Business Development Manager - CMN (Chem, Petrochem, Food)

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.
For more information, please visit: http://www.frost.com.
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.
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.
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
‎2
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.
* Generate sales lead/opportunities via a proactive approach, using various modes (social
media, industry/ event networking, tele-calling, email campaigns etc.).
* 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:
The Ideal Candidate should:
* 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
What we are looking for
* A Graduate degree and preferably an MBA with ‎4-‎8 years of experience in business-tobusiness environment.
* Prior experience in selling into Chemicals & Petrochemicals / Metals & Minerals / Food
sector
* Proven track record of achieving results adopting consultative sales approach in businessto-business service markets following structured sales process, methods, and practices.
* Previous experience of generating new business and nurturing existing and new client
business relationships.
Benefits:
Note:
The above-mentioned responsibilities are neither exhaustive nor conclusive and
the jobholder may
be required to carry out additional duties as required, to support the long-
term development of the
role.