Business Development Manager at Michael Stevens Consulting

Role Purpose

• The BDM will drive commercial growth by identifying and winning business in Nigeria's upstream, midstream, and downstream oil and gas sector.
• The role combines strategic account management, end-to-end bid and tender leadership, and technical sales of OEM capital equipment.
• The successful candidate will grow the revenue pipeline, deepen IOC/NOC relationships, and position the company as a preferred vendor for OEM equipment supply and technical services.

Key Responsibilities
Bid & Tender Management:

• Own the full bid lifecycle — PQ, RFQ, RFP, proposal writing, pricing, submission, and post-bid negotiation across NIPEX, Shell SIPM, TotalEnergies TETA, and client procurement portals.
• Lead cross-functional bid teams (technical, procurement, finance, legal) to produce compliant, high-scoring proposals on contracts from USD $500K to $20M+.
• Maintain a reusable bid content library (capability statements, CVs, HSE docs, OEM authorisation letters) and track win/loss performance for continuous improvement.

OEM Equipment Sales:

• Sell capital equipment — rotating equipment, pumps, compressors, wellheads, metering, valves, control systems, and process skids — to E&P operators, refineries, and EPCs.
• Deliver technical presentations and TCO analyses to engineering, procurement, and C-suite stakeholders; support after-sales contracts for spares, maintenance, and retrofits.
• Manage OEM principal relationships, meet distributor sales targets, coordinate factory visits, and maintain authorised distributor documentation.

Business Development & Client Engagement:

• Build and maintain a qualified pipeline at 3x quarterly revenue target coverage; achieve annual revenue targets as agreed with management.
• Develop and sustain senior relationships with NNPC Ltd., NAPIMS, Shell (SPDC/SNEPCo), TotalEnergies, Chevron, ExxonMobil, Seplat, Aiteo, and other IOC/NOC operators and EPCs.
• Deliver monthly market intelligence reports on project pipelines, FIDs, competitor activity, and regulatory developments across Nigeria and West Africa.
• Ensure full compliance with the NOGICD Act, NCDMB local content requirements, vendor pre-qualification, and company HSSE and anti-corruption policies.

Core Competencies & Key KPIs
Core Competencies
Key KPIs

• Bid & Tender Writing and Management
• OEM Capital Equipment Sales
• Contract Negotiation & Pricing
• Upstream/Midstream Process Knowledge
• NIPEX & IOC Procurement Platforms
• Nigerian Content Act Compliance
• CRM & Pipeline Management
• Stakeholder Engagement (IOC/NOC/EPC)
• Strong Written & Oral Communication
• Results-Oriented & High Integrity
• Annual revenue target: 100% of agreed target
• Bid win rate: Min. 35% on submitted bids
• Pipeline coverage: Min. 3x quarterly target
• New client acquisition: Min. 4 accounts/year
• On-time tender submissions: 100%
• Client satisfaction: ≥85% positive feedback
• Market intel reports: Monthly (12/year)
• CRM data accuracy: Updated within 48 hrs
• OEM principal targets: Met per distributor agreement
• Local content compliance: Zero NCDMB violations

Qualifications & Experience

• B.Sc./B.Eng. in Mechanical, Petroleum, Chemical, or Electrical Engineering (required); MBA is an advantage.
• 8 – 12 years of oil and gas business development experience; minimum 5 years in a senior BDM or commercial lead role.
• Proven track record winning complex O&G tenders in Nigeria; hands-on experience with NIPEX and IOC procurement platforms.
• Demonstrable OEM capital equipment sales experience — rotating equipment, flow assurance, process systems, or instrumentation preferred.
• Deep knowledge of Nigerian Content Act compliance, NCDMB processes, and vendor pre-qualification (DPR/NUPRC, NIPEX).
• Professional certifications desirable: SPE membership, PMP/PRINCE2, CIPS, or OEM product certifications.
• Valid international passport; willingness to travel to Niger Delta and offshore sites (BOSIET/HUET certified or willing to obtain).

Remuneration

• Competitive Base + Commission + Benefits

Compensation & Benefits:

• Competitive base salary + performance-linked commission on revenue targets
• Annual performance bonus, HMO (individual & family), group life insurance
• Pension (PRA 2014 compliant), mobile phone allowance, transport/vehicle support
• OEM factory training, industry conference attendance, and CPD support
• This job description is not exhaustive and may be revised in line with business needs.
• The company is an equal opportunity employer.