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Accounting & Finance
Human Resources
Insurance
IT & MIS
Other / Miscellaneous
Senior Management



Accounting & Finance

Reference: AC-238
Job Title: Financial Director
Country: Lebanon
Experience: Min 10 years
Description:
- Supervise staff in the Accounting and Finance department.
- Ensure proper accounting treatment based on IFRS and local regulations.
- Submit and analyze accounting and financial information.
- Produce accurate financial reports to specific deadlines required by laws, regulations and CEO.
- Assist in setting operational and financial KPIs.
- Assist in developing business plans for new activities.
- Advise on matters related to income tax, social security and other legal matters and their implications on the Company's financial activity.
- Control the ongoing operational and cash flow requirements.
- Liaise with external auditor to ensure annual monitoring and reporting (audit and financial report).
- Compile all departmental yearly budget expenditure requests and revenues prepared by functional managers, and generate a consolidated budget.
- Review expenditures against budgets and alert responsible parties for discrepancies.
- Responsible for conformity of company's accounting procedures to company's policies.
- Coordinate with Head of Purchasing for all major purchases whether budgeted or not.
- Coordinate with Technical, Sales & Marketing and Quality departments for all accounting/financial related issues.
- Maintain an appropriate Chart of Accounts applicable to the Company's requirements.
- Keep track of changes in financial regulations and legislation.
- Maintain procedure for custody and control of assets in order to ensure safekeeping.

Education, Experience and Qualifications:
- MBA or MS degree in Finance or equivalent - CPA or CMA is a plus.
- At least 10 years of work experience out of which 5 years in first line management.
- Strong interpersonal and leadership skills.
- Computer Literate.
- Knowledge of International Accounting Software.
- Fluent in English and Arabic, French is desired.

                                                  



Reference: AC-245
Job Title: Financial Controller
Country: Lebanon
Experience: Min. 7 years
Description:
1. Accounting policies and procedures - IFRS and French GAAP
- Elaborates and updates the accounting policies and procedures of the group
- Ensures alignment with French GAAP, IFRS & internal policies
- Provides regular updates and trainings to the Accounting Department
- Acts as the reference in all complex accounting matters

2. Audit
- Liaises with auditors to ensure completion of the audit assignment in Q1 of N+1
- Liaises with tax and accounting consultants on all special projects within the Group

3. Reporting
- Ensures the accuracy of the financial data
- Reports on a monthly basis the individual and consolidated financial statements: P&L, Balance sheet and cash flow, respecting the deadlines (M+10 and M+15 respectively)
- Ensures reconciliation of intercompany balances and prepares elimination entries

4. Balance sheet and cash flow monitoring
- Ensures a weekly overview of the aging balance
- Implements monitoring tools and defines KPIs to monitor open items, unallocated cash, etc.
- Ensures optimization of the cash flow

5. Special projects
- Balance sheet clearing of the backlog: Clearing and matching of the accounts in view of optimizing cash monitoring
- Supports the technical team in the implementation of IFRS 17
- Upgrade the reporting system to include dual reporting currencies and GAAPs in the system
- Significant projects of automation in financial reporting and cash flow management: Interface of the banking system, automated reconciliations and matching, upgrade of the accounting system, implementation of an automatic reporting system in FGAAP and IFRS
- Beirut Blast transactions and cash flow monitoring

Education, Experience and Qualifications:
- Top tier university degree.
- 7-10 years of experience with ideally some experience in the insurance sector and an expertise in technical insurance accounting.
- 3-5 years in big four audit firm is a plus.
- CPA and DipIFR are a plus.
- French GAAP and IFRS 17 are a plus.
- Strong people and project management skills (the role requires significant interdepartmental communication and coordination).
- Interest for leading and implementing automation projects, processes and procedures.
- An adaptable and flexible personality.
- Ambition and drive with the potential to evolve.

