Business Development Leader | KSA

Role Summary

Performance Measures

• Contribute to achieving the annual new fee goals identified in the Middle East business plan.
• Maintain an active pipeline of qualified opportunities in Vantagepoint aligned with regional growth objectives.
• Develop and maintain a defined list of strategic clients within KSA, with clear relationship ownership and engagement plans.
• Maintain accurate and current client, opportunity, and market intelligence information in Vantagepoint.
• Support the development of relationships with clients, partners, consultants, and industry stakeholders.
• Have a “One DLR Group” mentality when pursuing work and encourage cross-sector collaboration when beneficial. A true team player.

Responsibilities

Core Responsibilities

• Work to support the Middle East region’s annual new fee goals.
• Develop and maintain relationships with prospective, active, and past clients within KSA.
• Identify, qualify, and help position opportunities aligned with DLR Group’s strategic sectors and services.
• Gather and maintain client, market, competitor, project, and procurement intelligence to support business development and pursuit decisions.
• Support the development and execution of client account plans and pursuit strategies.
• Maintain up-to-date CRM and pursuit information in Vantagepoint.
• Be familiar with DLR Group’s regional and global portfolio, experts, strategic sectors, target markets, and relevant industry trends.
• Develop relationships with strategic partners, consultants, and industry stakeholders within KSA.
• Represent DLR Group at client meetings, industry events, conferences, and networking functions.
• Fully collaborate with Business Development, Pursuit, Marketing, and Design Leadership teams.
• Perform the role with high integrity and be a great teammate within the Middle East region and across DLR Group.

Minimum Qualifications

• Must be a strong communicator, collaborative, detail oriented, organized, commercially aware, and understand how to truly build and cultivate relationships.
• **Education**
• Bachelor’s Degree Required.
• **Experience**
• Relevant business development, client development, account management experience within the Architecture, Engineering, Design, Planning, or Construction industry.
• Minimum 3 years of experience within a Lead Design Consultant (LDC), multidisciplinary engineering firm, global design firm, architecture practice, or comparable professional services firm within the AEC industry is mandatory.
• Demonstrated experience pursuing and securing opportunities within the Kingdom of Saudi Arabia is required.
• Proven experience developing relationships with developers, government entities, PIF companies, hospitality operators, real estate investors, consultants, contractors, and other industry stakeholders within the KSA market.
• Demonstrated understanding of the design consultancy procurement process, including opportunity identification, client development, prequalification, proposal pursuits, interviews, negotiations, and award processes.
• **Knowledge**
• Sales and Business Development — Knowledge of principles and methods for relationship development, opportunity generation, and professional services business development.
• Client Service — Knowledge of principles and processes for providing exceptional client service and building long-term client relationships.
• Market Intelligence — Knowledge of market research techniques, competitive intelligence gathering, and opportunity assessment.
• Economics and Industry — Knowledge of economic, development, design, real estate, hospitality, and construction industry trends and market drivers.
• **Skills**
• Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Speaking — Talking to others to convey information effectively.
• Negotiation — Bringing others together and trying to reconcile differences.
• Writing — Communicating effectively in writing as appropriate for the needs of the audience.
• Persuasive – Ability to persuade or influence others to think or act in some particular way.
• Building Constructive Relationships – Ability to build positive, constructive, trusting work relationships that contribute to the overall satisfaction of others.
• Self-Motivating – Ability to tap into personal interests, desire and motivators rather than relying on external sources.
• Decisive - Ability to decide what needs to be done and to go ahead and do it.
• Oral Expression — The ability to communicate information and ideas in speaking so others will understand.