Business Development Head – Floating Production Systems (FPSO/FSO/FSU)

Overview

Location

Role Purpose

1. **Market Intelligence G Opportunity Origination**

• Identify and track upstream developments, marginal fields, redevelopments, and brownfield opportunities suitable for floating solutions
• Build and maintain a forward-looking opportunity pipeline (3–5 year horizon)
• Monitor competitors, market trends, and regional regulatory landscapes

1. Client Engagement G Relationship Management

• Develop and maintain relationships with:

• International Oil Companies (IOCs)

• Independent ECP operators
• Engage at early concept stage to influence development strategy toward leased FPSO/FSO/FSU solutions
• Represent the company in industry forums, conferences, and client meetings

1. Opportunity Qualification G Strategy Development

• Lead internal screening and qualification of opportunities (technical, commercial, geopolitical risks)
• Define win strategies aligned with company strengths (e.g., redeployment vs newbuild, financing model, local content)
• Coordinate with technical, operations, and finance teams to shape competitive offerings

1. Proposal Development G Tender Management

• Lead or support preparation of prequalification submissions, EOIs, and tenders
• Ensure alignment of technical solution, commercial model, and contractual positioning
• Manage internal bid governance processes and approvals

1. Commercial Structuring G Negotiation

• Develop commercial models including lease rates, CAPEX/OPEX assumptions, and risk allocation
• Participate in contract negotiations (LOIs, Heads of Terms, Lease C Operate agreements)
• Support financial structuring including partnerships, JV arrangements, and project financing

1. Partnerships G Strategic Alliances

• Nurture existing business partners
• Identify and cultivate partnerships with:
• Shipyards
• EPC contractors
• Financial institutions
• Local partners in key geographies
• Support consortium building for large-scale projects with strategic business partners

1. Internal Coordination G Leadership

• Work cross-functionally with engineering, operations, legal, finance, and project teams
• Provide market-driven inputs into asset strategy (e.g., vessel acquisitions, conversions)
• Mentor team members and contribute to organizational capability building

Key Performance Indicators (KPIs)

• Value and quality of opportunity pipeline
• Conversion rate from opportunity to contract award
• Revenue and margin contribution from secured projects
• Strategic client relationships established
• Success in new markets/geographies

/Education

• Bachelor’s degree in engineering (Mechanical, Naval Architecture, Offshore, or related)
• MBA or equivalent business qualification preferred

Experience

• 20–25 years in offshore oil C gas, with at least 5+ years in business development, commercial, or project roles
• Strong exposure to FPSO/FSO/FSU or offshore production systems
• Proven track record in originating and closing complex offshore projects

Core Competencies

• Strong commercial acumen and financial understanding
• Deep understanding of offshore project lifecycle (concept → FEED → EPC → OCM)
• Negotiation and stakeholder management skills
• Strategic thinking with execution focus
• Cross-cultural communication and influencing skills

Preferred Attributes

• Experience in lease-and-operate business models
• Familiarity with key offshore regions (West Africa, Brazil, SE Asia, Middle East)
• Network within operator and contractor ecosystem
• Ability to operate in ambiguous, early-stage project environments