Senior Manager Business Development - DP World - Dubai

The role demands a holistic understanding of the ports business, with specific knowledge of commercial, financial, legal, operational and civil engineering aspects of port investment.

1. Lead the execution of the Business Development process for new projects – Plus provide guidance to others in the BD function on performing the key elements of the BD Process. Such guidance is to both other members of the BD team at the corporate level and also to people performing BD functions in the regions.

• Identify potential investment projects and assess initial viability from a commercial, financial and strategic perspective
  


• Assess a strategic and commercial fit of a broad range of projects including, ports, logistics, economic zones or other projects aligned to DP World Strategy.
  


• Lead and mobilise internal resources to conduct detailed due diligence on the country, market, competitive environment, legal/regulatory environment, civil engineering issues, operational requirements and funding alternatives
  


• Select and appoint external resources, including legal, tax, financial and engineering, as necessary
  


• Prepare and/or review detailed financial models to project business performance and conduct sensitivity analyses in order to determine potential returns to DP World
  

• Identify and negotiate with potential equity
  
  partners
  


• Review and analyze tender documentation,
  
  including information memorandums, draft concession agreements, etc.
  


• Identify bid strategies and prepare legal
  
  submissions
  


• Negotiate final concession and other agreements
  
  with government entities including instructing internal legal.
  


• Acquire internal project approvals and prepare
  
  final presentation to Senior Management
  


• Prepare recommendation for Board approval, if
  
  and when necessary
  


• Prepare handover files for the Regional Office
  
  responsible for the implementation of the new business unit
  


• Managing the process within the required
  
  timeframe
  


• Provide guidance and development for other team
  
  members allocated to the project
  

2. To provide guidance to the Divisions and regions on their projects and their process through the DP World approval process.

• Ensuring projects submitted are in line with corporate strategy and internal valuation requirements
  


• Projects not in line with strategy or corporate preferences are eliminated at the earlier opportunity.
  


• Liaise with internal and external resources as necessary to verify information presented and ensure that commercial, operational and financial assumptions are reasonable
  


• Providing clear recommendations to senior management of what projects are acceptable and what approach should be followed.
  


• Prepare recommendation for Board approval, if and when necessary
  


• Managing the process within the required timeframe.
  

3. Lead efforts to raise external project finance for new business units and advising other team members (and regions) on issues faced in project finance.

• Prepare and review financial models that are appropriate for external lenders in order to determine the appropriate gearing level and optimum debt structure
  


• Coordinate the preparation of information memorandums for potential lenders that effectively describe the steps taken to take advantage of a projects inherent strengths and to mitigate any project weaknesses in order to obtain favorable debt terms, thereby maximizing the lift on the return on equity
  


• Select and appoint external resources, including legal, tax, financial and the various advisors required by lenders
  


• Participate in the selection of appropriate lenders, in conjunction with the DP World Treasury department, and lead the negotiation process to finalize the required finance agreements
  


• Advise the business unit finance director on the process to satisfy all the conditions precedent to financial close
  


• Prepare handover files for business unit finance director who will be responsible for the on-going administration of the loan facility
  

4. Develop DP World “human capital” through involvement in informal and formal training seminars either as a participant or facilitator

5. Continuously improve Business Development policies and procedures used at Head Office and Regional Offices

• Valuation techniques and internal financial/strategic requirements
  


• Financial modelling best practices
  


• Investment case preparation and presentation
  

6. Assist in other corporate-level initiatives as required, such as supporting the development of corporate strategy

7. Train and develop junior members of the Head Office Business Development department

8. Applicable if role has direct reports – responsible for the management and leadership of an engaged team, promoting collaboration and ensuring that each is developed and evaluated against goals and objectives which are aligned, specific, measurable, attainable yet challenging, realistic and time bound.

9. Promotes and demonstrates positive behaviours in harmony with DP World’s values and culture

10.Ensures that the highest levels of safety are applied in all activities.

11. Understands and adheres to DP World’s Code of Conduct and Ethics policies

12. Performs other related duties as assigned

Experience & Qualification:

In order to give credible support to the organisation and be successful in this role, the ideal candidate will have the following experience, skills and qualifications.

QUALIFICATIONS:

• Minimum requirement of a Bachelors degree in fields such as Management,
  
  Commerce, Law, Economics, Accounting or Mathematics
  


• Masters in Business Administration (or similar) and/or financial
  
  accreditations are preferable
  

EXPERIENCE:

• 9 plus years’ experience in investment evaluation and
  
  project management
  


• 5 plus years’ experience in the ports industry
  


• 5 plus years related BD exposure and experience in
  
  Logistics Services, logistics parks and/or 3PL
  

SKILLS:

• Business acumen: identify key revenue and cost drivers and understand their
  
  impact on an overall business case
  


• Financial analysis: understand and evaluate complex financial models to
  
  determine the accuracy of projections and potential value of a project to DP
  
  World
  


• Communication:
  Be able to represent DP World in a range of environments from negotiating
  
  meetings, to more sales focused pitches for projects to Port Auths etc. Also be
  
  able to make strong internal presentations necessary to gain support for
  
  projects and to communicate the concerns that with less favourable projects.
  


• Relationship building: interact effectively with multiple levels of DP World,
  
  senior government officials and external advisors/consultants
  


• Multilingual:
  multiple language skills are preferable (Arabic, French, Spanish, etc.)
  

Remuneration and Employment Benefits:

The employment benefits package is reflective of the location, for this position the benefits consists of:

• Education Assistance for Dependents
  


• Annual Air Ticket(s) for self / and dependents
  


• Private Medical Coverage for self / and dependents
  


• 22 working days annual leave
  


• Annual Performance Related Bonus