Business Development Manager

Reports To

N/A

At

Success Metrics / Measures

• Increase in new client mandates secured and total revenue generated
• Improved lead-to-conversion ratio through disciplined CRM usage
• Reduction in sales cycle time and improved response SLAs
• Number and quality of proposals delivered
• Accuracy and completeness of Handover Packs to delivery teams
• Mission / Outcome: Build and maintain trusted relationships with C-suite executives, Heads of Compliance, and HR Directors to enhance client loyalty and satisfaction.

Success Metrics / Measures

• Client retention rate and repeat business
• Client satisfaction and feedback scores
• Growth in cross-sell and upsell opportunities
• Positive client referrals and testimonials
• Mission / Outcome: Support leadership in executing market penetration and go-to-market strategies, leveraging insights to strengthen JAP’s competitive positioning and expand market presence.

Success Metrics / Measures

• Number of new market opportunities identified and qualified
• Successful implementation of GTM and cross-sell strategies
• Competitive intelligence reports produced and shared
• Increased visibility and brand recognition within target markets
• Actionable feedback provided to internal teams for continuous improvement

Key Responsibilities

• Proactively identify and target high-value prospects across the UAE and GCC.
• Use CRM and data-driven insights to optimize outreach and conversions.
• Manage full sales lifecycle: prospecting, qualification, discovery, proposal, negotiation, and closure.
• Deliver tailored proposals showcasing JAP’s GRC consulting and Talent Solutions.
• Coordinate with SMEs, Proposal, PMO, Legal, and Finance teams for seamless handover.

Success Indicators

• Achieve or exceed quarterly and annual sales targets.
• Maintain a balanced pipeline.
• Ensure timely and high-quality proposal delivery.
• Attain a high win rate and improved inbound deal conversion.

Key Responsibilities

• Build and sustain strong relationships with C-suite executives, Heads of Compliance, and HR Directors.
• Position JAP as a long-term trusted advisor.
• Ensure post-sale engagement and maintain high client satisfaction.

Success Indicators

• Increased client retention and repeat business.
• Positive client feedback and satisfaction scores.
• Growth in account penetration and cross-sell opportunities.

Key Responsibilities

• Support leadership in defining market penetration and GTM strategies.
• Track competitor movements and regulatory changes to adjust sales strategy.
• Research international firms entering GCC and position JAP as their advisory partner.
• Cross-sell JAP services to increase wallet share.
• Provide market feedback for service improvement.

Success Indicators

• Quarterly delivery of market insights and recommendations.
• Identification of new business opportunities through research.
• Increased share of wallet through cross-selling.
• Enhanced brand positioning and strategic partnerships.

Key Responsibilities

• Develop customized proposals aligned with client needs and JAP capabilities.
• Collaborate with SMEs to ensure accuracy and scope clarity.
• Maintain proposal repository and templates for consistency and quality.

Success Indicators

• Proposals delivered within agreed SLAs.
• Positive internal and client feedback on proposal quality and accuracy.

Key Responsibilities

• Monitor and report on market trends, competitor activities, and regulatory developments.
• Generate actionable insights to guide sales strategy and leadership decisions.
• Maintain accurate CRM data and performance dashboards.

Success Indicators

• Timely submission of market intelligence reports.
• Data-driven improvements in sales and strategies.
• Enhanced forecasting accuracy and strategic alignment.

Core Competencies

• B2B Consultative Selling Expertise – Proven ability to sell consultatively within the GCC region.
• GRC & Compliance Knowledge – Deep understanding of Governance, Risk & Compliance, licensing, and the regional FS regulatory landscape (DFSA, FSRA, VARA, CBUAE, SCA, SAMA, CMA).
• Stakeholder Management – Builds trust and maintains strong relationships with senior stakeholders and clients.
• Hunter Mentality & Ownership – Proactive, persistent, and accountable in managing the full sales cycle.
• Communication & Problem-Solving – Clear, persuasive verbal and written communication; anticipates and resolves challenges effectively.

Role-Specific Competencies

• Strong command of CRM systems (HubSpot preferred) to manage pipeline and client data efficiently.
• High proficiency in proposal development, scoping, objection handling, and deal negotiation.
• Ability to analyze market trends and competitive intelligence to inform sales and GTM strategy.
• Operational discipline to manage multiple deals and deadlines effectively.

Skills and Knowledge

• Analytical & Research Skills – Ability to synthesize complex information and provide actionable insights.
• Leadership & Initiative – Self-starter, able to work independently and drive results.
• Time & Priority Management – Effectively manages multiple priorities under pressure.
• Adaptability & Resilience – Thrives in fast-paced, high-pressure environments while delivering quality outcomes.
• Professional Communication – Interacts effectively at all organizational levels, ensuring clarity and professionalism.

Education

• Bachelor’s degree in Business, Finance, or a related field.

Experience

• 5–8 years of B2B consulting sales experience within the GCC.

Additional Requirements

• Proven track record in business development, sales, and account management within GRC, compliance, or financial services.
• Strong knowledge of UAE & GCC regulatory frameworks.
• Experience in high-growth, entrepreneurial environments.
• Demonstrated CRM rigor (HubSpot preferred).
• Experience in GRC/compliance/RegTech solution sales.
• Arabic language proficiency is a strong advantage

Culture & Values Alignment

• Embody a growth mindset and proactive learning approach.
• Demonstrate resilience and adaptability in a fast-paced, evolving environment.
• Exhibit professional maturity and integrity in handling sensitive issues.
• Build trust and credibility with both leadership and team members.
• Align with j. awan & partners’ core values of Excellence, Integrity, and Innovation.

Rewards & Growth

• Competitive salary and benefits package.
• Opportunities for career growth in a global, fast-scaling organization.
• Continuous learning and development opportunities.