                                                  



Reference: AC-246
Job Title: Financial Controller
Country: Lebanon
Experience: Min 10 years
Description:
- Participates in the development and formulation of financial policies, methods and systems pertaining to the company's activities; ensures their sound application by all organizational units; directs and supervises the maintenance of accounting registers and records; secures timely generation of the financial and management accounting reports, for the company and all its affiliates, and consolidated Financial Statements. Supervises Credit Control & Collections department to ensure strict Accounts Receivable management. Reports findings to Deputy Finance Director.
- Ensure the proper implementation of the established policies and procedures in the departments.
- Suggest improvements in the policies and procedures of the Departments.
- Assist in developing the Department's detailed plans/programs/annual budget/, and recommend accounting and credit policies, systems and procedures that deem to be essential for the achievement of proper internal control and limitation of credit risk exposure.
- Observe closely the application of all financial control systems, rules, and regulations in line with approved policies and commitment authorities.
- Responsible to ensure the accounting books, registers, files, and financial reports meet legal, managerial, and governmental requirements.
- Direct and monitor the accountability for fixed assets at the company and ensures the maintenance of required history registers and proper accountability for their departments.
- Cooperate with BFR in analyzing Financial Statements and KPIs to produce insightful reports to the Finance Deputy Director. Recommend actions to improve company's profitability, financial position, and cash flow standing.
- Direct the preparation of tax and other reports required by the local governments and ensures on time submission for reconciliation and processing.
- Coordinate with other departments and sections to exchange data and documents needed for the accounting transactions, and to produce F/S and other financial reports.
- Manage core system development adjustments and modifications related to Accounting Modules.
- Lead the HO accounting team in coordination with the external auditor during the audit exercise and the preparation and review of financial statements.
- Follow up on branches external audit missions and review their draft audit reports.
- Assist in managing the accounting departments and Credit Control & Collections personnel by planning, directing, controlling, and following-up their work programs assigned to them.
- Meet key producers with CC&C to secure timely collection of AR and reduce credit risk exposure.
- Suggest & discuss objectives with departments heads after clearance from Deputy Finance Director, agree on their KPIs, and then assist in assessing their performance.
- Recommend the training needs of his/her staff to his/her direct superiors and take responsibility to see that the training is carried out.
- Assist in the in-house seminars and training courses.
- Manage the "on-the-job training" of new employees and trainees.
- Comply with the company's Code of Conduct.
- Perform other related duties as assigned.

Education, Experience and Qualifications:
- Bachelor's Degree in Finance or Accounting (Master's degree is a plus).
- CPA certification is a plus.
- Has a minimum of ten years experience in Corporate Finance and Accounting, 7 of which in the insurance industry
- Experience in leading large finance and accounting teams
- Excellent communication and reporting skills
- Excellent problem-solving skills
- Ability to lead and influence others.
- Comfortable and up to date on technology solutions
- Proficiency in English and Arabic languages.

                                                  



Reference: AC-247
Job Title: Senior Financial Accountant / Supervisor
Country: Lebanon
Experience: Min 4 years
Description:
- Coordinating accounting functions and programs.
- Preparing financial analyses and reports.
- P&L YTD and MTD report.
- Prepare payments.
- Journal entries in appropriate account: Expenses and Cost of goods.
- Receivable follow up, aging.
- Quarter balance sheet.
- Preparation NSSF reports
- Maintaining and reconciling balance sheet and general ledger accounts. Bank & Cash reconciliation, Supplier and client reconciliation.
- Assisting with annual audit preparations.
- Preparation of VAT and Tax on salaries.
- Salary preparation.
- Performing other accounting duties and set a solid accounting department.
- Assisting with preparing and monitoring budgets in conjunction with UK Head Office.
- Preparing revenue projections and forecasting expenditure.
- Investigating and resolving audit findings, account discrepancies, and issues of non-compliance.
- To liaise with UK Head office, and follow up with new system implementation.
- Experience in commissioning new ERP systems would be beneficial.

Education, Experience and Qualifications:
- Bachelor's degree in accounting or finance required.
- 4+ years of accounting experience.
- Working knowledge of tax laws and GAAP.
- Strong financial analysis skills.
- Strong communication skills, both written and verbal.
- Strong organizational skills.
- Proficiency in Microsoft Office, particularly with Excel.
- Ability to work with little supervision.

                                                  



Human Resources

Reference: HR-113
Job Title: Human Resources Manager
Country: Lebanon
Experience: Min. 15 years
Description:
Main Role:
- Develop HR strategy, policies and procedures throughout the Group and ensure the proper execution of all HR-related activities.

