Business Development Manager

3 weeks ago

Dubai, United Arab Emirates Learning Tree International Full time

**Purpose**:
Identify, develop and manage Learning Tree’s Enterprise Solutions business within a defined territory of defined GCC countries namely UAE, Kuwait, Qatar, Bahrain and Oman. Achieve revenue, margin & quality targets as defined by the Sales Director.

**Who the role supports**

The Business Development Manager - Middle East supports:
1. The Company, in regard to the development of new business and the management and leadership of a small number of existing clients.

2. The Company, in continuing to develop the Learning Tree brand in the region.

3. The Company, to achieve revenue and gross margin targets.

4. Interaction with and support of the Enterprise Sales Team (where required), Service Delivery Management, Project Management Team, and Finance.

5. Finance to ensure prompt payment of Invoices.

**Who the role interacts with**

Primary day-to-day contacts will be with the following roles:
**Role**

**Nature of Interaction**

Sales Director

Support the strategic growth of the organisation through increased Enterprise engagement within the Middle East region. Grow the solutions and Public Course Schedule revenue through the successful sale of Organisational Development Solutions, Managed Learning Services and multi-year preferred supplier contracts.

Project & Portfolio Management

Work with the Project and Portfolio Management team to deliver large program business to Enterprises; provide the necessary guidance and input to the team to help ensure project success and maximise gross margin objectives.

Service Delivery Management

Work with the Service Delivery Management (SDM) team to deliver onsite solutions and BAU (business as usual) programs; provide the necessary guidance and input to the SDM team to maximise gross margin objectives.

Enterprise Sales Team

Interaction with the Enterprise Sales Team; encourage the sharing of Enterprise information to further develop business opportunity in line with the Company’s business development strategy.

Global Sales Team

Work with colleagues and additional stakeholders across other regions globally to help facilitate international business development.

Marketing

Help inform marketing strategy and objectives; create, lead and manage new initiatives for the industry sectors.

Finance

Ensure that all appropriate documentation is in place at ‘point of sale’ including purchase orders, cost models and invoicing address & details. Invoicing, pricing, credit control and other issue resolution as required.

**Key Accountabilities**
- Revenue and gross margin achievement for the assigned Middle East region
- Penetration of New Logo Accounts
- Create and execute Account Development Plans on spending Accounts

**Primary Responsibilities**
- Sell and promote Learning Tree’s range of strategic services across the assigned Middle East region to include:
- Workforce Development Solutions
- Managed Learning Services
- Multi Year Preferred Supplier Contracts
- Private Team Revenue
- Public Course Schedule
- Development and manage Enterprise development plans
- Identify, lead and manage Enterprise RFP’s
- Identify, prospect and develop new Enterprise business (new or existing Enterprise portfolio)
- Produce highly customer focused proposals and presentations.
- Organise and conduct well qualified meetings with key decision makers as necessary.
- Produce & maintain account plans that set out a strategy for achieving revenue and margin growth.
- Production, presentation and management of sales forecasts.
- Contribute to Learning Tree's quest for continuous improvement of its quality and communications.

**The Individual**
- Minimum five years’ proven sales success preferably within the learning and development or technology industry; solutions and consultative selling experience desirable
- Arabic speaker with experience selling into the region is required
- Enjoys ‘hunting’ for new business in spending Accounts and has the drive and enthusiasm to consistently penetrate new Enterprise organisations.
- Ability to articulate with and lead Enterprise meetings with senior stakeholders in a corporate environment.
- Ability to identify large Transformation projects and demonstrate the value provided by Learning Tree
- Ability to create and deliver compelling presentations and Enterprise pitches.
- Strong written communications skills and ability to write winning proposals and Discussion Documents
- Ability to build and maintain mutually beneficial Enterprise relationships.
- Ability to develop and work to an agreed business plan.

**Key Competencies**
- New business / prospecting mentality
- Target & success driven
- Team oriented
- Flexible approach to working hours as & when required

**Job Types**: Full-time, Contract, Commission
Contract length: 12 months

Pay: AED5,000.00 - AED12,000.00 per month

Application Question(s):

- Do you Reside in UAE?
- Do you Require sponsorship?
- Do you speak, read, write Arabic fluently?

**Education**:

- Bachelor

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