Strategic Project Sales Lead; Multi-Modality

Objective / Purpose of the Job

To build and strengthen the company’s market position by locating, developing, defining, negotiating, and closing multi-modality and complex projects, while leading the end-to-end project sales lifecycle, orchestrating cross‑functional teams, managing commercial and contractual risk, and driving sustainable growth, profitability, and market leadership.

• Identify, develop, and actively follow up on all potential leads for prospective multi-modality and complex projects.
• Increase company market share by securing the highest possible number of multi-modality projects, targeting a fair market share of 20%.
• Maintain continuous engagement with customers and key decision-makers throughout the project lifecycle.

• In coordination with the Management Team, assess and select multi-modality tenders to pursue based on market competitiveness, internal capabilities, and workload.
• Oversee the timely, accurate, and professional preparation of multi-modality tender submissions.
• Review and validate drawings and technical documentation, technical compliance sheets, and costing and pricing schedules.
• Prepare and submit tender clarifications and follow up as required.
• Prepare comprehensive commercial and technical write‑ups for tenders and private multi-modality projects.

• Evaluate tender and contract conditions and proactively mitigate commercial and contractual risks.
• Estimate and prepare accurate schedules of prices and commercial offers.
• Participate in contract award and commercial negotiations.
• Post‑award, improve margins in line with approved budgets through negotiation with suppliers and third‑party vendors to enhance profitability.

• Manage and coordinate the inputs and outputs of all internal departments and external stakeholders to achieve Project Sales objectives.
• Ensure customer meetings for ongoing and prospective projects are attended, with outcomes clearly communicated internally.
• Act as the main orchestrator and entry point for multi-modality projects while ensuring full involvement of Sales, Operations, Pricing, Finance, Legal, and other support functions.
• Organize regular internal face‑to‑face stakeholder meetings per project to ensure alignment, visibility, and timely issue resolutions.
• Invite Heads of Sales or relevant sales teams to customer meetings when required to maximize project success.

• Evaluate technical requirements and allocate project scope to appropriate subcontractors and suppliers.
• Source, evaluate, and follow up on supplier and subcontractor quotations.
• Negotiate commercial terms with suppliers and partners to optimize cost and value.

• Ensure accurate, high‑quality project order forecasts, regularly updated in the CRM Forecast Tool.
• Provide timely reporting to the Management Team on:
  Forecasts, Must‑Win deals, Win/Loss analysis.
• Compile and submit monthly progress reports to the GM for ongoing multi‑Modality projects.
• Escalate issues and request approvals in a timely manner, ensuring all documentation is complete and submitted with sufficient notice.

• Analyze market trends, competitive landscape, and customer requirements to identify growth opportunities in Multi‑Modality projects.
• Conduct deal‑level analysis including pricing, margins, risk exposure, and resource utilization to support informed bid/no‑bid decisions.
• Perform win/loss analysis and derive actionable insights to continuously improve tender success rates.
• Provide data‑driven recommendations to Management on portfolio prioritization, pipeline health, and strategic positioning.
• Set clear objectives, KPIs, and performance expectations aligned with departmental and company goals.