Key Activities:
- Develop the Policies and Procedures of the HR function and ensure their proper implementation.
- Develop and submit yearly departmental budget taking into consideration department's needs.
- Manage the communication of HR strategy, policies and procedures for the group.
- Approve HR activities taking into consideration the approved budget and employee needs.
- Oversee Employee Relations activities to ensure employee issues are conflicts are properly tackled.
- Oversee talent acquisition activities across the Group to ensure a timely and proper fit between a candidate and a position.
- Oversee talent management activities across the group to ensure that all employees have acquired the right trainings to fulfill specific jobs.
- Oversee the development of the annual rewards strategy and design of total compensation.
- Oversee the relationship with government and associated governmental institutions for HR matters.

KPIs:
- Employee turnover rate
- Recruitment life cycle
- Workforce plan accuracy
- % Positions filled through succession planning
- Employees satisfaction

Education, Experience and Qualifications:
- Bachelor degree in Business Administration with a specialization in Human Resources Management. Master degree is preferred.
- SPHR or PHR certification is preferred.
- 15 years of working experience in the human resources field.
- Open to travel and visit the companies of the group overseas.
- Fluency in English, French and Arabic.
- Proficiency in MS Office.

                                                  



Reference: TDM-114
Job Title: Training Manager
Country: Lebanon
Experience: 5-10
Description:
The Training Manager is responsible of developing, planning and implementing training programs and workshops, as well as following closely on all development programs related to talent management.

Key Responsibilities:

Identify and assess current and future training needs through job analysis, career paths, annual performance appraisals and consultation with line managers
Draw an overall or individualized training and development plan that addresses needs and expectations
Deploy a wide variety of training methods
Ensure that all team membersí training, documentation and testing is completed in the required timeframe.
Develop and keep up to date all off the job & on the job training manuals & material for all positions.
Maintain a keen understanding of training trends, developments and best practices
Conduct effective induction and orientation sessions
Manage training budget
Resolve any specific problems and tailor training programs as necessary
Deliver on the job training when needed.

Bachelor degree in HR or similar
Masters degree is a plus
SHRM or similar certification is a plus

Organization skills.
Planning and time managementskills
written, verbal and interpersonal communication skills.
Superb track record in developing and executing successful training programs.
Critical thinker with innovative problem solving skills.

                                                  



Insurance

Reference: IN-63
Job Title: Company Actuary
Country: Lebanon
Experience: 5-8 years
Description:
- Calculation of the Market Consistent Embedded Value and summary report
- Market Study, Comparison and review of the products from technical aspects
- Evaluation of the technical aspect for the development of new products
- Preparation of Product specifications files required by legal authorities of the country where new products are being launched
- Using of Tricast software in the Medical and Auto fields
- Participation in training actuaries' students
- Calculating the Liabilities for ALM matching
- Calculating the Mathematical Reserves of the company and ensure the accuracy of IMS
- Development of products: technical aspect, coordination with, testing of numerical figures on IMS & POS systems, the development of the internal technical files and the control of the general conditions
- Integration of Microsoft Visual Basic (Macro) in Excel workbooks to generate repetitive simulations quickly for different tasks
- Regular studies regarding company portfolio on regular and ad-hoc basis (persistency, mortality, reserves trends, etc.)

Education, Experience and Qualifications:
- Bachelor degree in Finance, Actuarial Sciences, Economics or Engineering
- 5 to 8 years of experience
- Good communication skills with proficiency in English and French
- Microsoft Office

                                                  



Reference: IN-65
Job Title: Corporate Accounts - Team Leader
Country: Lebanon
Experience: Min. 8 years
Description:
This role manages relationships with a portfolio of corporate & direct accounts and/or identifies and converts new account opportunities, to drive profitable revenue growth. He/she will develop, agree, and manage corporate & direct account plans and sales pipelines and/or identify, qualify and close new business opportunities, working with the concerned colleagues to ensure successful delivery.

