Business Development Manager - MEIA

Business Development Manager - Fire, Explosion, and Overpressure Protection

Business Development Manager - Fire, Explosion, and Overpressure Protection

Geography: Middle East, India and Africa (MEIA)

Base Country: United Arab Emirates, Dubai

Job Summary:
Provides leadership and guidance for all aspects of developing growth
strategies involving products and services. Major areas of focus include
active engagement with key industry contacts, involvement with regulatory
groups, and direct interaction with customers and business unit management to
identify market opportunities, establish strategic plans and lead efforts to
achieve sustainable revenue growth goals. The growth strategies could involve
new geographies, verticals, technologies, channels to market, acquisitions,
and/or strategic partnerships. International and domestic travel required.
Working across multiple time zones required.

Primary Responsibilities:
‎1. Establishes Fike and the Fike team as the go-to partners for trusted,
unbiased industry knowledge.

‎2. Acts as trusted advisor and primary knowledge sharing liaison between
Fike’s Subject Matter Experts (SMEs) and key industry stakeholders such as
Authorities Having Jurisdiction (AHJs), Consultants, EPCs and major Clients.

‎3. Plans and executes Fike-driven strategic knowledge-sharing engagements
pulling in the relevant Fike SMEs and using the most effective platform for
each engagement, including webinars, seminars, tradeshows, roadshows, factory
visits, training sessions, live demos, safety days, project / customer
specific presentations, etc.

‎4. Engages in proactive, year-round, on-the-ground consultants / engineers,
AHJs and key end-users visits and business relationships building.

‎5. Responsible for getting Fike Corporation and the latest Fike technologies,
solutions and services specified with major consultants / engineers and listed
on key vendor lists.

‎6. Provides follow-up efforts on leads generated from advertising, trade
shows, or other market means.

‎9. Prepares and presents a regular funnel review utilizing SFDC to
demonstrate the quality of the funnel, activity plans and command of the
account base.

‎10. Maintains an understanding of all applicable standards and guidelines
(for example: International Standards Organization (ISO) European CEN, ATEX
directive, codes and requirements as they apply to fire and explosion
protection applications, National Fire Protection Association (NFPA) ‎68, ‎69,
‎72, ‎652, ‎654 and other applicable standards/guidelines such as local AHJ
regulations.

‎11. Assists the business unit identify new channels to market.

‎12. Ensures Fike is providing the highest level of “customer first” value in
order to position Fike as the “Trusted Advisor” of choice through the entire
customer experience.

‎13. Collects and reports information on all competitive activity, business
opportunities, sales trends, and results within the assigned market providing
input during business reviews.

‎14. Researches product technology trends, works with Engineering to ensure
Fike technology is meeting current customer needs and develops strategies to
advance Fike’s offerings.

‎15. Provides guidance to Marketing Specialists to develop and execute the
functional and strategic responsibilities of Product Management.

‎16. Develops new business opportunities and launches new market development
programs and market penetration strategies resulting in the realization of new
business.

‎17. Represents and coordinates the participation of Fike in the formation of
regulatory requirements via committees and other organizations.

‎18. Documents and communicates regulatory issues which may impact Fike sales
channels, products or customers.

‎19. Drives necessary actions to ensure continued compliance.

‎20. Supports the development of regional sales activities with the Regional
Sales Managers

‎21. Develops project specifications to assist consulting engineers and OEM’s
to promote Fike technologies and products in upcoming projects.

‎22. Collaborates with the internal stakeholders and executive management to
prioritize strategic initiatives and manages implementation of comprehensive
growth strategies to achieve revenue and profitability goals by establishing
strategic corporate accounts and strategies.

‎24. Investigates and identifies new industries for applications in
conjunction with their related customer potential.

‎25. Identifies and coordinates with the Regional Sales Managers on alliances
and other key account activity for fire, explosion and overpressure
protection.

Performs related duties as assigned. Regular and consistent attendance is
required. This job description has been designed to indicate the general
nature and level of work performed by employees within this classification. It
is not designed to contain or be interpreted as a comprehensive inventory of
all duties, responsibilities and qualifications required of employees assigned
to this job.

Essential Skills:
Strategic Planning. Analytical. Presentation. Research. Project Management.
Critical Thinking. Technical Understanding. Decision Making. Relationship
Building. Leadership. Self-Motivation.

Work Environment:
While performing the duties of this job, the employee is regularly required to
walk, talk, hear, see, sit, and use hands. Must be able to travel regularly
+‎60%.

Job Qualifications:
REQUIRED:
Bachelor’s degree in a technical discipline or an equivalent combination of
education and experience in a technical, sales, or marketing field. Five years
or more of successful previous experience in a similar role, consistently
meeting or exceeding targets. B2B experience in selling complex industrial
products and solutions. Expert knowledge of competitive technology and
commercial activity in major global markets. Experience working with
regulatory agencies, certification organizations, and industry groups. Strong
self-initiative in the development of sales activities. Ability to lead and
influence individuals that are not direct reports. Ability to travel +‎60% of
the time within the assigned territory. Proficient PC skills, especially in
SFDC and Google G-Suite. Fluent in English, both verbal and written, plus one
of the local languages of the assigned territory.

PREFERRED:
Master’s degree in a technical discipline. Experience with end customer, EPC,
OEM and contractor market. Commitment to continuous education through
workshops, seminars, and conferences. High degree of personal organization,
requirement to organize own diary. Able to work professionally without
supervision. Experience selling fire protection, pressure relief and/or
explosion protection, in a specific territory or to specific industries.