Business Development Manager – Fire, Explosion, and Overpressure Protection
Business Development Manager – Fire, Explosion, and Overpressure Protection
Geography: Middle East, India and Africa (MEIA)
Base Country: United Arab Emirates, Dubai
Job Summary:
Provides leadership and guidance for all aspects of developing growth strategies involving products and services. Major areas of focus include active engagement with key industry contacts, involvement with regulatory groups, and direct interaction with customers and business unit management to identify market opportunities, establish strategic plans and lead efforts to achieve sustainable revenue growth goals. The growth strategies could involve new geographies, verticals, technologies, channels to market, acquisitions, and/or strategic partnerships. International and domestic travel required. Working across multiple time zones required.
Primary Responsibilities:
1. Establishes Fike and the Fike team as the go-to partners for trusted, unbiased industry knowledge.
2. Acts as trusted advisor and primary knowledge sharing liaison between Fike’s Subject Matter Experts (SMEs) and key industry stakeholders such as Authorities Having Jurisdiction (AHJs), Consultants, EPCs and major Clients.
3. Plans and executes Fike-driven strategic knowledge-sharing engagements pulling in the relevant Fike SMEs and using the most effective platform for each engagement, including webinars, seminars, tradeshows, roadshows, factory visits, training sessions, live demos, safety days, project / customer specific presentations, etc.
4. Engages in proactive, year-round, on-the-ground consultants / engineers, AHJs and key end-users visits and business relationships building.
5. Responsible for getting Fike Corporation and the latest Fike technologies, solutions and services specified with major consultants / engineers and listed on key vendor lists.
6. Provides follow-up efforts on leads generated from advertising, trade shows, or other market means.
9. Prepares and presents a regular funnel review utilizing SFDC to demonstrate the quality of the funnel, activity plans and command of the account base.
10. Maintains an understanding of all applicable standards and guidelines (for example: International Standards Organization (ISO) European CEN, ATEX directive, codes and requirements as they apply to fire and explosion protection applications, National Fire Protection Association (NFPA) 68, 69, 72, 652, 654 and other applicable standards/guidelines such as local AHJ regulations.
11. Assists the business unit identify new channels to market.
12. Ensures Fike is providing the highest level of “customer first” value in order to position Fike as the “Trusted Advisor” of choice through the entire customer experience.
13. Collects and reports information on all competitive activity, business opportunities, sales trends, and results within the assigned market providing input during business reviews.
14. Researches product technology trends, works with Engineering to ensure Fike technology is meeting current customer needs and develops strategies to advance Fike’s offerings.
15. Provides guidance to Marketing Specialists to develop and execute the functional and strategic responsibilities of Product Management.
16. Develops new business opportunities and launches new market development programs and market penetration strategies resulting in the realization of new business.
17. Represents and coordinates the participation of Fike in the formation of regulatory requirements via committees and other organizations.
18. Documents and communicates regulatory issues which may impact Fike sales channels, products or customers.
19. Drives necessary actions to ensure continued compliance.
20. Supports the development of regional sales activities with the Regional Sales Managers
21. Develops project specifications to assist consulting engineers and OEM’s to promote Fike technologies and products in upcoming projects.
22. Collaborates with the internal stakeholders and executive management to prioritize strategic initiatives and manages implementation of comprehensive growth strategies to achieve revenue and profitability goals by establishing strategic corporate accounts and strategies.
24. Investigates and identifies new industries for applications in conjunction with their related customer potential.
25. Identifies and coordinates with the Regional Sales Managers on alliances and other key account activity for fire, explosion and overpressure protection.
Performs related duties as assigned. Regular and consistent attendance is required. This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.
Essential Skills:
Strategic Planning. Analytical. Presentation. Research. Project Management. Critical Thinking. Technical Understanding. Decision Making. Relationship Building. Leadership. Self-Motivation.
Work Environment:
While performing the duties of this job, the employee is regularly required to walk, talk, hear, see, sit, and use hands. Must be able to travel regularly +60%.
Job Qualifications:
REQUIRED:
Bachelor’s degree in a technical discipline or an equivalent combination of education and experience in a technical, sales, or marketing field. Five years or more of successful previous experience in a similar role, consistently meeting or exceeding targets. B2B experience in selling complex industrial products and solutions. Expert knowledge of competitive technology and commercial activity in major global markets. Experience working with regulatory agencies, certification organizations, and industry groups. Strong self-initiative in the development of sales activities. Ability to lead and influence individuals that are not direct reports. Ability to travel +60% of the time within the assigned territory. Proficient PC skills, especially in SFDC and Google G-Suite. Fluent in English, both verbal and written, plus one of the local languages of the assigned territory.
PREFERRED:
Master’s degree in a technical discipline. Experience with end customer, EPC, OEM and contractor market. Commitment to continuous education through workshops, seminars, and conferences. High degree of personal organization, requirement to organize own diary. Able to work professionally without supervision. Experience selling fire protection, pressure relief and/or explosion protection, in a specific territory or to specific industries.