Regional Business Director
UAE, United Arab Emirates
Job Description
Business Development Director
Purpose of the job: Boost growth and order intake by defining and implementing the Business Development plan for MENAT Cluster; Win new customers and markets, and to sustain market share together with the Countries leaders and in coordination with AMECA Sales & Marketing and Product Lines.
Key accountabilities:
- Define and implement Business Development strategy with Middle East MD in line with Region's business plan and Market & Strategy function.
- Identify growth opportunities in MENAT and position at early as possible within the acquisition process
- Promote products & services (or a specific Product Line) to win business, particularly with potential customers and new products & services.
- Compile market intelligence on business trends & needs, and competitors' strategies.
- Find access to decision networks engage with them to orientate the decision-making process.
- Ensure that Ethics & Compliance rules are applied in business development actions.
- Coordinate the MENAT commercial team to support competencies development; good practices sharing; AIM Strategy
- Develop and implement a complete lobbying action plan including possible partnerships
- Develop relationships with potential partners and external bodies such as authorities
- Assess potential market, propose strategic actions for business validation, and provide consolidated market overviews including Country Strategic Plans where necessary
- Timely Business anticipation to Influence the prospect's specifications in the interest of both client and Customer and adoption of Find Plan process systematically
- Identify financing solutions with Finance
- Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region's business plans.
- Systematically keep Region's Management, Product Lines and Sales & Marketing informed on evolution of opportunities & Competitor positioning through timely, accurate and periodic update of data in the CRM tool (wall.C)
- Assume ownership of the prospective customer account in CRM
- Give inputs to the Tender strategy and Tender team
- Ensure careful preparation/smooth hand over to Tender Leaders and continuing support as required at tender phase
- Lobby his network continuously until contract signature
- Ensure customer needs, context and voice are taken into account
- Participate to the negotiation phase on an as needed basis
- During tender phase and contract implementation to support Customer Director's activities
- Support Tender Leader in proper handover once the contract is signed
- Order Intake
- Market Share evolution in area of activity
- Growth of opportunities portfolio
- Standardization ratio at RFP
- Accuracy of forecast measured as orders secured vis-à-vis orders forecast at Commercial Carousel
- Good knowledge and connections with Transport clients / customers in the Country/Cluster/Region
- At least 15 years' experience in rail or related business, or project engineering industry.
- High proficiency in organization's products and services.
- Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders
- Competitive Awareness: Gain knowledge of competitors' strengths, weaknesses, and offerings, to be able to defeat competition and convince the customer value
- Planning and Execution: Identify new opportunities and lead a winning team to maximize the value in those opportunities
- Excellent problem solving, critical thinking and decision making
- Proactive and efficient responses to pressing issues and challenges
- Business Acumen
- Aptitude in communicating, public speaking and interpersonal skills
- Global & Cultural Awareness
- Relationship Management
- Excellent leadership qualities
- Resilient and able to deliver operationally in a demanding and changing environment
- Strong ability to convince, influence & persuade
- Good planning and organization skills
- International mind set with good language skills
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Job Detail
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Job IdJD1402448
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationUAE, United Arab Emirates
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EducationNot mentioned