Senior Business Development Manager

3 weeks ago

Borough District of Wexford, Ireland Element Materials Technology Ltd. Full time
Overview

Element has an opportunity for a Senior Business Development Manager - UAE. The Senior BDM - UAE is an enterprise seller assigned with some of the highest accounts by sector and manages the UAE Sales Team.

In this role you will be responsible for pursuing sales opportunities to sell the full breadth of Element services within specified accounts to meet their assigned budget.

You will manage departmental Business Development Managers within their specified territory with any activities needed to successfully deliver the projected targets. The ideal candidate will demonstrate managerial courage, be action-oriented, customer-focused, and have an entrepreneurial drive.

This position will be based in Dubai, UAE.

Responsibilities
  • Work seamlessly with Sales Director, Lab General Manager, and Laboratory Managers on all aspects of selling and business development as required.
  • Grow Element’s market presence by identifying and exploiting new opportunities through service extensions and leveraging the capabilities for the wider Element Group.
  • Develop, maintain, and evolve laboratory sales plans aligned to budget attainment.
  • Capable of conducting sales review meetings covering quotation reviews, Account Development, New Accounts, Pipeline Management, and Forecasting projections.
  • Mentor and further develop the team to drive best practice and a culture of commercial excellence.
  • Achieve rollup sales goals through effective coaching and managing of direct reports.
  • Drive proactive, positive enterprise sales approach through the commercial organization.
  • Establish and proactively maintain a strong professional relationship with key decision-makers and influencers within assigned accounts.
  • Expand business with dormant and existing accounts; prospects and develop new potential accounts.
  • Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element.
  • Achieve sales goals by converting, retaining, and penetrating accounts.
  • Manage relationships and utilize technical support to assist in Sales.
  • Provide appropriate communications to all levels of sales and business development personnel within assigned sector.
  • Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings, and visiting work areas and interacting with employees.
  • Represent the company at industry association meetings to promote company and services offered.
  • Lead access and persuasion steps in the sales process, including qualifying, relationship building, needs evaluation, solution development/presentation, and closing.
  • Identify full customer test needs to uncover additional opportunities within accounts across Element.
  • Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities.
  • Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities.
  • Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, and employee handbook.
  • Ensure adherence to all applicable laws pertaining to safety, environment, and corporate governance.
Skills / Qualifications
  • Bachelors of Science in Environmental or Chemistry preferred but other four-year degree will be considered.
  • Prior Testing (TIC) experience a plus.
  • Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications.
  • Ability to write routine reports and correspondence and speak effectively before groups of customers or employees of the organization.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, and margins.
  • Ability to solve practical customer problems and interpret a variety of instructions, data, and details furnished in written, oral, diagram, or schedule form.
  • Well-developed oral and written communication skills to meet a variety of communication needs.
  • Good interpersonal skills that foster open upward and downward communication built on mutual respect.
  • Ability to interface with clients, win new work, and determine their requirements; helps develop proposals including cost estimates, work plan, and terms and conditions.
  • Must have valid Driver’s License, with an acceptable driving record under Element’s policy.
  • Experience in interpreting testing procedures and requirements.
  • Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel).
  • Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers, and within the company.
  • Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities.
  • Ability to travel up to 75% of the time; some overnight travel may be required.
  • Manages a sales team which can consist of Business Development Managers, Business Development Associates, and Quotation Management Team.
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