Business Development Head – Floating Production Systems (FPSO/FSO/FSU)

Role overview

This position is responsible for creating, advancing, and converting business opportunities across the global offshore energy market for leased floating production and storage assets, including FPSO, FSO, and FSU units. The role is centered on building a robust project pipeline, engaging clients at an early stage, and helping position the organization as a leading partner for integrated offshore solutions.

The role is based in Abu Dhabi Emirate, United Arab Emirates, with a flexible global scope and frequent international travel. The reporting line is to the Head of Floating Business.

Key responsibilities

• Track upstream activity, marginal field developments, redevelopments, and brownfield projects that could be suited to floating production solutions.
• Develop and maintain a long-range pipeline of opportunities covering a 3–5 year horizon.
• Follow competitor activity, market movements, and regional regulatory changes.
• Build and sustain relationships with national oil companies, international oil companies, and independent E&P operators.
• Engage clients during the concept stage to influence field development toward leased FPSO, FSO, or FSU solutions.
• Represent the business in industry events, conferences, and customer meetings.
• Lead internal assessment and qualification of opportunities, including technical, commercial, and geopolitical risk review.
• Create win strategies aligned with company strengths such as redeployment, newbuild options, financing structures, and local content expectations.
• Work closely with technical, operations, and finance teams to develop competitive offers.
• Lead or assist with prequalification documents, expressions of interest, and tender submissions.
• Ensure the technical proposal, commercial structure, and contractual position are aligned.
• Manage internal bid review and approval processes.
• Build commercial models covering lease pricing, CAPEX/OPEX assumptions, and risk allocation.
• Participate in negotiations for letters of intent, heads of terms, and lease and operate agreements.
• Support financial structuring involving partnerships, joint ventures, and project financing.
• Maintain existing business relationships and develop new alliances with shipyards, EPC contractors, financial institutions, and local partners in key markets.
• Help form consortia for large projects with strategic partners.
• Collaborate across engineering, operations, legal, finance, and project teams.
• Provide market insight to guide asset strategy, including acquisitions and vessel conversions.
• Mentor team members and contribute to broader organizational capability development.

Performance measures

• Quality and value of the opportunity pipeline.
• Rate of conversion from opportunity identification to contract award.
• Revenue and margin contribution from awarded projects.
• Strength of strategic client relationships built.
• Success in entering new geographies and markets.

Qualifications and experience

Applicants should hold a bachelor’s degree in engineering such as mechanical, naval architecture, offshore, or a closely related discipline. An MBA or similar business qualification is preferred.

The role requires 20–25 years of experience in offshore oil and gas, including at least 5 years in business development, commercial, or project-focused roles. Candidates should bring strong exposure to FPSO, FSO, FSU, or similar offshore production systems and a demonstrated history of originating and closing complex offshore projects.

Core competencies

• Strong commercial judgment and financial awareness.
• Solid understanding of the offshore project lifecycle from concept through FEED, EPC, and operations and maintenance.
• Effective negotiation and stakeholder management abilities.
• Strategic thinking paired with a practical execution mindset.
• Clear cross-cultural communication and influencing skills.

Preferred attributes

• Experience with lease-and-operate business structures.
• Exposure to offshore markets such as West Africa, Brazil, Southeast Asia, and the Middle East.
• A strong network across operators and contractors.
• Comfort working in ambiguous, early-stage project environments.

Additional information

This position involves frequent international travel and requires the ability to operate globally. The role is designed for a senior business development leader who can shape early opportunities and guide them through commercial conversion.