Senior Business Development Manager

• Position
  

Senior Business Development Manager

• Office / Department
  

Dubai & Abu Dhabi – B&I UAE

• Reporting to
  

Sales Manager UAE - B&I

• Key Working Relationship
• B&I Sales Team UAE
• Technical and Operations teams
• Key consultants and Developers across the region
• Minimum Required Qualifications
  
  

• Specialty
  

Business Development – PMC & QAQC Contracts

• Education
  

Degree in Engineering

• Training
  

Business Development / Key Account Management

• Technical knowledge
  

PMC and QAQC contracting landscape in the UAE; deep, established network among developers and consultants; regional market intelligence

• Experience
  

10+ years in the UAE market, with a proven track record of closing PMC contracts

• Responsibilities / Authorities / Accountabilities

• Primary Functions
• Leverage an established, deep network of UAE developers and consultants to secure PMC and QAQC contracts
• Own and deliver a personal target of closing at least 2-3 PMC contracts per year in the region
• Identify, qualify and develop new business opportunities within target consultancy and developer accounts, with direct, measurable impact on sales
• Manage and maintain the opportunity pipeline, ensuring visibility of forecasted revenue
• Lead pursuit and proposal strategy for PMC/QAQC opportunities, working closely with the Sales Manager, Bid Manager and Proposal Team
• Manage forecasting and business development pipeline on Salesforce
• Work cross-functionally with Technical and Operations teams to shape competitive, deliverable offers
• Support account planning and growth strategy for key consultancy and developer accounts
  
  

• Technical Expertise
• Deep, well-established network among UAE developers and consultancies, built over a senior-level career in the market
• Proven track record of personally closing PMC and consultancy contracts in the region (2-3 per year)
• Skilled in opportunity qualification, pipeline management and pursuit strategy
• Commercially minded, with a demonstrated direct impact on sales and revenue growth
  
  

• Business Requirements
• Salesforce CRM
• Established network and relationships with consultants and clients across the region
• Strong MS Office skills
  
  

• Self Management
• Entrepreneurial mindset, comfortable thinking outside the box to unlock new opportunities
• Strong ownership mindset and accountability for pipeline, forecast and contract-closing targets
• High resilience and ability to work under pressure to meet targets
• Clear communication and stakeholder management
  
  

• Customer Focus
• Build and maintain strong relationships with key consultants and clients in the region
• Represent Bureau Veritas professionally in client and consultant engagements
  
  

• HSE Requirements
• Performance Monitoring
  
  

• Continual Development
• Keep up to date with PMC/QC market trends and competitor activity
• Pursue relevant business development / sales certifications
  
  

• KPI's
• PMC contracts closed per year (target: 2-3)
• Pipeline value and forecast accuracy
• Revenue growth from target consultancy/developer accounts
• Win rate on pursued opportunities
  
  

• Monitored By
  

Sales Manager UAE - B&I