Head of AFT - Engineering, Procurement & Construction (EPC) & Telecommunications

JOB PURPOSE

Lead DETASAD’s strategic penetration of the EPC market, owning high-value client engagements and executing the CIRI strategy (Cognitive, Intelligent, Reactive, Infrastructure). Drive a ≥25% shift to bundled digital revenues (Cloud, Satellite, Cybersecurity and Intelligent Infrastructure) and ≥1 pp MoM gross margin uplift. Ensure profitability, customer success, and regional growth while developing 2 A-player successors annually.

KEY RESPONSIBILITIES

• Business Ownership & Strategic Growth
  • Lead DETASAD’s EPC market strategy with SAR 300M+ pipeline accountability.
  • Drive ≥25% shift toward bundled digital services; lift gross margin ≥1 pp MoM.
  • Embed GPT-based proposal automation and predictive deal forecasting.
  • Deliver and maintain an AI-Efficiency Index ≥ 1.20 (revenue per head vs baseline); implement quarterly model performance reviews and retraining roadmap.
  • Deliver EPC-aligned growth plans consistent with Flywheel (DETASAD’s Strategy) and national transformation mandates.
  • Ensure a 6-page narrative approved by the CCO is submitted within 30 days for every new initiative; linked to variable pay.
• Customer Engagement & Relationship Management
  • Act as DETASAD’s strategic advisor to EPC giants in the Riyadh Region and beyond.
  • Co-create solutions with C-level stakeholders across procurement cycles.
  • Ensure >90% CSAT, flawless delivery, and ≥1 bundled cross-sell per anchor account.
• Operational Excellence & Execution
  • Execute Root Cause Analysis (RCA) within 48 hours post-incident; maintain execution discipline and trust.
  • Maintain CRM hygiene with 3× revenue pipeline coverage (MS Dynamics 365 compliance).
  • Ensure MS Dynamics 365 CRM data completeness ≥ 95 %, audited monthly.
  • Ensure projects exceed timeline, budget, and client quality benchmarks.
  • Follow sales stages: discover → qualify → design → close → collect, with KPIs at each gate. Target ≥ 50% of proposals auto-drafted by AI.
• Financial & Commercial Accountability
  • Own full P&L and cash flow outcomes for EPC market vertical.
  • Lead pricing, risk mitigation, and commercial negotiations with Finance and Legal.
  • Optimize DSO and cost structure while accelerating deal velocity.
  • Trigger Red-Line protocol if any KPI is missed two consecutive months: report to CEO within 48 hours and activate 30/60/90 recovery plan.
• Leadership & Team Management
  • Build and mentor a cross-functional elite team with >95% engagement scores.
  • Ensure >95% team engagement via quarterly pulse checks.
  • Institutionalise Flywheel (DETASAD’s Strategy) behaviours and A-player culture across the region.
  • Build a succession bench 3-deep, including at least 1 Saudi female leader ready within 12 months; progress tied to bonus grid.
  • Promote agile execution, zero-politics, and full accountability.
• Market Intelligence & Positioning
  • Provide DETASAD’s corporate teams with monthly insights on EPC trends and competitor plays.
  • Position DETASAD as the national EPC digital infrastructure partner of choice.
  • Represent DETASAD in major EPC forums and executive summits.
• Additional Tasks: To perform any tasks assigned by the manager, as needed.

Important Requirements and Knowledge

• Deep knowledge of procurement, qualifications, and tendering cycles within large EPCs.
• Proven ability to lead bundled digital transformation solutions from design to execution.
• Active access to key EPC stakeholders and buying centers in KSA.

JOB REQUIREMENTS

• Education: Bachelor’s in Engineering and Master’s in Business or Engineering preferred.
• Experience: Minimum 10 years of experience in EPC-focused ICT sales with proven track record managing SAR 100M+ strategic accounts and full P&L ownership and demonstrated success in complex deal structuring across EPC/construction/telecom sectors.
• Job Specific Skills/Competencies:
  • Expertise in integrated ICT offerings: (Cloud, Satellite, Cybersecurity and Intelligent Infrastructure).
  • Mastery in CRM and pipeline management systems (MS Dynamics 365, SAP, ServiceNow).
  • Strong commercial acumen in pricing strategy, contracting, and cost optimisation.
  • Fluent in English; Arabic preferred.

Compensation

• Competitive fixed base salary with performance-based bonus.
• KPI weighting grid: Ol 20 %, Revenue 20 %, GM 20 %, Digital 15 %, AI-Efficiency 10 %, NPS 10 %, DSO 5 %.
• Eligible for DETASAD Long-Term Incentives (LTI): 3-year cash-based with up to 150% pro-rata payout.