- Grow profitable business with the existing corporate & direct accounts and/or with new accounts, through defending renewal business and creating new business opportunities
- Build and maintain relationships within assigned clients to thoroughly understand their strategy, culture, personalities, customer base and decision making and ensure they fully understand the Company's propositions
- Respond to key clients' prospect requests, inceptions/terminations and changes
- Develop, agree and maintain a yearly account plan for each allocated intermediary to achieve sales strategy and targets
- Manage the overall sales pipeline with these intermediaries to ensure he/she achieves its annual sales targets
- Lead the identification, planning, qualification and winning of new key account relationships to grow the portfolio of accounts in line with sales strategy
- Develop new ideas to support the improvement of the overall customer experience.
- Manage the effective delivery of account plans and/or winning of new business in coordination with the Regional Director, involving the coordination of the concerned colleagues to ensure the Company achieves the required service and performance
- Strengthen/expand client relationships by providing excellent service and ensuring client expectations are exceeded
- Schedule and attend client prospect meetings to make presentations/take notes/oversee follow-up
- Comply with the required standards of sales excellence and best practice and operating effectiveness and efficiency, and Group, legal and regulatory requirements
- Oversee Premium collection in coordination with the Accounting/Collection Unit and in line with the company policy
- Actively coach, develop and support CSOs to ensure delivery of the required standards of excellence in sales performance
- Evaluate market trends and gather competitive information, identify trends that affect current and future growth of regional sales and profitability
- Conduct meetings with key customers to ensure strong relationship and removes business obstacles, aligning with long term company direction
- Compile and analyze sales figures, prepare on time management reports
- Ensure the proper implementation of the established policies and procedures in the Department, and suggest improvements when deemed necessary
- Ensure that his/her team implement properly all policies and procedures
- Investigate employee issues and conflicts and bring them to resolution
- Manage team and projects budget, plan and set for them clear goals
- Monitor team performance to ensure objectives are met
- Comply with the Company Code of Conduct
- Perform other related duties as assigned

Education, Experience and Qualifications:
- Bachelor degree in Business Administration, Marketing or related field.
- CII Diploma / certificate is a plus
- MBA is a plus
- Has a minimum of 8 years' experience in insurance, 4 of which in a similar position
- Microsoft Office Skills
- Excellent communication, reporting and networking skills
- Excellent problem-solving skills
- Ability to lead and influence others
- Demonstrable and successful sales track record
- Proven record of effectively meeting sales quotas

                                                  



Reference: IN-66
Job Title: Assistant Branch Manager
Country: Lebanon
Experience: Min 5 years
Description:
1. Customer Service
- Deal with any escalated customer service issues that may arise
- Oversee client interactions and account management to ensure the highest level of quality service
- Address customer satisfaction issues promptly

2. Reporting
- Prepare, analyze, and submit metrics and reports regarding policyholders, accounts, sales figures, staff performance, market research, budget analyses, etc.

3. Brokers relation
- Follow-up the brokers business
- Connect with new brokers

4. Business Development
- Work on covering new areas

Education, Experience and Qualifications:
- Bachelor Degree
- At least 5 Years of experience in the insurance industry
- Sales or/ commercial or/ Business Development Experience
- Good command of MS Office - exposure to insurance software
- Proficiency in English and Arabic languages

                                                  



IT & MIS

Reference: IT-105
Job Title: IT Supervisor
Country: Lebanon
Experience: 7-10 years
Description:
- Supervise the IT department.
- Assist in managing information technology, computer systems & networks.
- Assist in developing & implementing policies & procedures for electronic data processing, computer system operations & development.
- Monitor & maintain the Company's technologies.

Education, Experience & Qualifications:
- BS in Computer Science, MIS or similar field from a reputable university.
- 7 to 10 years of experience.
- Experience in Change Management within IT to improve service levels.
- High knowledge in IT, connection, software & hardware and IMS.

                                                  



Reference: IT-108
Job Title: Oracle Database Administrator
Country: Lebanon
Experience: 5 to 10 years
Description:
- The Database Administrator is responsible for the day-to-day operations and troubleshooting of all Company databases and applications. This includes all aspects of administration including installing, maintaining, monitoring, troubleshooting issues and upgrading. Assists with the design and implementation of next generation systems that will support the company infrastructure.
- Handle migration, creation, patching, upgrades and performance enhancement for database, applications, and Linux OS.
- Implement security measures for computer or information systems while keeping up to date with the newest patches and vulnerabilities.
- Develop computer or information security policies or procedures.
- Handle database management by creating and migrating databases, user's roles and privileges, objects DB links directories and schedules, and by restoring database for testing and development.
- Test frequently database Data guard setup administration, maintenance, and switchover.
- Perform Linux OS administration and regular maintenance as well as implementing projects as required.
- Perform daily check up on database (performance, Data guard, Backup) and application (performance, Backup scripts) and on Linux environment.
- Handle Oracle Cloud & Oracle PCA configuration, maintenance, and administration.
- Create scripts for database/application backup as well as clear-cut documentation and guidelines.
- Assist in Oracle Weblogic installation and configuration.
- Support users in case of any emergencies related to database or applications.
- Comply with the Company's Code of Conduct.
- Perform other related duties as assigned.
- Has functional relations with Devlopment & Infrastructure teams, and all other departments.

