA, etc.).
• Lead bid/tender processes from opportunity identification through contract award, including preparation of techno-commercial proposals.
• Manage full sales pipeline using CRM tools and provide accurate forecasting to senior management.

Client Relationship Management

• Build and sustain long-term relationships with key decision-makers at client organizations.
• Act as the primary point of contact for key accounts, ensuring client satisfaction and repeat business.
• Conduct regular client visits, presentations, and technical workshops to promote services and solutions.
• Manage negotiations for frame agreements, long-term service contracts, and project-based engagements.

Technical & Market Intelligence

• Maintain up-to-date knowledge of oil & gas and power & utilities market trends, competitor activities, and regulatory developments in the UAE and GCC.
• Work closely with engineering and operations teams to develop tailored solutions aligned with client technical specifications.
• Support project handover from sales to execution teams, ensuring seamless transition and compliance with contractual obligations.
• Participate in industry events, conferences, and trade shows to enhance brand visibility and network.

Proposals & Contracts

• Oversee preparation of high-quality technical and commercial proposals with competitive pricing strategies.
• Review contracts, terms and conditions, and ensure compliance with company risk management policies.
• Coordinate with legal, finance, and project management teams during contract negotiation and execution phases.

Team Leadership & Reporting

• Lead and mentor a team of sales engineers and business development executives.
• Prepare monthly and quarterly sales performance reports for senior leadership.
• Collaborate cross-functionally with operations, HSE, procurement, and HR to ensure service delivery excellence.

QUALIFICATIONS & REQUIREMENTS

Education

• Bachelor's Degree in Mechanical/Chemical/Petroleum Engineering, Business Administration, or related field.
• MBA or postgraduate qualification in Business/Marketing is an advantage.

Experience

• 10–15 years of total experience with a minimum of 7 years in oil & gas sales, business development, or account management.
• Proven track record of winning contracts with ADNOC Group companies, Power & Utilities industry, NOCs, or major IOCs in the GCC region.
• Experience in Shutdown & Turnaround (TAR), maintenance services, EPC, or industrial services sales is highly preferred.
• Familiarity with ADNOC procurement portals, ICV (In-Country Value) requirements, and Emiratisation guidelines.
• Experience managing tender/bid processes and techno-commercial submissions.

Technical Skills & Knowledge

• Strong understanding of oil & gas operations: drilling, production, refining, and petrochemicals.
• Proficiency in CRM platforms (Salesforce, SAP, or equivalent).
• Competency in Microsoft Office Suite (Excel, PowerPoint, Word) for reporting and presentations.
• Knowledge of Maintenance, Plant upgrade/modification and Framework service contract structures common in the UAE/GCC market.

Soft Skills & Competencies

• Exceptional communication, negotiation, and influencing skills at C-suite level.
• Strong commercial acumen with the ability to structure complex deals and value propositions.
• Self-motivated, target-driven, and capable of working in a fast-paced, deadline-oriented environment.
• Cultural awareness and ability to work effectively in a diverse, multinational environment.
• Fluency in English is essential; Arabic is an advantage.

PREFERRED CERTIFICATIONS

• Certified Sales Professional (CSP) or equivalent
• Project Management Professional (PMP) — advantage
• HSE/NEBOSH awareness certification (desirable for client-site visits)
• ADNOC-approved vendor/contractor experience is a strong plus

If you have any questions please contact Muhammad Imran Ghaffar (imran.ghaffar@bilfinger.com).

Bilfinger is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, disability or other characteristics protected by law.

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