Manager - Business Development System Integration

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 60,000+ employees!

We are currently recruiting for a Manager - Business Development – System Integration to join our Business Development team in our Headquarters, located in DAFZA, Dubai Airport Free Zone.

Scope: Manager - Business Development is responsible to develop new business, increase sales and revenue in the Security Systems Integration industry. This role plays a crucial role in driving business growth by identifying and securing new opportunities within the security system integration market. You will need to leverage your industry knowledge and network to cultivate strategic partnerships, develop new business relationships, and expand the companys footprint in the security solutions space.

Financial

• Develop and implement strategic business plans to capitalize on market opportunities and achieve/exceed revenue targets.
• Drive the pricing and developing of the proposals from providing inputs on the pricing strategy, contents of the proposal with recommendations on the manufacturers / vendors to be used.
• Negotiate terms, pricing, and contractual agreements to secure profitable business deals while mitigating risks.
• Work closely with legal and finance teams to ensure compliance with company policies and procedures.
• Develop strategies and anticipate sales income by finding market opportunities through meetings, cross-selling, networking, and other channels.

Customer

• Conduct Market research to identify current trends, customer needs and competitive landscape.
• Identify potential clients, partners, and channels for business expansion through proactive prospecting and networking activities.
• Build and maintain a robust pipeline of qualified leads and opportunities for security system integration projects.
• Develop relationships with key decision-makers, influencers, and stakeholders to foster business partnerships and opportunities.
• Prepare and present compelling proposals, presentations, and contract bids in response to client inquiries and RFPs.
• Be proficient in preparing and delivering presentations to the potential clients.
• Cross sell other services that TG can provide to clients.
• Generate lucrative new business from potential clients and existing accounts, for Systems Integration solutions such as CCTV, Video and Visitor Management Software, Access Control Systems, ANPR, and Parking Management Systems.
• Foster long-term relationships with clients to promote repeat business and referrals.
• Become a trusted advisor to clients, providing ongoing support, guidance, and communication throughout the project lifecycle.
• Monitor customer feedback and market trends to identify opportunities for upselling, cross-selling, and expansion of services.

Process

• Review all client documentation such as RFP’s, scope of work, tender documents and provide input to the bid team. Present a summarized presentation to management providing insights on the project and strategy for it.
• Collaborate with technical teams to develop proposals, pricing strategies, and project plans that meet client expectations. Lead the entire process from start to end.
• Collaborate with the business unit head and Transguard Leadership Team to establish a strategic growth plan for system integration.
• Work closely with the departments of bids and systems integration to create service offers and proposals that are customized to the demands of the client.
• Oversee the contract negotiations between clients and internal legal and commercial departments, ensuring that all suggested provisions, terms, and conditions are agreed upon by all parties.
• Manage and maintain the sales pipeline using Salesforce CRM to meet the goals of the expansion of the company.

Innovation

• Monitor customer feedback and market trends to identify opportunities for upselling, cross-selling, and expansion of services.
• Demonstrate deep understanding of the Security Systems Integration Industry and current market conditions. Understand important elements of Transguards business that must be highlighted in sales pitches as key differentiators.
• Create and preserve alliances with important suppliers and distributors, utilizing knowledge to secure the best possible technical and commercial assistance.

Selection Criteria

• Engineering Degree in Electronics and Communications
• Proven track record of success in business development, sales, or account management roles within the security or technology industry.
• Knowledge of the Systems Integration industry
• Strong understanding of security system integration solutions, technologies, and industry trends.
• Strong Technical Background on Security Systems
• Strong communication and presentation skills and fluent in English & Arabic.
• 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 TG processes.
• Results-driven mindset with a focus on achieving sales targets and driving business growth.
• 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
• Understanding and knowledge of UAE security laws and regulations such as SIRA are essential.
• Arabic Speaker preferred.
• Must hold a valid UAE driver’s license.