Job Title: Business Development Head – Floating Production Systems (FPSO/FSO/FSU) Location:
Flexible / Global (with frequent international travel)
Reports To:
Head of Floating Business
Role Purpose
Drive the identification, development, and conversion of business opportunities in the global offshore energy sector for leased floating production and storage assets (FPSO, FSO, FSU). The role focuseson building a strong project pipeline, engaging with clients early, and positioning the company as a preferred partner for integrated offshore solutions.
Key Responsibilities
- 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
- Client Engagement G Relationship Management
- Develop and maintain relationships with:
- National Oil Companies (NOCs)
- 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
- Opportunity Qualification G Strategy Development
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Lead internal screening and qualification of opportunities (technical, commercial, geopolitical risks)
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Define win strategies aligned with company strengths (e.g., redeployment vs newbuild, financing model, local content)
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Coordinate with technical, operations, and finance teams to shape competitive offerings
- 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
- 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
- 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
- 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
Qualifications/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
