An international company specialized in military industry is looking for an Area Manager to be based in Dubai.
Purpose of the position: To execute and monitor the efficient and accurate execution of the Navy husbanding service contract and supplies in the Middle East Area, according to the terms and conditions laid down in the outstanding contract with the Navy as well as to the company’s guidelines.
Tasks and Responsibilities:
Detailed study of all contract terms and conditions, the related Statement of Work, in order to detect the correct procedures to be implemented in order to guarantee the company’s conformity and, in parallel, to identify opportunities of greater profits.
Ensures the flow of communication between the company, the client and the local agents based in the various ports, in order to prepare and execute the ship’s visit in the best possible way.
Manage the network of agents, propose to the COO/CEO change of agents or different agreements with the existing agents.
Send to the local agents the list of services to be quoted and, upon receipt, analyse and, if necessary, negotiate the prices.
To negotiate with the local agents and suppliers the best economic conditions for the company.
Prepare and send to the Navy the quotation for each Request for Quote in the Middle East Area, in order to achieve the company’s goals (in terms of N° of awards and profits).
Control the Final DA as received from the local agents in order to confirm the accuracy and verify that there are no differences with the initial quoted prices and calculate the related GP (Gross Profit) in accordance with the specific agreements.
Evaluate the possibility for further investments in equipment and human resources.
Attends some operations “on site” in order to train the local agents, be present during the audits, etc
Control the Final DA as received from the local agents in order to confirm the accuracy and verify that there are no differences with the initial quote priced and calculate the related GP in accordance in with specific agreements.
Manages the operational emergencies, ensuring their traceability.
Manage independently all the negotiation and discussions with the Contracting Officer and its representatives.
Contribute providing to company’s COO/CEO a detailed trend analysis and forecast by period (trimester) focused on the number of operations, profitability, percentage of success for the Navy in the area of competence.
Main requested skills:
Knowledge of the specific services to be provide to Navy ships
Excellent knowledge of the contract’s terms and statement of work.
Knowledge of how the operational management is carried out during the call.
Capacity to lead a small team of people and a network of sub agents throughout the region (Middle East).
Excellent knowledge of English;
Ability to negotiate;
Familiar and “comfortable” in working with numbers and excel sheets.
Main personal characteristics required:
Interpersonal and Communication skills
Self-control & Resistance to stress
Adaptability, which mainly includes readiness to travel (also in underdeveloped countries)
Commercially smart and focused on the target (quality of the service (i.e. customer’s satisfaction) and profitability of the business).
Fast thinker and ability to solve difficult situation in short time.
Major External Relations:
Major Internal Relations:
Interaction within the company’s management and in general with employees at all level.