Business Development Manager – MENEA

JOB TITLE:* Business Development Manager - MENEA
DEPARTMENT: Industrial & Mining
REPORTING TO: Commercial Director Industrial & Mining MEA
REGION: MEA
LOCATION : Riyadh, Saudi Arabia
ADDITIONAL INFO: Travelling Required
PURPOSE OF POSITION
The primary objective is to drive profitable growth of GVR's products and
solutions in line with the accelerated growth strategy within the MENEA
region.
KEY RESPONSIBILITIES
Profitable growth within the MENEA region will be achieved through:
Sales Strategy
* Collaborating with commercial leaders to establish and execute on the sales strategy for the region
* Working closely with the marketing team to understand macro and micro market dynamics, market size, segmentation, our share and competitive share
* Develop specific sales plans to ensure growth both long and short-term.
* Forecasting annual, quarterly and monthly sales targets and meeting growth objectives
Funnel Management
* Accelerating growth by proactively creating, managing and driving opportunities through the funnel
* Engaging cross - functionally to contribute to a healthy funnel
Value Selling and Pricing
* Understanding target customers, their buying processes, and key motivations to help optimize our sales approach
* Working with marketing to build and communicate unique value propositions
* Understanding our solutions differentiation to effectively position and sell against competitive offerings
* Understanding the value that our products create for customers and help shift the conversation from price to value, leveraging data.
Key Account Management
* Driving growth of strategic accounts
Customer Service
* Developing and maintaining relationships with customers, regulators, market participants and business partners
* Managing regional orders meticulously through strong collaboration with globally placed manufacturing facilities
* Coordinating customer product training
* Ensuring overall customer satisfaction throughout the buying journey, by coordinating the right level of support from marketing, engineering, operations, global manufacturing facilities, and after sales support.
Technical and Commercial knowledge
* Continuously expanding knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering
* Staying current with developments in the industrial & mining industries, both locally and globally, to be a great subject matter expert for customers and the business.
* Educating sales teams with presentations of strategies, seminars and regular meetings
DELAGATION OF AUTHORITY
As per Board-approved DOA and as necessary for functions outside the DOA. As
delegated by the Managing Director, when necessary.
POSITION RELATIONSHIPS
Internal
* Channel Management
* Product/Marketing
* KAM & Sales (Global/local)
* Finance (global/local)
* IS Analytics
* GVR Manufacturing Facilitates
* Legal
* Engineering
* Operations
* Centre of Excellence
External
* Regulatory bodies
* Industry bodies
* Competitors
* Business Partners
* Mining clients
MEASURES OF PERFORMANCE (INDICATORS)
Leading Indicators
Core Growth
* Deliver Funnel growth - ‎3 months ‎3+ y X of sales target
* Deliver target Funnel Add per week
* Time taken to grown opportunity from 'opportunity' to 'order
Quality
* Forecast Accuracy
* Proposals submitted
* Customer Engagement
Lagging Indicators
Core Growth
* Increase in I&M core growth from x% to y%
Quality
* VOC
* Win rate of large tenders
PERSONAL QUALIFICATIONS & EXPERIENCE
Education/ Achievements:
* Business Degree/Diploma
* Business degree with strong technical experience/ Engineering degree (Preferred)
Experience/Knowledge:
* At least ‎5 years of Sales/BDM and or Marketing experience
* Thorough knowledge of MENEA market
* Proven success in solution environment
* Market development experience
* Strategic/tactical planning and execution
Preferred:
* MENEA technical sales experience with a multinational company
* Experience in industrial and mining
Specific Skills:
Negotiation skills
* Great at navigating customer negotiations, considering both short term and long-term implications, and landing deals that are win/win for the customer and the business
Presentation skills
* Comfortable presenting in front of customer groups with diverse backgrounds (commercial, technical, senior executive)
Analytical skills*
* Comfortable consuming customer, market, and business data to derive insights useful in driving business growth and solving business problems
Preferred:
* Results orientated
* Drives innovation and growth
* Customer oriented
* Solution sales
* Self-motivated and great interpersonal skills

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS
Customer Driven
* Gains insight into customer needs.
