Business Development Head – Floating Production Systems (FPSO/FSO/FSU)
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Key skills for this role
About the Role
Makonis seeks a Business Development Head for Floating Production Systems to drive global opportunities for leased FPSO/FSO/FSU assets. The role involves market intelligence, client engagement, proposal development, and commercial structuring.
Key Skills for This Role
Responsibilities
- Identify and track upstream developments and opportunities suitable for floating solutions.
- Build and maintain a forward looking opportunity pipeline (3–5 year horizon).
- Develop and maintain relationships with NOCs, IOCs, and independent operators.
- Lead internal screening and qualification of opportunities.
- Define win strategies aligned with company strengths.
- Lead or support preparation of prequalification submissions, EOIs, and tenders.
- Develop commercial models including lease rates, CAPEX/OPEX assumptions, and risk allocation.
- Participate in contract negotiations (LOIs, Heads of Terms, Lease & Operate agreements).
- Identify and cultivate partnerships with shipyards, EPC contractors, financial institutions, and local partners.
- Work cross functionally with engineering, operations, legal, finance, and project teams.
Requirements
- Bachelor's degree in engineering (Mechanical, Naval Architecture, Offshore, or related)
- MBA or equivalent business qualification preferred
- 20–25 years in offshore oil & 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
Full Job Posting
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). Focus on building a strong project pipeline, engaging with clients early, and positioning the company as a preferre
Key Responsibilities
- 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.
- Develop and maintain relationships with NOCs, IOCs, and independent E&P 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.
- 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.
- 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.
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 & 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.
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