Head of Business Development (ME, Africa & CIS)

Dubai, United Arab Emirates

Job ID: 340923000028060383  |  Industry: Oil & Gas  |  Posted Date: 28-06-2020

Sector: Fire Fighting Equipment and Systems Manufacturing - Oil & Gas

Our client is a leading manufacturer of Fire Fighting Equipment and systems with a focus on provide equipment and solutions to Oil and Gas companies. They are looking to recruit a Head of Business Development to be based in Dubai and will be responsible for growing sales with the region of Middle East, Africa, & CIS Market.

Candidate Requirements:
Candidate must be an Electrical / Electronic / Instrumentation Engineer with MBA
- Candidate must have experienced of min 20 years of selling Equipment OR Project Sales to Government OIL & Gas, Ports, Shipping in Middle East, Africa & CIS Countries. (We may prefer the person who has experienced in selling Fire Fighting Equipment & Systems). 

Key Responsibilities:

Planning/ Strategy
- Established office with all formality for registration

- Establish presence in the market and generate strong sales in the region
- Develop a detailed sales plan along with targets by products, industry etc for Middle East, Africa & CIS Market
- Fix Sales targets for Middle East, Africa & CIS as a whole and also to individual sales managers by product and industry
- Obtain registrations and product approvals from target clients in the countries. Obtain approvals in at least 15 customers in Middle East, Africa & CIS region including leading names such as ENOC, DEWA, ADNOC GROUP, KOC, KNPC, PDO, Qatar gas, SOCAR, Azerbaizan with in next 8 months
- Recommend new products to be promoted based on customer feedback and industry trends
- Develop strong sales pitch/ presentations/ product videos for company and products for Middle East, Africa & CIS markets
- Attend and participate in exhibitions, seminars and other events
- Identify and appoint local distributors as necessary

Sales Generation

- Arrange company & product presentation to the clients
- Ensure USP of our product included in the tender specification and also design PQC to get ourselves qualify in the tender also which will minimize competition.

- Shortlist tenders which qualify for further action and communicate to India sales team
- Coordinate submission of tenders and sales proposals with sales team. Ensure there are no tenders either not submitted or submitted late.
- Prepare detailed sales visit plan for self and other BDMs
- Ensure customer visits as per plan prepared
-Generate sales leads with a clearly set target needed to achieve the overall sales target
- Convert leads into orders through strong follow up with the client
- Achieve sales target.

Customer Relationships

- Develop strong relationship with customers enhancing customer satisfaction and company’s reputation
- Regularly meet customers and gain a clear understanding of their future needs. Minimum 12 meetings to be done every month with major customers
- Demonstrate products to customers by bringing them for live demonstrations
- Collect feedback from customers on a regular basis to ensure they are satisfied and pass the feedback to the team


Execution and Collection

- Coordinate with operations team to ensure orders are being executed in time

- Ensure all collections are received in time within the credit period. Coordinate with India team to follow up for dues right from billing till collection. Ensure 95% of collections are done within due date. Ensure there is “Zero” bad debt.

Team Building

- Recruit the right talent with management approval and build a strong local team

- Train sales staff on how to impress customers and get them emotionally attached to our company
- Conduct regular team meetings internally
- Cultivate conducive working atmosphere and maintain a engaged and motivated workforce


- Conduct regular sales review with management

- Conduct regular review meetings with the team
- Participate in order kick-off meetings


- Monitor BDMs’ activities & visit reports and provide guidance on further action
- Record of tenders won-loss needs to be maintained
- Provide MIS
- Weekly Sales visit report
- Weekly report on status on enquiries
- Status on various registrations
- Sales target vs actuals
- Win-loss analysis
- Ensure all expenses are within approved budget. Seek approvals for additional budget


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