Business Development Director

Purpose of the job:

Boost growth and order intake by defining and implementing the Business Development plan for MENAT Cluster; Win new customers and markets, and to sustain market share together with the Countries leaders and in coordination with AMECA Sales & Marketing and Product Lines.

Key accountabilities:

Define and implement Business Development strategy with Middle East MD in line with Region's business plan and Market & Strategy function.

Identify growth opportunities in MENAT and position at early as possible within the acquisition process

Promote products & services (or a specific Product Line) to win business, particularly with potential customers and new products & services.

Compile market intelligence on business trends & needs, and competitors' strategies.

Find access to decision networks engage with them to orientate the decision-making process.

Ensure that Ethics & Compliance rules are applied in business development actions.

Coordinate the MENAT commercial team to support competencies development; good practices sharing; AIM Strategy

In Opportunity Phase:

Develop and implement a complete lobbying action plan including possible partnerships

Develop relationships with potential partners and external bodies such as authorities

Assess potential market, propose strategic actions for business validation, and provide consolidated market overviews including Country Strategic Plans where necessary

Timely Business anticipation to Influence the prospect's specifications in the interest of both client and Customer and adoption of Find Plan process systematically

Identify financing solutions with Finance

Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region's business plans.

Systematically keep Region's Management, Product Lines and Sales & Marketing informed on evolution of opportunities & Competitor positioning through timely, accurate and periodic update of data in the CRM tool (wall.C)

Assume ownership of the prospective customer account in CRM

Give inputs to the Tender strategy and Tender team

Ensure careful preparation/smooth hand over to Tender Leaders and continuing support as required at tender phase

In Tender Phase:

Lobby his network continuously until contract signature

Ensure customer needs, context and voice are taken into account

Participate to the negotiation phase on an as needed basis

During tender phase and contract implementation to support Customer Director's activities

Support Tender Leader in proper handover once the contract is signed

Performance measurements: (OTD, QCD, Sales, PMC, Orders, Gross margin, etc.)

Order Intake

Market Share evolution in area of activity

Growth of opportunities portfolio

Standardization ratio at RFP

Accuracy of forecast measured as orders secured vis-à-vis orders forecast at Commercial Carousel

Education and Mandatory Requirements

Graduate Degree in Engineering or Business field

Master of Business Administration or in Engineering

Good knowledge and connections with Transport clients / customers in the Country/Cluster/Region

At least 15 years' experience in rail or related business, or project engineering industry.

High proficiency in organization's products and services.

Competencies & Skills

Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders

Competitive Awareness: Gain knowledge of competitors' strengths, weaknesses, and offerings, to be able to defeat competition and convince the customer value

Planning and Execution: Identify new opportunities and lead a winning team to maximize the value in those opportunities

Excellent problem solving, critical thinking and decision making

Proactive and efficient responses to pressing issues and challenges

Business Acumen

Aptitude in communicating, public speaking and interpersonal skills

Global & Cultural Awareness

Relationship Management

Excellent leadership qualities

Resilient and able to deliver operationally in a demanding and changing environment

Strong ability to convince, influence & persuade

Good planning and organization skills

International mind set with good language skills

For more information about this position or other international railway opportunities. Please contact Megan Burges on <email address removed>

EWI Recruitment is acting as an Employment Agency in relation to this vacancy.