Education, Experience and Qualifications:
- Bachelor's Degree in Management Information System, Computer Science, or related field.
- Masters is a plus.
- Minimum of 5 to 10 years' experience as an Oracle DBA.
- Experience in Oracle DB, Disaster Recovery and Migration.
- Experience in working with Oracle products, emphasis on Web Logic & Oracle Forms & Reports.
- Experience with Linux and Windows Server environments.
- Extensive experience with database technologies (MS SQL, Oracle).
- Experience with cloud services OCI is a must.
- Advanced analytical and problem-solving skills.
- Strong technical documentation skills.
- Detail oriented and meticulous.
- Excellent Organizational Skills.
- Proficiency in English and Arabic languages.
- Dynamic, Patient, Team player, Solution provider, Creative and Always up-to-date.

                                                  



Other / Miscellaneous

Reference: OM-122
Job Title: Planning Manager
Country: Lebanon
Experience: Min 5 years
Description:
- Balancing between supply and demand.
- Lead sales and operations planning process S&OP starting from the data cleansing process till having consensus demand plans along with resources plans where the affiliate can build a single financial & operations plan.
- Translate the S&OP into manufacturing plan in terms of quantities & timing by running weekly MPS (master production schedule).
- Planning for materials using the standard MRP system (materials requirements Planning).
- Execution for the distribution plans according to the bill of distribution & the standard replenishment rules per distribution center.
- Validation for all the unconstrained plans by running capacity & resources checks on each & every planning level.
- Continuous improvement & validation for all planning parameters i.e. (lead time, planning capacities, lot sizes, minimum order constraints, ..etc).
- The leadership of material life cycle management and obsolescence.
- Training and coaching subordinates.
- Performance evaluations of subordinates and identifying training needs.

Education, Experience and Qualifications:
- Bachelorís degree required.
- 5 + years of experience in same role
- Hands-on technical & analytical skills
- ERP system
- MS office

                                                  



Reference: OM-124
Job Title: Supply & Demand Planner
Country: Lebanon
Experience: Min 2 years
Description:
- Balancing between supply and demand.
- Lead sales and operations planning process S&OP starting from the data cleansing process till having consensus demand plans along with resources planning where the affiliate can build a single financial & operations plan.
- Translate the S&OP into manufacturing plan in terms of quantities & timing by running weekly MPS (master production schedule).
- Planning for materials using the standard MRP system (materials requirements Planning).
- Execution for the distribution plans according to the bill of distribution & the standard replenishment rules per distribution center.
- Validation for all the unconstrained plans by running capacity & resources checks on each & every planning level.
- Continuous improvement & validation for all planning parameters i.e. (lead time, planning capacities, lot sizes, minimum order constraints, ..etc).
- The leadership of material life cycle management and obsolescence.

Education, Experience and Qualifications:
- Bachelor's degree required
- 2-3 years of experience in same role
- Hands-on technical & analytical skills
- ERP system
- MS office

                                                  



