General Manager for Services, Kuwait

Job description

ENGIE provides communities, governments, cities and businesses with highly efficient and innovative solutions based on its expertise in four key sectors: independent power production, natural gas, renewable energy and energy efficiency services. ENGIE employs 153,000 people worldwide and achieved revenues of €63 billion in 2017. The Group is listed on the Paris and Brussels stock exchanges and is represented in the major international indices.

ENGIE develops its key businesses - power, natural gas and energy services - around a model of responsible growth to take on the major challenges of the transition to a low-carbon economy. The MESCAT region covers the Middle East, South and Central Asia plus Turkey. Central Asia is a new area for development and this includes countries around the Caspian Sea and countries such as Iran and Kazakhstan.

Area of Responsibility

ENGIE MESCAT is now developing solutions for Clients (B2C), Customers (B2B) and Territories (B2T) in countries where it wasn’t offering these services before. The General Manager Services is responsible to originate and develop/acquire/divest these service businesses/projects in a dedicated geographical area within the MESCAT-region.

Through intensive stakeholder management, and in close collaboration with the local Business Development team in Dubai and ENGIE’s Métiers and Group Entities, the General Manager Services develops opportunities for specific offerings of ENGIE, and positions the Group to be able to compete in the local market. He develops the business and projects through to financial close in compliance with investment criteria and BDO procedures, and then assures proper execution of the business/projects in line with the Groups directives and best practices.

The General Manager Services has full responsibility of all developments in his geographical area, including profit & loss responsibility. 

Reporting line

The General Manager Services will report directly to the Head of Services MESCAT.

Key stakeholders

Internally

Head of Services MESCAT, Business Development LPW, AIFA, Finance, Legal, HR, the regional Business Development teams and their support teams, Business Development Oversight, ENGIE O&M companies in the region, ENGIE Group Métiers (Gas, CENGEN, B2B, B2C, B2T), ENGIE Group entities (Ineo, Axima, Fabricom, Endel, Tractebel, etc.).

Externally

Local decision makers, key government regulatory bodies, local stakeholders, market players in the region including potential JV partners and M&A candidates, vendors & subcontractors, key services customer contacts and outsourced service providers.

Key Responsibilities 

The overarching responsibility of the General Manager Services will be to;

•Establish entry strategies into Services business in his geographical area in the MESCAT region.
•Screen the market to identify potential acquisition targets.
•Achieve sustainable growth of existing business through adoption of new techniques or solutions to differentiate our offerings in the market.
•Full Profit & Loss responsibility.
•Act as project manager with overall responsibility for the successful delivery of the projects.

Commercial 

•Take lead responsibility in developing, implementing and reviewing effective commercial activity within a project.
•Identification and implementation of process and/or efficiency improvements in commercial management of Project.
•Provide professional focus, identity and leadership to the Commercial Function within the project consistent with Group wide standards and objectives.
•Support, and where necessary lead, key negotiations with prospective customers, partners, contractors and sub- contractors.

Strategic

•Understand the Services Market in order to develop the business strategy in line with ENGIE MESCAT’s targets and ambitions.
•Develop range of services in his geographical area in the MESCAT region that are within the strategic development plan in the areas of e.g.:
-Energy & Environmental Efficiency Services
-Facility Management
-Smart Cities
-Green Mobility
-Asset management & comprehensive maintenance
-Multi-service and integrated facility management
-Decentralized power generation incl. renewables like rooftop solar
-Small CoGen
-Industrial solutions

Operational

•Ensure development, acquisition and divestment opportunities pursued within ENGIE MESCAT’s strategy guidelines. Proactive identification, evaluation and development of business development/M&A opportunities within the region.
•Pre-qualify ENGIE to be able to propose commercial offerings to potential clients.
•Organize and manage the proper organization of tender teams, and lead/coordinate the negotiations of all related agreements with local Stakeholders.
•Assure best-in-class execution of all projects to achieve client satisfaction and profit margins in line with the Groups expectations.
•Meet the Groups HSE targets by putting Health, Safety and Environmental care before any other target. Actively pursue co-worker well-being and avoid environmental spills.
•Ensure sufficient qualified resources and tools are in place to realize first-time-right execution and to achieve the targeted results.

Organizational

•Build company image by collaborating with customers, government, community organizations, and employees; enforcing ethical business practices 
•Manage and give guidance to local team members, e.g. project managers, financial managers, HSE-Q managers, contract & legal officers, etc 

Outcome, Results and Key Performance Indicators: 

•For each commercial offering Risks and returns have been presented in a balanced way 
•Projects have been well structured to optimize risk allocation, tax and financing
•Level of business development activity and number of projects successfully delivered ın respect of group investment criteria 
•Deliver sustainable gross and net margins in line with the Groups targets
•Controlled SG&A budget in line with growth targets
•No lost time accidents or environmental spills

• Internationally recognized degree qualification in Engineering, Finance, Business or Law. 

Language

• Proficiency in English is required.

Knowledge 

•Detailed knowledge of ENGIE’s services portfolio. 
•Knowledge of contracts required to develop, finance and operate new Services business.

Skills 

•Strong manager of outcomes combined with a willingness (when required) to get involved in the detail and more closely manage processes or projects.
•Good managerial capabilities.
•Demonstrable and strong presentation, communication and influencing skills.
•Ability to influence stakeholder groups when faced with obstacles and high pressure situations.
•Commercial acumen and a history of being results focused.
•Energy and drive to meet personal objectives, with an open, transparent style and flexible approach to pursue win-win solutions.
•Ability to set direction and drive through the implementation plan to deliver it.
•Highly analytical and numerate and sound technical awareness and accounting knowledge.
•Presence and interpersonal credibility to represent the Company in contacts with key financial stakeholders, JV partners and external organizations.
•Able to manage conflicting & demanding priorities with excellent organizational skills.

Experience

•Minimum 2 to 5 years of experience in the Energy Services sector; more than 5 years of BD experience.
•Significant experience in Services field of expertise.
•Bid and project management experience.
•Demonstrated ability to succeed in complex and dynamic international environments. 
•Demonstrable track record in management of successful financial close in the divestment, acquisition, development and implementation of BD projects.
•Professional of multi technical services, energy efficiency, FM etc.
•Experienced in managing complex and conflicting project priorities, utilizing excellent organizational skills.
•Working knowledge and familiarity with all the relevant disciplines necessary for development of Services businesses, e.g. finance, technical, engineering, legal, tax, procurement, environment, commercial of business development. 
•Hands on experience with developing and creating business opportunities in new countries and markets, preferably with knowledge and experience of social, economic and political factors. 
•Experienced in risk assessment and risk allocation matters.
•Experience with development schedules, budget and financial models.
•Experience at negotiating performance agreements, partnerships, services, loan and other transaction agreements.

Technology

• Proficiency in MS Office. 

Location

• Kuwait with regular travel within MESCAT-region and abroad.

The Hay Level for this position is yet to be confirmed.