EPC Capture Planning Lead

2 weeks ago

Kuala Lumpur, Kuala Lumpur, Malaysia Sapura Energy Berhad Full time
Commercial Director - Renewables

This role is focused on driving commercial growth and development for our renewable energy projects in Malaysia. As a Commercial Director, you will be responsible for identifying market opportunities, engaging key stakeholders, and leading the strategic capture and win projects.

You will work closely with the Strategy and Tendering/Estimating teams & the Lumut Fabrication Yard to develop a strong understanding of the competitive landscape, particularly fabrication yards, and define strategies to differentiate our offering.

Key responsibilities include developing a strong understanding of the competition, particularly fabrication yards, and defining strategies to differentiate our offering. You will also engage potential clients, stakeholders, and partners to develop a strong business pipeline in oil & gas, floating facilities, and/or renewables.

Responsibilities:

Market Opportunity Identification

  • Identify and engage potential clients, stakeholders, and partners to develop a strong business pipeline in oil & gas, floating facilities, and/or renewables.

Capture Planning and Business Development

  • Lead the early capture planning process, defining the winning strategy for key projects.
  • Work closely with the Tendering & Estimating Department to ensure strategic and commercially competitive bids.
  • Establish relationships with EPC Contractors, energy operators, and developers to strengthen the company's market positioning.
  • Manage the full tendering lifecycle, ensuring alignment with EPC Lump Sum contract requirements.
  • Collaborate with the tendering team to develop technically sound and commercially competitive proposals.
  • Negotiate favourable terms and ensure successful project acquisition at clarification and contract award meetings.

Client and Stakeholder Engagement

  • Built and maintain long-term relationships with clients, EPC contractors, and key industry partners.
  • Develop strategic alliances and partnerships to support business growth and enhance the company's market presence.
  • Represent the company at industry forums, conferences, and networking events to promote our fabrication yard capabilities.

Travel and Coordination

  • Frequent travel required to meet clients, visit project sites, and coordinate with company headquarters.
  • Ensure strong alignment between business development, fabrication operations, and corporate strategy.

Qualifications and Certifications:

  • Bachelor's or master's degree in engineering, Business, or a related field.
  • Additional certifications in Project Management, EPC Contracting, and/or Business Development are a plus.

Relevant Experience:

  • Must have at least 10-15 years of experience in Sales & Business Development within an EPC Contractor.

Required Skills:

  • Strong background in Fabrication yard processes, onshore and floating facility projects and/or renewables.
  • Ability to develop and execute capture strategies that align with client needs and company capabilities.
  • Excellent negotiation, communication, and stakeholder management skills.
  • Strategic thinker with the ability to analyse market trends and position the company competitively.
  • Proven track record of securing major contracts in international markets.
  • Experience managing EPC Lump Sum contracts, tenders, and high-value negotiations.
  • Deep knowledge of the competitive landscape, particularly fabrication yards.

Seniority level: Director

Employment type: Contract

Job function: Business Development, Sales, and Consulting

Industries: Services for Renewable Energy and Manufacturing

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