Business Development Manager

Job description / Role

Job Profile

Main Purpose of the Job:
To accelerate the growth and development of our operations in the Kingdom of Saudi Arabia, there is a requirement for a Business Development Manager to join our Middle East business, becoming a strategic addition to the Unit management team. The role will be challenging and rewarding equally, presenting excellent opportunities to contribute to the organisation's success through the development of new business opportunities and expanding our presence in line with the Unit's strategic growth plans.

The Business Development Manager will proactively contribute strategic guidance and direction for the positioning of Mott MacDonald in Saudi Arabia and co-ordinate the business development interests in that country. A pivotal role within the organisation, the position will utilise a full range of commercial and business competencies, presenting an excellent platform to enhance a long-term career in Mott MacDonald.

Job Description

Strategic Planning

- Responsible for driving the development and implementation of the strategic business plan: both 5 year and annual Enabling:
- Territory positioning through development and implementation of a market penetration strategy aligned with the Unit Sector Leader's strategic plans
- Management of Agents and Advisors arrangements, ensuring value added strategic relationships
- Identify and develop opportunities for partnering and Joint Ventures
- Providing oversight, guidance and direction in business development (BD) investments and acquisitions.

Performance, Governance and Reporting

- Build a strong BD community, through regular liaison with Unit Sector Leaders, Platinum Account leaders
- Drive consistency, accuracy and full use of internal prospect tracker and CRM databases
- Establish and agree gross and net revenue sales targets, measure and interpret performance against targets by Sector, report on a monthly basis
- Maintain visible major bid 'diary' and drive consistent application of prospect and bid planning and stage-gate review process
- Provide direct support and direction on major prospects, assisting in the development of robust capture strategies
- Establish effective sales culture and continuous improvement in all development aspects across the region
- Champion the 'WIN' process elements of business improvement programme

Customer and Partner Relationship Management (CRM)

- Establish CRM plans for KSA clients
- Monitor CRM activity for major clients in each Sector in KSA
Profile, Marketing, Communications and Development Support:
- Create a knowledge sharing platform to enable the exchange intelligence and market knowledge across the Unit and Group

Maintain, Refine and Improve

- Regional marketing material
- Relevant pages on SharePoint and website
- Quality assure all external communications - fliers, brochures, business cards, press releases etc.
- Promote the Mott MacDonald brand through:
- Publications, media and social media
- Participative attendance at events and conferences - direct or in support
- Involvement or facilitating involvement, with business and professional groups - Economist Corporate Network, ICE etc

Requirements

Candidate Specification

Essential Candidate Requirements

- Demonstrated track record of market development in Saudi Arabia
- Demonstrates a high level of ability to work collaboratively; communicating, building relationships and influencing effectively across teams
- An ability to translate an understanding of the business cultures in the countries and sectors across the business into compelling strategies and winning bids
- Commercial understanding with the ability to balance both the threat and opportunity sides of risk Is able to plan the future development of the business and co-ordinate development activities
- Market focused, demonstrating advanced awareness of developments and opportunities locally, regionally and internationally
- Plans and thinks strategically about seeking and developing new markets and devising strategies to pursue these markets
- Demonstrates an ability to support, promote and manage change in a positive manner
- Leads by example in promoting customer satisfaction and repeat business, and planning winning tenders
- Monitors trends and spots strategic issues and opportunities
- Constructively deals with conflicts and issues that hinder organisational achievements
- Being able to assess situations in the context of the full business ecosystem
- Continuously looking for innovations and improvements to manage workload and accomplish deliverables across individuals, teams and projects
- Using leadership skills to build and nurture relationships and also creating effective working environments
- Able to manage multiple teams with diverse backgrounds on geographically and culturally diverse teams
- In Mott MacDonald, we have a strong policy ethical behaviour and expect the highest standards of ethical practice. These are at the core of our corporate values hence do not engage in any aspects of bribery or corrupt practice. As such, we expect staff must always act:

- Professionally
- With integrity
- With due skill, care and diligence
- In good faith, and
- In compliance with all applicable laws

- Adopting an adaptive mindset and using strategic and critical thinking to approach problems in a new way
- Ability to deal efficiently with priorities and manage time appropriately
- Advanced level proficiency with all MS Office products, including: Outlook; Word; Excel; and PowerPoint
- A dedicated team player with strong interpersonal and communication skills, both oral and written
- Ability to effectively communicate at all levels including external stakeholders
- Ensure MacDonald HSE policies are at the forefront of all activities
- Adopting a proactive approach towards complex tasks and overall delivery
- Sound knowledge of professional and international standards

The following skills would be highly desirable

- Experience of coordinating strategically important bids
- Experience of business plan delivery
- Track record of success in selling and building an effective sales function

We thank you for your interest in this position and would like to inform you candidates selected for an interview will be contacted.

About the Company

The Mott MacDonald Group is a diverse management, engineering and development consultancy delivering solutions for public and private clients world-wide.

Mott MacDonald's uniquely diverse 1 billion global consultancy works across 12 core business areas.

As one of the world's largest employee-owned companies with over 14,000 staff, we have principal offices in nearly 50 countries and projects in 140.