Commercial Manager and Director-market entry strategy
Ph.D., PMP, Chartered Engineer (Civil â?? The Institution of Engineers India
[email protected] +966 55 223 4164 Al Ahsa, Saudi Arabia
V
Transferable Visa Available
`"As a Chartered Civil Engineer with a Ph.D. and PMP, I specialize in commercial governance
and market entry strategy for Tier-1 contractors in KSA. I am looking to connect regarding
senior director or advisory positions with organizations seeking to institutionalize their giga-
project pipelines."
I have spent the last 48 months navigating the technical and commercial underwriting
complexities of Saudi Arabia's premier portals. My track record includes successfully procuring
T & M contract valued 535 million and two distinct 5-year LTAs (Red Sea Transportation of
Water/Sewage and ASMO Logistics), alongside delivering precision pricing structures for major
infrastructure bids up to SAR 545 million.
My core expertise bridges the gap between the technical office and corporate profitability. I
bring practical experience in:
â?¢ Algorithmic Pricing Precision: Building data-backed estimation models that match true
market-clearing rates, avoiding the trap of arbitrary margin inflation that leaves
winnable contracts on the table.
â?¢ Compliance Infrastructure: Transforming traditional business structures into fully
compliant networksâ??specifically leading the strategic documentation required for high-
tier MOMRAH classifications and institutional vendor registrations (SABIC, Maaden,
ACWA Power, SAR).
â?¢ Proactive Margin Controls: Establishing strict gate-review systems and EVM-based site
cost logs to ensure field delivery teams remain tightly bound to original tender budgets.
My way of successfully bidding includes but not limited to:
1. Establish the Structural Problem First
"In a standard Time & Materials contract, everyone assumes the risk is low because you bill for
actual hours and materials. However, the hidden P&L killer is the Working Capital Funding Gap.
Because T&M requires you to fund mobilization, pay monthly labor salaries, and procure
materials upfront before you can invoiceâ??and then wait for the client's payment cycleâ??you
are effectively forced to carry a massive cash shortfall."
2. The Algorithmic Formula
"To calculate the exact interest risk, I donâ??t just look at the total contract value. I look at the
Peak Negative Cash Flow using a rolling 90-day cash flow forecast. The formula breaks down as
follows:
For example, if you have a SAR 535 million, 5-year contract, your monthly run-rate is roughly
SAR 9 million. If it takes 30 days to process timesheets and the client has Net-60 payment
terms, you have a 90-day funding gap. That means you must continuously borrow SAR 27
million from a bank overdraft or revolving facility just to keep the site alive."
3. Quantify the P&L Impact Using Current Saudi Macro-Rates
"Now, if ownership confidently assumes they donâ??t need bank support and builds zero financing
costs into the tender markup, that SAR 27 million debt line is entirely unbudgeted. At current
SAIBOR + Bank Spread rates of roughly 6.5%, that unbudgeted debt facility costs the company
SAR 1.75 million per year in pure interest payouts.
Over a 5-year contract lifecycle, that wipes nearly SAR 9 million directly off your net profit
margin. On paper, your gross margin looks exactly as estimated, but your bottom line is
bleeding invisibly."
4. Deliver the Strategic Solution
"As a Commercial Governance Director, my job is to eliminate this leak. I resolve this by doing
three things: First, negotiating milestone-based mobilization advances. Second, implementing
strict weekly digital time-sheet approvals to compress the billing cycle. Third, securing back-to-
back 60-day credit terms with material suppliers to shift the funding burden off our bank
facilities and onto the supply chain. This is how my engineering and financial models actively
protect your corporate cash reserves."
BUSINESS DEVELOPMENT & TENDERING EXPERTISE
â?¢ Identifying new clients, markets, and business opportunities.
â?¢ Conducting market intelligence on industry trends, competitors, and client
requirements.
â?¢ Developing business development strategies aligned with growth objectives.
â?¢ Improving sales and bidding processes for optimized performance.
â?¢ Building and maintaining long-term relationships with clients and partners.
â?¢ Preparing compelling technical and commercial proposals.
â?¢ Presenting proposals and negotiating contract terms.
â?¢ Managing tendering pipelines and tracking business opportunities.
â?¢ Ensuring client satisfaction and identifying upselling opportunities.
â?¢ Financial understanding: budget management, revenue planning.
â?¢ Cross-functional collaboration with marketing, engineering, and project teams.
â?¢ Monitoring BD metrics and reporting results to senior management.
â?¢ Representing the company professionally at industry events.
â?¢ Establishing strategic partnerships and alliances.
CORE COMPETENCIES
â?¢ Vendor Registrations
â?¢ Bid Success Strategy
â?¢ Project & Construction Management
â?¢ Quality Assurance & Quality Control
â?¢ Project Budgeting & Cost Optimization
â?¢ Pre & Post Bid Risk Assessment
â?¢ Vendor Identification & Development
â?¢ Stakeholder Management
â?¢ Procurement & Subcontracts Management
â?¢ Contract Appreciation & Management
â?¢ Shuttle Diplomacy
â?¢ Competitive Benchmarking
â?¢ Strategic Planning & Implementation
â?¢ Team Leadership & Training
â?¢ Integration of Project Processes (EEF & OPA)
SOFT SKILLS
â?¢ Strong Negotiator & Collaborator
â?¢ Analytical Thinker Effective Communicator & Listener
â?¢ Strategic Decision Maker
â?¢ Mentor & People Manager
â?¢ Continuous Improvement Mindset
â?¢ Team Spirit & Cross-functional Collaboration
EDUCATION & CERTIFICATIONS
â?¢ PMP® Certified, PMI USA â?? In Good Standing (Cert. No. 1798058)
â?¢ Ph.D. in Management, SSUTMS, India â?? 2021
â?¢ MBA (Project Management), Alagappa University, India â?? 2011
â?¢ M.Sc. Environmental Science, Bharathiar University â?? 2014
â?¢ B.E. Civil Engineering, The Institution of Engineers India â?? 2009 (Membership No. M-
1816394)
â?¢ Diploma in Construction Technology, BTE Mumbai â?? 1994
Academic Research Publications
Publisher
1. VT INTERNATIONAL PRESS
(22) Social Cost-Benefit Analysis of Saudi Arabian Leadership's Decision for Non-Retaliation in<