Business Development Director — Industrial Facilities

Role Summary

The Business Development Director, Industrial Facilities is accountable for growing the department's order book and revenue across its six capability lines: EPC and turnkey services, valves and safety systems, facility operations and maintenance, materials and infrastructure, logistics and heavy lift, and digital and automation.

The role owns market strategy, client acquisition, pipeline management, capture leadership, and proposal-to-award conversion. It is a senior, externally-facing position that combines deep industrial-market knowledge of Saudi Arabia with the ability to translate complex partner technologies into winning commercial offerings. Success is measured in qualified pipeline, win rate, signed contract value, and the strategic quality of new accounts brought into the division.

Key Responsibilities

Market strategy and account planning

• Define and execute the Industrial Facilities go-to-market strategy across KSA industrial clients: Aramco, SABIC, Ma'aden and its subsidiaries, Modon, Royal Commission for Jubail and Yanbu, SEC, SWCC, petrochemicals operators, and Tier-1 EPC contractors.
• Segment the market by capability line and client tier; build named-account plans with revenue targets, key contacts, and capture timelines.
• Maintain a forward view of mega-projects, capex cycles, and tendering pipelines across Vision 2030 industrial programs.

Pipeline development and qualification

• Build and own a multi-year, multi-capability pipeline with disciplined CRM hygiene and stage-gate qualification.
• Identify, qualify, and prioritize opportunities — from RFI through award — applying a clear go/no-go discipline that protects win rate and margin.
• Monitor tender platforms (Etimad, Aramco's iSupplier, SABIC sourcing, Ma'aden vendor portals, Ta'adeen-adjacent industrial procurement) and ensure timely registration, prequalification, and submission.

Capture and pursuit leadership

• Lead capture strategy on strategic pursuits — win themes, competitive positioning, pricing strategy, partner selection, and risk mitigation.
• Orchestrate cross-functional capture teams (engineering, operations, partners, finance, legal) from opportunity identification to contract signature.
• Drive client engagement and shaping activity well before tenders are issued, so Front End is positioned to win, not just respond.

Client relationships and key account management

• Personally own senior relationships at strategic accounts; build long-term, multi-level relationship maps from end-user to procurement to executive sponsor.
• Represent Front End at industry forums, client technical days, OEM events, and Saudi industrial conferences.
• Manage VIP visits, site tours, and executive engagements with global partners and clients.

Proposal and bid management

• Own the bid governance process for the division: bid/no-bid decisions, pricing approvals, risk reviews, and final submission quality.
• Work with Operations and Engineering to ensure technical proposals are differentiated, deliverable, and competitively priced.
• Drive a continuous improvement loop on win/loss analysis, pricing benchmarks, and proposal quality.

Partner-enabled growth

• Work hand-in-glove with global principals (Acteon, ATV, Beyond Limits, Booster Fuels, Elutions, Euro Pipeline, Okonite, and others) to position their technologies into KSA opportunities.
• Identify gaps in the partner portfolio and recommend new principal agreements that would unlock specific market segments.
• Co-develop joint go-to-market plans, joint pursuits, and joint marketing campaigns with key partners.

New offerings and adjacencies

• Identify adjacent service lines, geographies, and client segments where Front End Industrial can credibly extend.
• Build the business case for new offerings — including AI-enabled monitoring, predictive maintenance, digital twin services, automation retrofits, and integrated O&M-plus-digital bundles — and pilot them with anchor clients.

Commercial intelligence and forecasting

• Provide accurate, disciplined forecasting of bookings and revenue to the executive team.
• Deliver structured market intelligence on competitors, pricing, client priorities, and regulatory shifts.

Required Qualifications and Experience

• Bachelor's degree in Engineering (Mechanical, Industrial, Electrical, Chemical, or related); MBA or equivalent business qualification is a strong plus.
• 15+ years of experience in industrial services, EPC, oil & gas, petrochemicals, or critical infrastructure, with at least 8 years in a senior business development, sales, or commercial role.
• Demonstrable track record of personally originating and closing contracts of USD 20M+ in the Saudi industrial market.
• Deep, current relationships within at least two of: Aramco, SABIC, Ma'aden, Royal Commission, SEC/SWCC, or Tier-1 EPC contractors operating in the Kingdom.
• Strong working knowledge of the prequalification regimes and tendering platforms used by major Saudi industrial buyers.
• Proven ability to lead complex, multi-party captures involving global OEMs and local execution partners.
• Commercial fluency across pricing, contracting models (EPC lump-sum, reimbursable, O&M, framework agreements, BOO/BOT), and risk allocation.
• Fluent English; working Arabic is a strong advantage.

Preferred Attributes

• Existing book of senior client relationships in the Eastern Province.
• Exposure to digital and automation offerings (SCADA, AI, predictive maintenance) in an industrial context.
• Experience selling through or alongside global principals on an agency or partnership model.
• Track record of building or scaling a BD function — not just running one that already exists.

Personal Characteristics

• Hunter mindset balanced with the patience to shape long-cycle industrial pursuits.
• Commercially creative — finds the angle that makes Front End the obvious choice.
• Outstanding executive presence with Saudi clients and international principals alike.
• Disciplined operator — runs a clean pipeline, gives honest forecasts, and walks away from bad business.
• High integrity, high energy, and a builder by temperament.

Key Performance Indicators

• Annual signed contract value (bookings)
• Qualified pipeline coverage ratio (target multiple of annual revenue plan)
• Win rate on submitted bids
• New logo wins per year
• Strategic-account revenue growth
• Partner-attached revenue
• Forecast accuracy