* Identifies opportunities that benefit the customer.
* Builds and delivers solution that meet customer expectation.
* Establishes and maintains effective customer relationships.
Collaborative
* Works cooperatively with others across the organization to achieve shared objectives.
* Represents own interest while being fair to others and their areas.
* Partners with others to get work done.
* Credits others for their contributions and accomplishments.
* Gains trust and support of others.
Inclusive
* Seeks to understand different perspectives and cultures.
* Contributes to a work climate where differences are valued and supported.
* Applies others' diverse experiences, styles, backgrounds, and perspectives to get results.
* Is sensitive to cultural norms, expectations, and ways or communicating.
Accountable
* Follows through on commitments and makes sure others do the same.
* Acts with a clear sense of ownership.
* Takes personal responsibility for decisions, actions and failures.
* Establishes clear responsibilities and processes for monitoring work and measuring results.
* Designs feedback loops into work.
Champions VBS
* Identifies and creates the processes necessary to get work done.
* Separates and combines activities into efficient workflow.
* Seeks ways to improve processes, from small tweaks to complete reengineering.
* Is a simplifier, focused on cutting through complexity?
* Prioritizes to the critical few - focuses on what matters most.
Self-Aware
* Reflects on activities and impact on others.
* Proactively seeks feedback about shortcomings.
* Admits mistakes and gains insight from experiences.
* Knows strengths, weaknesses, opportunities, and limits.
Pioneering
* Comes up with useful ideas that are new, better, or unique.
* Introduces new ways of looking at problems.
* Can take a creative idea and put it into practice.
* Encourages diverse thinking to promote and nurture innovation.
* Anticipates and adopts innovative digital and technology applications.
Agile
* Learns quickly when facing new situations.
* Experiments to find new solutions.
* Takes on the challenge of unfamiliar tasks.
* Extracts lessons learned from failure and mistakes.
* Bounces back from setbacks and failure.
About Us
Gilbarco Veeder-Root represents the leading brands of solutions and
technologies that provide convenience, control, and environmental integrity
for retail fueling and adjacent markets. In ‎2002, the Gilbarco and Veeder-Root
companies combined into one marketing brand, with distinctive and
complementary business lines, services, and sales capabilities. Veeder-Root is
the world's leading supplier of automatic tank gauging and fuel management
systems and one of the few companies in the industry to design, manufacture
and service its own products; supplying and integrating the broadest range of
new and proven technologies to reduce cost of ownership, enhance environmental
integrity, and improve performance and profitability for petroleum marketers
and commercial fueling enterprises worldwide.
Vontier Corporation View
Vontier is a $3B global industrial technology company focused on smarter
transportation and mobility. Our five operating companies--Gilbarco Veeder-
Root, Global Traffic Technologies, Teletrac Navman, Matco Tools, and Hennessy
Industries--are united by a powerful purpose: mobilizing the future to create
a better world. Our portfolio of trusted brands includes market-leading
expertise in mobility technologies, retail and commercial fueling, fleet
management, telematics, vehicle diagnostics and repair, and smart cities.
Vontier's pioneering solutions advance safety, security, efficiency, and
environmental compliance worldwide.
Energized by our shared purpose and values, we have a strong culture shaped by
a deep organization-wide commitment to inclusion, diversity, and equity (ID&E)
and corporate responsibility. Eight vibrant global employee resource groups
serve as powerful focal points for connection, community, and advocacy, and we
actively support community causes through Vontier Cares. We offer flexible
remote and in-person, open-space work options.
The Vontier Business System (VBS), our engine for success and our competitive
advantage, powers every aspect of our business performance through a
continuous improvement mindset. As we look to the future, we will continue to
evolve VBS to prepare our teams for new challenges and opportunities, and to
stay on the forefront of changing technologies through fast iteration and
focused experimentation. To learn more about us visit: www.vontier.com