Business Development Manager - Hospitality
Skills
About This Role
Overview
Transguard Group was established in 2001 and has diversified significantly, we lead in the fields of Cash Services, Security Services, Manpower Services, Facilities Management & Aviation.
Transguard Group is the UAE’s most trusted business support and outsourcing provider and has a large, dynamic and culturally diverse workforce with 70,000 employees!
We are currently recruiting for a
Business Development
Manager – Hospitality
to join our Business Development team in our HQ, located in DAFZA, Dubai Airport Free Zone.
Scope
To develop new business, increase sales and revenue within the assigned business unit.
Depending on the business unit, the incumbent will be expected to have an established network of clients, vendors, and contacts.
The role demands an understanding of the tendering processes of all the major clients across all Emirates and be able to lead and drive opportunities through to close.
The position interacts with senior decision makers to build strong relationships with clients, help gather intelligence in the market to strengthen Trans guard’s chances of winning new business.
Networking and attending industry-specific events is the key to success in this role.
Financial
- Achieve / exceed sales targets.
- Ensure a healthy pipeline that is significantly higher in revenue than your sales targets.
- Develop key client target lists with the aim of securing revenue and sales.
- Provide weekly and monthly reports to the Senior Manager – Sales and monthly sales forecasts to the Business Units.
Customer
- Maintain extensive knowledge of the Hospitality industry and of the current market conditions.
- Understand key areas of Transguard’s business, that need to be included in sales pitches with key differentiators.
- Understand key competitors and actively seek information and intelligence on their products and services.
- Work with internal business units and team members to create solutions to clients’ needs.
- Develop strong and positive partnerships with current and potential clients and act as the primary Point of Contact for all sales related queries.
Process
- Strict adherence to the order validation process. Strict adherence to Salesforce Processes.
- Oversee the entire contract negotiations between client, Legal and Commercial, providing input to support internal decisions.
- Review client documentation such as RFPs, scope of work, tender documents and provide input to the management and bid team.
- Work closely with pricing team to ensure all information is captured to price and seek relevant approvals before any quote or bid submission.
Innovation
- Identify and research opportunities that arise in new / existing markets.
- Prepare and deliver pitches and presentations to potential new clients.
- Cross sell other services that Transguard can provide to clients.
- Contribute and provide market intelligence to form part of the sales strategy.
Selection Criteria
- 5+ years of sales experience.
- 3+ years of experience within Hospitality.
- Industry specific education and or certification may be required depending on the BU requirements.
- Strong communication and presentation skills, and fluent in English.
- Commercially aware with the ability to negotiate terms and conditions.
- Demonstrate the ability to think creatively and strategically.
- Excellent organizational skills with the ability to manage your own time and follow all Transguard processes.
- Self-motivated, resilient and target driven.
- The ability to develop strong internal relationships with internal teams and colleagues.
- Experience with preparing a financial summary for pricing.
- Proficiency in MS Office and CRM software such as sales force.
- Strong understanding of the industry regulations and guidelines.
- Understanding and knowledge of UAE laws and regulations.
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