Business Development Manager – Consulting and Advisory Services

About the Role

The Energy & Environment and Industrial sectors business units are seeking a Business Development Manager / Account Manager (BDM / AM) to provide support to the Commercial Leader for the MENA region in generating demand and awareness of our products and services across their portfolio of clients, as well as in acquiring new clients for our services. The BDM / AM will also become part of the Global Account Team for some of our most important clients in the Energy & Environment and Industrial practices; private and public companies and family groups based in the UAE, Qatar, Oman, Kuwait and other Middle Eastern countries.

Role responsibilities

Open doors with Energy, Environment and Industrial sector accounts through cold calls, emails, social media, networking events / conferences and introduce F&S solutions through a consultative sales approach

To generate qualified sales leads / opportunities for the Energy, Industrial, Water and Environment business unit and achieve all specified key performance indicators (quarterly, annual targets across specified services)

Conduct a range of new business development initiatives and deliver qualified sales leads

Proactively forge relationships with potential Client organizations, to gain a deeper understand of potential business needs.

Strengthen the Frost & Sullivan brand with defined client organisations and within the Energy, Industrial, Water and Environment sectors

Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities

Profile prospective clients, and leverage identified needs towards creating impactful proposals / value propositions

Required Competencies

Excellent verbal and written communication style, with a creative and innovative flair

The ability to generate sales lead/opportunities via a proactive approach, using various modes (social media, industry/ event networking, tele-calling, email campaigns etc.)

Report accurate sales activity metrics when required, following adaptations of the typical SPANCO approach

Able to work autonomously in-line with the achievement of specific individual lead generation targets and KPIs

Ability to develop strong internal and external working relationships

Strong organisation skills and the ability to create high level meetings leveraging support from the consulting and advisory team

The ability to create demand and awareness of the Frost & Sullivan brand and services

High influencing skills, with a confident, proactive and methodical approach

Ability to interact with equal ease and flair, across different experience levels including CxO level, and ranging across different personality styles and job profiles

Engineering / Marketing / Management degree will be a success enabler for this role

Experience Required

First and foremost – a love for selling and a passion to build and nurture professional relationships – if this doesn’t describe you, this role isn’t for you

Proven business to business (B2B) sales/ business development experience, preferably in the field of services

Proven experience of proactive/direct external client contact and exposure to a professional / fast paced business environment; Desirable – past experience in selling research, consulting and advisory services

Previous experience in gathering business relevant information and generating client interest through multiple means

Demonstrable experience in consultative selling and an understanding of B2B service sales process/structure

Demonstrates experience of working in the ME region and is well connected and networked in the industry

Qualifications

Proven track record in sales, especially in the GCC region

Prior experience in selling into Energy, Industrial, Water and Environment Industry

MBA desirable but not essential

Bilingual English / Arabic ideal but not essential

Engineering / Marketing / Management degree will be a success enabler for this role

Job Location:

Dubai (United Arab Emirates)

What will make you succeed at Frost & Sullivan?..

You need to be-

Wildly curious and entrepreneurial

Committed to customer success

A self-starter invested in your future

A persuasive communicator

Deeply Analytical

Excited about Disruptive Trends

Benefits

A friendly work environment with an ‘open door’ policy

A strong career path with growth opportunities.

Be part of a global team that strives for excellence, and fosters an Olympic spirit

Feed your intellectual curiosity by collaborating across all levels of the company across the globe

Global Recognition - President’s Club & Chairman’s Club Awards

Continuous learning and coaching

Flexible work policy

About Frost & Sullivan

Frost & Sullivan, the Transformational Growth Journey Company, has spent more than 60 years partnering with clients to develop transformational growth strategies by focusing on innovation and growth opportunities driven by disruptive technologies, mega trends, emerging markets and new business models. Today, more than ever before, companies must innovate, not only to survive, but thrive in the future. Our Growth Pipeline Management (GPM) system supports clients by identifying and evaluating new growth opportunities and serves as the foundation for continuous growth. This is your opportunity to be part of a revolutionary global team that truly inspires positive global changes by innovating to zero.  Learn more about Frost & Sullivan at www.frost.com

Frost & Sullivan is committed to a work environment free of all forms of discrimination.  Frost & Sullivan recruits and hires without regard to race, color, religion, gender, marital status, age, disability, national origin, veteran status, or sexual orientation