18 Oct
Middle East Executive
Dubai
The Role
Strategic and financial 1. In line with organizational strategic objectives, create a Business Development strategy including future plans, account planning, operating model, targets, capability building, bid management and PreSales activities 1. Identify market potential and target customer segments as per the signed-off business development plan 3. Drive win-loss analysis to enable improvements in bid management and ensure higher conversion ratios 4. Play an integral role in key new business pitches and effective on-boarding of new clients 5. Lead client visits and client workshops to enable sharp identification of needs and sources of differentiation, while generating positive recall for THE COMPANY. 6.
Review pursuit plan and business pipeline with leadership to ensure target achievement 7. Evaluate new and on-going client/ opportunity acquisition costs and delivery costs; work out options for increased margins/ reduced costs by collaborating across service offering 8. Create/review partner ecosystem model to enhance eligibility and drive differentiation globally across focus countries/domains/functions for tendering requirements Stakeholder 9. Create an opportunity pipeline by connecting with businesses, local government, ministries across the globe to communicate THE COMPANY.’s value proposition on outsourcing 10. Create/ update the stakeholder network and build multi-level connects; Create awareness about THE COMPANY. and build relationships with businesses/ ministries 11. Evangelize THE COMPANY. solutions in relevant global forums to enable strong brand recall 12. Maintain and expand relationships with key/ all customers 13. Actively engage with prospective clients to help sales penetration in the market/domain/function 14.
Tap opportunity areas across existing and potential accounts where THE COMPANY. services offerings and solutions can be positioned 15. Nurture multi-functional partnerships across geographies to provide a differential value proposition to the client 16. Guide the PreSales team to collate data for periodic updates and provide visibility on pipeline, ongoing pursuit responses, status, etc. 17. Handle any major client issues or escalations given the relationship built with clients 18. Assist the senior leadership and functions across regions in taking appropriate decisions on account strategy 19. Collaborate with the operations teams in assigned geographies to create a market penetration plan for target markets/domains/functions 20.
Establish and maintain connects with key government officials and businesses in the target markets to sense early opportunities 21. Assist the leadership in pricing / commercial decisions regarding bid response 22. Update the leadership on compete intelligence and latest developments in the market (on technology, trends on ministries) Operational 23. Manage overall budgets for the BD team through periodic reviews to achieve cost optimization, profitability and utilization 24. Define a framework for effective management of pursuit - to enable effective bid opportunity assessment, qualification, developing bid response strategy and proposal development 25. Drive the creation of differentiated bid response collaterals such as technical demos, about the organization and its competitive advantage, case studies, etc. 26.
Guide the team to create winning proposals for bids/ large deals that are strategically important for THE COMPANY. 27. Drive the team to adhere to the risk management and financial and business compliance framework of THE COMPANY. 28. Drive teams for faster turnaround time, effective and differential bid response to enable BDteam to win deals 29. Drive analysis of customer satisfaction results and take necessary steps in collaboration with operations team to enhance customer experience 30. Forecast market trends and drive the team to adopt new solutions / strategy / interventions for create impactful bid responses 31. Lead win-loss reviews and coordination of knowledge management activities for the team People 32.
Conduct review of regional BD teams - in terms of objective setting and follow up on the targets 33. Ensure timely adoption of new solutions/strategy/interventions for better bid management, by the team 34. Drive a self-directed and high-performance culture in the team 35. Role-model highest standards of professional conduct, ethics, integrity in execution of all assigned activities 36. Drive a culture of continuous improvement, learning and active talent engagement 37. Build a strong leadership pipeline through hiring, internal movements, succession planning, talent reviews etc.
**Requirements**:
1. 15+ years of strong sales/ relationship management/ account management experience in the service industry 2.
Strong track record of solution selling based on business value principles 3. Prior experience of having worked in geographies across the globe 4. Business Development/ Sales experience of having translated opportunity
▶️ Global Head of Business Development
🖊️ Middle East Executive
📍 Dubai