Description

• A business strategist, proficient in articulating growth strategies and setting directions for their successful achievement through “matter of fact” analysis and a flair to identify roadblocks and risks that could impact implementation;

• 15 years’ experience in the engineering and design industry, with roles in multinational corporate environments and focused on the full work winning process implementation (strategy definition, strategic planning, client management, pipeline management, major bids management, client satisfaction programs, lessons learned implementation);

• Seamless approach to sales integration and alignment with the business operations objectives such as targeted revenues, profit margins, client satisfaction through delivery and project management. legal, commercial, reputational and technical risks savvy.

• Able to analyse and understand every aspect of the sales process, by maintaining an unshakable client-oriented, think-like-client approach.

• Digitally astute individual, having been an active decision maker in the implementation of a global integrated SAP Enterprise Resource Management System encompassing the design of processes through all business functions – Operations, Sales, Finance and Human Resources.

• Outstanding ability to lead and deliver successfully simultaneous projects through prioritization of activities that have a critical impact on the desired outcomes.

• Empathetic, approachable, politically aware, collaborative, clear minded, efficient, resourceful, driven, creative, passionate and innovative.

Languages

Romansh
Conversational
Spanish
Conversational

Workplace preferences

Remote only

Primarily works remotely

SunStone Project
Founder | Work Winning - Peak Performance Strategist
January 2022 - Today (4 years and 5 months)
Houston, TX 77091, USA
Khatib & Alami
Senior Director, Strategy and Sales, Global
March 2018 - January 2022 (3 years and 10 months)

• Leads key/mega- pursuits positioning and development activities.
• Heads the Strategy and Sales global function and leads the implementation of sales excellence initiatives and practices through the design of tailored processes to be implemented across the organization – sales planning, strategy and reporting, key-account management, business development and client facing, positioning and proposals.
• Works closely with the Head of Operations to ensure alignment between the sales and delivery project lifecycles, troubleshooting the risks faced at early stages and ensuring a seamless hand-over process to the project management team is adopted.
• Develops the short and long term sales targets assigned to the different geographies and technical business units. Monitors and reports on the sales performance across the organization.
• Leads the sales digital transformation process and implementation as part of the global digital transformation initiative: SAP C4C system design, implementation and change management champion, steering committee member of the SAP global implementation for Enterprise Resources and Client Relationship Management systems and tools.
• Active contributor and member of the transformation/ executive office set up and global growth strategy definition, planning and direction related to geographical expansion and services diversification.
AECOM
Major Bids Win Strategy Manager, Strategy and Growth, EMIA
February 2017 - March 2018 (1 year and 1 month)
Middle East

• Led the development of mega pursuits across the EMIA region in collaboration with Business Line, Geography, Work Winning and Bid studio teams leaders.
• Directly led and supported the creation and execution of strategies on certain key major bids, working with bid teams to articulate what the client really wants, who the key decision-makers are, how to deliver better than the competition can and how to express this clearly and well.
• Responsible for gathering and making sense of the information required for the pipeline of major bids, with particular emphasis on major bids >$25m in fee (and strategically important bids). The objective was to make sure these bids in particular had a timely go/no go decision taken enhanced by the 'win strategy' workshops.
• Through the use of personal networks, the CAM network and other internal relationships, built relationships with key external stakeholders that supports the pipeline of forthcoming "big deals".
• Worked effectively with colleagues in the EMIA Strategy and Growth Group where interfaces existed with Strategic Planning, CAM and Marketing and Communications.
• Boosted the quality of competitive thinking and execution in major EMIA pursuits.