Business Unit Manager – Project Sales

OBJECTIVE/ PURPOSE OF THE JOB:

To build and strengthen the company’s market position by locating, developing, defining, negotiating, and closing multi-modality and complex projects, while leading the end-to-end project sales lifecycle, orchestrating cross-functional teams, managing commercial and contractual risk, and driving sustainable growth, profitability, and market leadership.

KEY RESPONSIBILITIES

Business Development & Market Growth:

• Identify, develop, and actively follow up on all potential leads for prospective multi-modality and complex projects.
• increase company market share by securing the highest possible number of multi-modality projects, targeting a fair market share of 20%.
• Maintain continuous engagement with customers and key decision-makers throughout the project lifecycle.

Tender & Bid Management:

• In coordination with the Management Team, assess and select multi-modality tenders to pursue based on market competitiveness, internal capabilities, and workload.
• Oversee the timely, accurate, and professional preparation of multi-modality tender submissions.
• Review and validate drawings and technical documentation, technical compliance sheets, and costing and pricing schedules.
• Prepare and submit tender clarifications and follow up as required.
• Prepare comprehensive commercial and technical write-ups for tenders and private multi-modality projects.

Commercial, Contract & Risk Management:

• Evaluate tender and contract conditions and proactively mitigate commercial and contractual risks.
• Estimate and prepare accurate schedules of prices and commercial offers.
• Participate in contract award and commercial negotiations.
• Post-award, improve margins in line with approved budgets through negotiation with suppliers and third-party vendors to enhance profitability.

Stakeholder & Cross-Functional Coordination

• Manage and coordinate the inputs and outputs of all internal departments and external stakeholders to achieve Project Sales objectives.
• Ensure customer meetings for ongoing and prospective projects are attended, with outcomes clearly communicated internally.
• Act as the main orchestrator and entry point for multi-modality projects while ensuring full involvement of Sales, Operations, Pricing, Finance, Legal, and other support functions.
• Organize regular internal face-to-face stakeholder meetings per project to ensure alignment, visibility, and timely issue resolutions.
• Invite Heads of Sales or relevant sales teams to customer meetings when required to maximize project success.

Supplier & Subcontractor Management:

• Evaluate technical requirements and allocate project scope to appropriate subcontractors and suppliers.
• Source, evaluate, and follow up on supplier and subcontractor quotations.
• Negotiate commercial terms with suppliers and partners to optimize cost and value.

Forecasting, Reporting & Governance:

• Ensure accurate, high-quality project order forecasts, regularly updated in the CRM Forecast Tool.
• Provide timely reporting to the Management Team on: Forecasts, Must-Win deals, Win/Loss analysis.
• Compile and submit monthly progress reports to the GM for ongoing multi-Modality projects.
• Escalate issues and request approvals in a timely manner, ensuring all documentation is complete and submitted with sufficient notice.

Analysis & Strategic Insight:

• Analyze market trends, competitive landscape, and customer requirements to identify growth opportunities in Multi-Modality projects.
• Conduct deal-level analysis including pricing, margins, risk exposure, and resource utilization to support informed bid/no-bid decisions.
• Perform win/loss analysis and derive actionable insights to continuously improve tender success rates.
• Provide data-driven recommendations to Management on portfolio prioritization, pipeline health, and strategic positioning.
• Set clear objectives, KPIs, and performance expectations aligned with departmental and company goals.

• JOB REQUIREMENTS:

  • Minimum 10–12 years of progressive experience in project sales, business development, or complex solution selling, preferably within healthcare, medical technology, or capital equipment environments.
  • In-depth understanding of the Qatar and regional healthcare market, including key players such as HMC, MOPH, packagers, consultants, private hospital groups, and competitors.
  • Maintains up-to-date knowledge of medical equipment trends, industry developments, and regulatory changes.
  • Leverages market intelligence to identify opportunities, anticipate challenges, and inform strategic decisions.
  • Proven experience managing multi-Modality or complex projects, including tendering, contracting, and negotiations.
  • Strong commercial, financial, and contractual acumen with demonstrated success in securing high-value projects.
  • Well versed in English language, knowledge of Arabic is an added advantage.
  • Computer proficiency level required: Advanced knowledge in MS Office suite, CRM system, project management and data analysis tools.
  • Driving: Valid GCC driving license required.