Business Development Manager

2 weeks ago

Riyadh, Saudi Arabia Frost and Sullivan, Inc. Full time

Overview:
Frost & Sullivan is a leading global growth consulting firm with a team of 1600+ employees in 45 offices worldwide. With over 55 years of consulting experience, and services spread over 12 industry verticals, offering a wide spectrum of research, advisory and consulting services to Fortune 500 companies, regional conglomerates, governmental and non-governmental agencies, and investment community across the world.
Frost & Sullivan leverages its capabilities, global networks and experiences, and vast expanse of proprietary information base, to support clients in visionary innovation growth and to take on global challenges and opportunities while pursuing growth agenda.
Further, our globally dispersed analysts, consultants and industry experts help clients understand the impact of Mega Trends and region-specific developments on client industries, and present a 360° perspective vital to accelerating growth.
Frost & Sullivan in Saudi Arabia is at the centre of Firm’s regional growth plans, as business here is poised for an ambitious pace of growth in pursuit of opportunities in both government and private sectors. We are seeking an experienced and exceptionally talented business development professional to join our Saudi Arabia team. The person is required to network, promote, and sell Frost & Sullivan’s advisory services targeting public and private sector companies in the Chemicals, Metals, Minerals, Fuels, Plastics, Packaging, Food, Advanced Materials value chains, largely in Manufacturing.

**Responsibilities**:
A brief description of the responsibilities this position entails is given below. However, it may not be construed as final, as the incumbent may be required to discharge additional responsibilities.

Job Objectives:

- To generate revenue and consistently achieve on target performance, by developing/maintaining client relationships and positioning Frost & Sullivan’s services & deliverables.
- Strengthen the Frost & Sullivan brand equity within and beyond the core industry sector

Key Responsibilities
- To generate qualified leads, penetrate accounts and build a strong based of account relationships in the Saudi market.
- To develop account relationships with key stake holders at mid and senior management levels.
- Will be responsible for account development and management of dedicated accounts, and be responsible for generating business to meet sales targets.
- Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which Frost & Sullivan operates (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities
- Active lead generation and management of sales pipeline and invoicing and collection accountabilities.

Client Engagement and New Business Development Activity:

- Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.
- Report accurate sales activity metrics when required, following adaptations of the typical SPANCO approach.
- Identify and develop new business opportunities in-line with Frost & Sullivan’s capabilities and services.
- Utilizing a consultative approach, generate new business opportunities from within and beyond the core industry.
- Develop and maintain effective business/partnership relationships with key clients in order to ensure continued business for Frost & Sullivan.
- Build relationship to up-sell and cross-sell.

Account Development and Management:

- Ensure all existing business accounts are contacted and qualified with the aim of further developing client relationships and generating revenue, including identification of additional revenue streams.
- Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs, and to further Company’s business interests with key accounts
- Effective sales pipeline management (generating the required ratio of pipeline opportunities in-line with achieving personal sales target).
- Development of new clients and retain existing customers.

Strategic Focus:

- Develop sales strategy, sales forecasts and business plans for growth.
- Develop and maintain strategic alliances
- New business Growth

Qualifications:

- Have excellent verbal and written communication, with a creative and innovative flair.
- Be bilingual in English and Arabic.
- Have proven ability to generate ‘on target’ personal sales and report accurate sales/pipeline data on a regular basis.
- Have an overall understanding of business development process in consultative selling environment.
- Be able to demonstrate a tenacious, persistent and professional attitude. High influencing skills, with a confident, proactive and methodical approach.
- Proven track record and consistency in delivering results

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