Business Development Manager

Dubai, UAE

Who We Are

GlobalData is a specialist information services business on a mission to help our clients decode the future, make better decisions and reach more customers. Using our unique data, expert analysis and innovative solutions we deliver intelligence on the world’s largest industries for companies, government organisations and industry professionals.

We began our journey in 2016, by combining a diverse range of specialist information services companies, with decades of trusted customer relationships and deep sector specialisms. Today, we operate as a single company and one fully integrated platform, with more than 3,500 colleagues worldwide, across 20+ industries, delivering value for over 5,000 customers.

Why join the Sales team at GlobalData?

GlobalData is at a pivotal point in its growth journey. Following multiple acquisitions and having recently received transformational investment we need curious, ambitious, courageous people to support us in achieving our vision of becoming the world’s trusted source of strategic industry intelligence.

Our big ambitions mean that life at GlobalData is fast paced, entrepreneurial and rewarding. We recognise the collective power of our people, and it’s the collaboration of our teams that have shaped our success and will continue to do so in the future.

The Sales team operates at the face of our business introducing clients to our trusted strategic intelligence. With an established book of leading brands and the scope carve your own market, there is a real opportunity for sales talent at all levels to develop in our growing business. The culture is buzzing and positive, and you can expect to be rewarded well with our uncapped commission scheme.

The Role

This is a new Business Development Manager role that is part of the sales team based in our Dubai office that is responsible for selling to Financial Services and Professional Services organisations across the Middle East region, with a major focus on KSA and UAE.

You will be responsible for targeting new and existing Professional Services and Financial Services organisations across your territory. You will be a highly self-motivated sales professional, preferably with a proven track record for selling in the FSI arena and/or have experience in consultative, B2B sales. Youll have the tenacity, drive, commercial awareness, and persuasiveness to find the right contact, understand the clients issues, and match and apply the benefits in your solution. You will often need to involve several stakeholders, both internally, in different locations, and externally, across multiple departments of the target organisations. So strong networking and organisational skills as well as an understanding of the professional services/FSI purchasing dynamics is important. Youll have quick learning attributes and ability to demonstrate strong sales process and strategies. This role is office based, with travel as required to meet clients across your market.

Revenue

What you’ll be doing:

Manage the entire sales process involved with selling web-based planning tools and custom research solutions to new clients (e.g. prospecting, territory management, meeting scheduling, product demonstrations, multistakeholder business case development, objection handling, contract negotiation, etc.). Demonstrate effectiveness by consistently hitting (and exceeding) monthly, quarterly and yearly revenue targets.

Forecasting

Use consultative sales skills and effective time management/organizational skills to develop accurate monthly forecasts. Analyse quantitative (e.g. conversion rates, sales cycles, average price points, etc.) and qualitative (e.g. objections, competitive strategies, winning applications, etc.) market feedback to inform adjustments that ensure on, or above, target performance.

Development

Take ownership of your performance and personal development by linking it to your goals, identifying obstacles and developing strategies to overcome them. Increase productivity by actively leveraging GlobalDatas training programs, supportive managers and diverse set of smart and interesting colleagues.

Intellectual Curiosity

Gain job satisfaction and improve industry expertise by using client interactions and associated preparation and follow-up to improve your understanding of international business dynamics and the research insights that create opportunities for success

• Generate sales with new clients in your designated territory.
• Generate sales with existing clients by renewing their current subscriptions and by being a true partner to your clients, identifying new opportunities through relationship development.
• Identify key sponsors, influencers and decision makers at target institutions and ensure that you understand their roles and objectives, and that they understand the benefits and applications of using GlobalDatas data and market research solutions.
• Create a sales plan on how to reach sales targets and ensure implementation of the plan.
• Research a strong prospect list.
• Take ownership of your personal sales targets, own forecasting and account planning on a monthly/quarterly/annual basis
• Develop and train your new clients so they know how to use their online database to ensure renewal and create upsell opportunities.
  
  

• Bachelors degree required; MBA is valued.
• Minimum of 3-4 years of proven experience in business development, sales, or a related field, with a strong track record of meeting or exceeding sales targets.
• Demonstrated ability to proactively identify and pursue new business opportunities, with a strategic approach to lead generation and client acquisition.
• Formal training and education in consultative sales, marketing and economics is an advantage.
• Fluency in both Arabic and English is preferred, with the ability to effectively communicate and negotiate in both languages.