Business Development Manager

16 مايو، 2023

0 2 4 دقائق

الوصف الوظيفي

The Business Development Manager is responsible for developing strategic business opportunities into winning projects and meeting sales targets in a given territory or service line – including involvement in lead generating and proposal development activities. His/her duties will include account management, marketing & communication, client liaison, reporting through populating and managing the client data base (CRM), and development of new business (new customers, geographical locations etc.).

The Business Development Manager will collaborate with the Managing Director, Business Line Managers on the business development strategy. You will form part of a motivated and dynamic team that will require a dedicated and highly energetic individual who, as part of the management team, will work to secure a healthy back-log for the company.

The Business Development Manager will work closely with the Managing Director/General Manager, reporting on activities weekly and monthly. However, the ability to work independently is crucial in this role, with self-motivated performance key to success. Although reporting directly to the Director you will be part of the overall delivery team that operates across the region in various Business Lines of the organization. Success in this role will lead to growth opportunities within Company.

Key Responsibilities:

Business Development and Key Client Relationship Management :

Familiarization with various ground engineering and ground improvement services locally and regionally. Develop good working relationships with key internal individuals around the region and globally.
Work closely with the Managing Director on strategy and development of regional marketing and promotional activities.
Work closely with all tendering stakeholders on bid strategy and provide support for strategic tenders.
Develop and execute a Marketing and Sales Plan for the business line(s), with a view to increasing business and market share through positioning of Ground improvement services (and deep foundations where relevant), focused relationship management, increase of business opportunities, presentation of value propositions and input for pricing strategies.
To monitor closely and map all regional client accounts, opportunities. Maintain this information updated on the company CRM.
Understand regional and local competitors' landscape, their offering and pricing structure. Monitor and report competition changes internally. Adapt your strategy adequately.
Build, maintain and expand relationship network in key market areas.
Research and build relationships with new key clients.
Identify potential clients, and the decision makers, budget holders, evaluators etc. within the client organization.
Initiate cold calls where appropriate.
Meet potential clients by growing, maintaining, and leveraging your network.
Set up meetings between client decision makers and company's practice leaders/Principals.
Plan approaches and pitches (solution offerings, etc.).
Present an image that mirrors that of the client and that is in line with the organization's business strategy.
Represent company's services and articulate value and benefits at public speaking opportunities (Conferences & exhibitions, trade shows, client workshops etc.).
Work with all tendering stakeholders to develop value propositions relevant to the client's needs, concerns, and objectives.
Participate in the tendering process and prepare commercial proposals as required.
Provide input for strategic/key proposals.
Review strategic/key proposals.
Participate in pricing the solutions/services.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Manage client expectations in respect of service delivery: keep client informed of any issues and or forward planning.
By routine monitoring ensure that all project activity is aligned with contractual obligations and entitlements.
Generate weekly and monthly summary reports detailing waste streams and any issues associated with each rig.
Participate in or arrange client entertainment as and when required once the relevant approvals have been obtained by Senior Management / Directors.

HSEQ and regulatory compliance:

Ensure that organization policies and procedures are understood, implemented, and adhered to by all employees.
Ensure compliance with Group HSEQ policies and procedures.

المهارات

Bachelors Degree in Engineering (preferably Civil/Geotechnical Engineering).
Competent ICT user including MS Word, MS Project, PowerPoint, Excel, Outlook, MS Access.
Min. 3-5 years project management skills.
Minimum of 8 years' experience in project management, client relationship management, engineering, and / or a business development role, preferably in a Land (ideally engineering) industry.
Demonstrable business development and commercial management, and proposal experience and marketing abilities within the engineering, or contracting industry.
Strong personality, goal-minded and proactive approach to teamwork, development of relationships, and a tenacity to seek out all possible opportunities.
Demonstrable ability to both exceed targets and work to tight deadlines efficiently.
Ability to work independently to develop the business delivery role, increasing the customer base and ultimately assisting the department to grow along with the company goals.
Ability to work successfully with clients and colleagues from a variety of countries and cultures.
Ability to work under pressure.
Proficiency in English language. Preference will be shown for other linguistic ability (Arabic a significant plus).

Knowledge & Competencies (E – Essential / P – Preferred):

Problem-solving/judgment: the ability to observe, think critically and to solve problems using data, analysis, interpretation, and reasoning skills.
Teamwork: the proven dedication and ability to work successfully with others, adding value to the team.
Information and communication: Communicates appropriately and effectively with a range of people on a variety of subjects in order to inform, educate or influence them. Processes and provides data / information to meet business requirements.
Client focus: the ability to identify, meet and exceed the needs and expectations of (external or internal) clients, resulting in (long-term) client satisfaction.
Agility: the ability to be flexible, responsive, adaptive, and show initiative in times of change, uncertainty and business opportunity.

Personal Qualities:

Excellent verbal and written communication and interpersonal skills in English.
Responsible attitude and visible HSEQ leadership at all times.
Demonstrate a proactive attitude.
Highly organized and self-motivated.
Ability to travel on business to domestical, remote and overseas locations.
UAE Driving license.

Complying with Procedures:

Ensure all operations comply with the Company and Client operating policies and procedures.
Ensure all operations comply with the Company Health and Safety policy.
Be aware of company conditions of employment as detailed in the Employee Handbook.
Liaise with the HR Department to assure compliance with current employee law legislation and employment contract and keep up to date with other current legislation, legal requirements and regulations that apply to the company.