Business Development Director (UAE)

Overview

About the Role

• This role will be responsible for selling company products, systems and / or services and managing opportunities in all stages of the sales pipeline.
• Must effectively prospect, qualify, propose, capture, negotiate and close sales with customers.
• Also responsible for providing marketing intelligence and developing sales plans, business plans, and product development plans; communicating and executing winning market plans and capture strategies.
• Ability to perform competitive assessments, identify attractive solution positions.
• Conducts sales presentations and marketing activities including participation in tradeshows, conferences and product demonstrations.
• Provides updates to senior sales/operations staff concerning account concerns, financial status, etc.
• Reporting to the Territory Director – METI, you will be part of a highly collaborative in-country team focused on expanding the market domination L3Harris’ WESCAM MX series of precision optical sensors and targeting systems in UAE and ME region.
• This is a high-profile and high-visibility role that will be responsible for driving the growth in one of our most rapidly expanding markets.
• The L3Harris WESCAM International Business Development (BD) team consists of four territories globally, each with a team of Business Development Directors that form their Regional BD Team.
• The METI Territory team currently has 3 Business Development (BD) Directors located across the Middle East - as well as supporting staff.
• That core team is ably supported by a network of local consultants, distributors, representatives and agents operating on our behalf.
• You will be joining a dynamic, high tempo and agile team who enjoy a high degree of success enabled by a superb product line and a lot of hard work. **Primary Responsibilities:**
• Meet or exceed annual sales targets as part of the International team by directing activities in the field to achieve territorial sales goals in line with company growth plans.
• Generate and increase a robust pipeline of sales opportunities in allocated Territories
• Responsible for capturing customer requirements to influence L3HARRIS WESCAM design solutions and successfully selling MX, CMX and MatriX solutions to customers in all domains (Air, Land and Maritime)
• Promote current product capability, as well as recommending the development of products or product enhancements expected to result in profitable business growth.
• Serve as the customer expert and capture / pursuit leader for business pursuits.
• Responsible for developing strategy in all domains (Air, Land and Maritime) for key pursuits and managing the hand-off of business opportunities to the operational unit.
• Coordinate with out-of-Territory Sales Directors who’s OEMs may be pursuing opportunities within the Territory.
• Shape and develop offset strategies and support current offset programs implementation
• Stay engaged with and communicate with Program Managers and In Service Account Managers (ISAMs) as they direct the execution of existing business to ensure we "keep it sold" and position ourselves for follow-on business with existing customer
• Expected to spend significant time outside of the office or on the phone networking and meeting with customers, as soon as practically feasible.
• Travel – up to 50% of the time, as soon as practically feasible.

Required Capabilities

• Highly developed professional communication skills; fluent in English and Arabic languages
• Demonstrated networking capabilities among various customer communities e.g. users and acquisition officials / leads in MODs, MOIs, Law Enforcement organizations; Military OEMs
• Ability to naturally develop long-term, trusted-advisor relationships with a combination of technical, market and platform acuity. Further possess the ability to identify and successfully cultivate these relationships remotely and in-person when practically feasible.
• Intimate knowledge of the regional customer base, the key stakeholders and the optimum route to market.
• Preference to work in a team environment and be a collaborative team player
• Demonstrated understanding of key sensor technology and application of this technology
• Energetic, enthusiastic and forward leaning disposition
• A polished, confident presenter with an outgoing personality and comfortable with senior customers.

Desired Education and Experiences

• Requires mastery level knowledge within a specific technical area or multiple job areas.
• Viewed as an expert and / or resource within the field by peers in and outside the organization.
• Bachelor’s Degree and 9 years of prior relevant experience.
• + Graduate Degree and 7 years of prior related experience.
• + In lieu of a degree, 13 years of prior related experience.
• Recent and relevant experience of successful selling in the National Security, Military or Intelligence domains across any of the Air, Land and Maritime domains.
• Military or Security Sales experience ideally with a large OEM
• Proven record of major Military or security sales
• Knowledge of the ME defense ecosystem (MODs, MOIs, Major OEMs)
• Business experience outside ME region would be considered an asset
• Offset Program process knowledge – proven and approved offset record would be considered an asset
• Previous Military experience would be considered an asset