Job purpose
The Business Development Manager MEAC is responsible for achieving annual revenue and growth targets across the Middle East & Caspian (MEAC) region for Process Diagnostics and selected Subsea services. The role focuses on developing sustainable, long-term business through a combination of key account management, early-stage engagement on major projects and turnarounds, and new business development with national oil companies, petrochemical operators, EPCs, and strategic partners.
The position requires a high degree of autonomy, strong commercial judgment, and the ability to operate effectively across multiple countries, cultures, and procurement frameworks in the MEAC region,
Responsibilities
Business Development & Sales
- Own and deliver annual revenue, operating profit, and growth targets for the MEAC territory.
- Develop and execute a territory-specific sales and business development plan aligned with BU and regional strategy.
- Manage the full sales process end-to-end, from early opportunity identification through technical proposal development, commercial negotiation, and order closure.
- Build early visibility and influence with clients, particularly around refinery and petrochemical turnarounds, shutdowns, and major maintenance campaigns (typically 1224 months ahead).
- Actively grow both existing key accounts and new customer relationships across the region.
Market & Client Engagement
- Develop strong working relationships with refinery managers, reliability and inspection teams, turnaround planners, process engineers, and procurement stakeholders.
- Navigate national oil company (NOC) and petrochemical operator structures, including vendor registration, prequalification, and approval processes.
- Conduct regular in-country customer visits across the MEAC region, balancing key accounts with targeted new business development.
- Manage and coordinate third-party intermediaries (agents, partners, and representatives) where applicable.
Planning, Forecasting & Strategy
- Maintain a robust rolling 3-month forecast and longer-term opportunity pipeline, with clear visibility of major projects and turnarounds.
- Contribute market intelligence and regional insights to help shape BU strategy and long-term growth plans.
- Support marketing initiatives and technical engagement activities, including customer workshops, presentations, and selected industry conferences.
- Where relevant, support the BU's broader energy transition strategy through appropriate client engagement.
Internal Collaboration & Delivery
- Work closely with operations, engineering, and commercial teams to ensure scopes are well defined and projects are delivered safely, efficiently, and to a high standard of customer satisfaction.
- Demonstrate exemplary commitment to safety, ethics, and compliance in line with Tracerco standards, customer requirements, and local regulations.
Territory & Travel
- Territory coverage includes KSA, UAE, Qatar, Kuwait, Oman, and other MEAC locations as required,
- Expected travel: approximately 2550%, depending on project and client needs.
Requirements
Experience & Background
- Engineering or technical/scientific educational degree preferred
- 10+ years of commercial or business development experience in oil & gas, refining, petrochemicals, or related industrial services.
- Strong preference for candidates with exposure to refinery / petrochemical turnarounds, shutdown services, inspection, diagnostics, or asset integrityrelated offerings.
- Proven commercial track record in value based / consultative selling rather than transactional sales,
- Experience working with NOCs, EPCs, and complex procurement environments in the Middle East
Skills & Attributes
- Highly self-motivated, results-oriented, and comfortable operating with a high degree of autonomy,
- Strong ability to identify decision-makers, influencers, and technical stakeholders within complex organisations.
- Capable of translating technical capability into clear commercial value for clients,
- Commercially astute, structured in forecasting and opportunity management
- Strong interpersonal skills and cultural awareness, with the credibility to engage at both technical and managerial levels
Languages
- Full working professional level English (mandatory)
- Native Arabic speakers preferred (not mandatory)