Senior Management

Reference: MG-125
Job Title: Senior Category Manager
Country: Lebanon
Experience: 6 to 8 years
Description:
- Responsible to source, price, and market products to profitably grow the Company's Local Items profit, so as to effectively support the operations of the Supply Chain Department while adhering to the Company's policies and procedures.
- Implement the Supply Chain Department's established policies and procedures and comply with the Company's other policies.
- Implement the following activities in an efficient and effective manner:
* Analyze potential Local Items SKUs with existing Branded SKUs in similar categories both from a Quality and Cost perspective, using historical data, market trends and any other market and financial markers that may facilitate the decision-making process.
* Communicate with Local Vendor either via email, phone initiate contact and dialogue regarding products, quality, quantities, pricing, delivery capabilities, payment terms, financial support (Financial Support can be in various forms: Marketing Support for the Company, Discounts, Rebates, Free of Charge Products (FOC) etc).
* Negotiate with Local Suppliers basis Market-minus pricing, ensuring retail prices offered to the Company are less than the current market offered prices in order to allow the Company to achieve approved margin range.
* Understand cost implications of Local Items SKUs from Ex-Works, FOB, CIF and Landed Costs perspective.
* Ensure all new Local Items SKU specifications are reviewed by the Quality Department and are detailed on file for future reference.
* Maintain Supplier Quotations.
* Maintain Supplier Lists and Prices.
* Maintain Supplier Selection.
* Receive Purchase Requisitions (PR's).
* Create Purchase Orders (PO's).
- Evaluate all available vendors and select the appropriate vendors based on the following criteria: quality, cost, terms, service level, time in transit (cost of interest and necessary inventory level), and Lead Times on a continual basis.
- Prepare suppliers evaluation sheet and submit to the Direct Manager for approval, in order to ensure that procurement activities are done at the best prices, payment terms and quality available in the market.
- Establish the appropriate Recommended Retail Prices (RRP) for all Local Items to attain the budgeted gross profit margins and meet the business requirements of the Company.
- Oversee Company Local Items, including partnering with internal and external distribution partners, optimizing distribution, and leveraging costs to ensure consistent availability and pricing of all products.
- Ensure daily/weekly cost management and retail changes when deemed necessary.
- Ensure accurate Company Local Items pricing to ensure competitive retail pricing at all Company branches.
- Minimize Local Items sales returns/damaged goods and short expiry goods by monitoring returns, developing a depletion plan and avoiding overstocking the points of sales.
- Ensure achievement of going in gross (GIG) margin rate targets by category as per Company budget requirements.
- Collaborate with the Direct Manager to interpret financial and operational performance to identify business risks and opportunities and ensure margin targets by category are achieved.
- Maintain comprehensive knowledge of and ensure compliance with relevant regulatory rules and standards.
- Ensure to integrate processes and systems to optimize accuracy, efficiency, inventory productivity, space utilization, and profitability for the Company's Local Items.
- Ensure all necessary tasks are conducted on a monthly basis to ensure Gross Profit Margins are met for each period and are in line with Company business requirements.
- Develop and implement strategic marketing plans including advertising, in-store specials, promotional, and special buys.
- Perform category assessments on the Local Items and implement changes necessary as outlined in the plan and use analysis to ensure bad performing SKUs are replaced.
- Set the initial sales, gross margin, and inventory forecasts used in developing the final operating budget for the Local Items item.
- Ensure plans in place to meet monthly budgets as outlined through retail management, vendor rebates, and markdown management, ensuring all are in-line with Company business requirements.
- Develop weekly and/or bi-weekly department merchandising plans.
- Provide quick response to feedback and adjustment to programs, as needed, to best serve customers and store operators.
- Issue supplier quotations to the requesting department for technical evaluation and approval.
- Ensure that products / services requisitioned for purchase are based on approved budgets and seek approval from the Direct Manager before initiating the PO creation process, where budgets are exceeded.
- Coordinate with Quality department and gain approval for new Local Items to ensure they meet the Company's set quality standards.
- Ensure that each PO or Contract is accompanied by an approved requisition document, a quotation analysis and other supporting documents (i.e. original quotations, special agreements with suppliers).
- Ensure that the price list of Local Items from suppliers is regularly updated to maintain accuracy in regard to PR's and PO's.
- Liaise with Operations to ensure all new Local Item SKUs have been delivered to the Company stores and that all SKUs have been displayed correctly and priced as per the agreement.
- Perform ad-hoc and other duties related to the job as assigned by the Direct Manager.
- Prepare and submit periodic reports to direct management pertaining to Purchasing activities and any issues that may arise.

Education, Experience & Qualifications:
- Bachelor Degree in Business Administration or related field.
- Minimum of 6 - 8 years of experience in the same or related field
- Category Management experience in multi-unit and multi-geographic locations would be an advantage.
- Proven track record of success in purchasing, pricing, distribution and financial management.
- Communication Skills.
- Accountability.
- Reliable and Dependable.
- Initiative.
- Interpersonal Skills.
- Organizing and Planning Skills.
- Teamwork.
- Proficiency in English and Arabic languages.

Communication & Working Relations:
- All departments.
- Local and external suppliers and vendors.