FugroEurope
  • Dubai, Dubai, ARE
  • Full Time

JOB FUNCTION

The Business Development Manager is responsible for developing 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. These will include marketing, client liaison, populating and managing the client data base (CRM), and development of new business (new customers, geographical locations etc.).

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

Work closely with the Regional Business Line Manager, reporting on your activities is weekly and monthly. However ability to work independently is crucial in this role, with self-motivated performance key to success. Although reporting directly to the Regional Business Line Manager you will be part of the overall Regional Business Delivery team that operates in the region in various Business Lines of the organization. Success in this role will lead to growth opportunities within Fugro.

 

KEY RESPONSIBILITIES

BUSINESS DEVELOPMENT AND CLIENT RELATIONSHIP MANAGEMENT 

  • Familiarization with the organization, namely Asset Integrity Business Line, but also other Service Lines that tend to overlap. Develop good working relationships with key internal individuals around the region and globally.
  • Work closely with the Regional Business Delivery Manager on strategy and development of regional marketing and promotional activities.
  • Work closely with Regional Commercial Manager on bid strategy and provide support for strategic tenders.
  • Develop a Marketing and Sales Plan for the business line, with a view to increasing business and market share through positioning of the Asset Integrity services, focused relationship management, increase of business opportunities, opposition analysis, presentation of value propositions and input for pricing strategies.
  • Execute Marketing and Sales Plan.
  • To monitor closely and map all regional accounts, opportunities and competition. Maintain this information on the company CRM.
  • Build up, maintain and expand relationship network in key market areas:
    • Research and build relationships with new clients.
    • Identify potential clients, and the decision makers within the client organization.
    • Initiate cold calls.
    • 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 Fugro's business strategy.
  • Present Fugro's services at public speaking opportunities.
  • Work with the Regional Commercial Manager and Tender Team to develop value propositions that speaks to the client's needs, concerns, and objectives.
  • Assist Regional Commercial Manager:
  • 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.

 

QHSSE ACCOUNTABILITES AND RESPONSIBLITIES

  • Ensure that Fugro policies and procedures are understood, implemented and adhered to by all employees.

 

QUALIFICATIONS / SKILLS / EXPERIENCE

  • Minimum B.Sc. or M.Sc. level in engineering/earth science.
  • Minimum of 8 years' experience; project management, client relationship management, engineering, and / or a business development role, preferably in a land (ideally engineering or IT) industry
  • Demonstrable business development and commercial management, and proposal experience and marketing abilities within the engineering, IT or contracting industry
  • Strong personality, goal-minded and proactive approach to team work, 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
  • Proficiency in English language. Preference will be shown for other linguistic ability (Arabic a significant plus)

ROLE SPECIFIC TECHNICAL COMPETENCIES

  • Competent ICT user including MS Word, MS Project, PowerPoint, Excel, Outlook, MS Access
  • Min. 3-5 years project management skills;

 

ROLE SPECIFIC BEHAVIOURAL COMPETENCIES

  • 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 sometimes 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.
FugroEurope
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