Business Development Manager- Services

About the Role
The Business Development Manager- Services is a key figure in driving new business growth by identifying, engaging, and converting new clients across the company’s Enterprise Services portfolio, which includes Tarjama LSP, Content Lab, and Ureed. This hunter-focused role requires a highly driven individual who thrives in target-oriented environments and operates effectively under pressure. The Business Development Manager will proactively prospect target accounts, understand their language-service requirements, develop tailored approaches, and drive these opportunities through to successful closure.

The position primarily covers the UAE market across three service lines, emphasizing a consultative sales approach instead of traditional, siloed product pitches. The services include:

• LSP (Editorial Translation, Media Translation - Subtitling, Dubbing, Video Editing, Staffing, Data Services)
• Ureed Secondments (Tech and Linguist placements)
• Content Lab (Events, Talent Sourcing, Social Media Management, Strategy, Tech, Design/Branding, and Content)

New Logo Acquisition

• Own the acquisition of new logos within assigned markets, segments, and accounts.
• Develop and execute account-specific strategies to penetrate target organizations and establish new commercial relationships.
• Build and maintain a robust pipeline of qualified prospects and opportunities.
• Strive to meet and exceed assigned business development and revenue targets.
• Identify key decision-makers, influencers, and potential entry points within target organizations.
• Utilize structured opportunity qualification (e.g., MEDDPICC) to rigorously assess target accounts and opportunities.

Account Research & Go-to-Market Planning

• Conduct A-Z account research to deeply understand assigned target accounts, focusing on:
  • Business model and strategic priorities
  • Products and services
  • Geographic footprint
  • Target customers
  • Growth plans
  • Existing language and localization requirements
  • Current or potential LSP providers
  • Procurement and decision-making structures
  • Key stakeholders and decision-makers
  • Potential business pain points and opportunities
• Translate research findings into actionable account penetration and go-to-market strategies.
• Identify where offerings from LSP, Ureed Secondments, and Content Lab can create measurable value for each account.
• Develop and maintain account plans and stakeholder maps for the defined target account list.

Prospecting & Business Development

• Execute proactive outbound prospecting using various channels such as meetings, calls, emails, LinkedIn, networking, events, referrals, and industry connections.
• Generate new business opportunities through structured and persistent prospecting.
• Qualify opportunities based on need, commercial potential, authority, timing, and fit.
• Maintain consistent prospecting activity and pipeline generation.
• Collaborate with Marketing to generate and co-develop pipeline through account-based marketing (ABM) efforts.

Consultative Selling & Deal Closure

• Understand client requirements to position relevant LSP, Ureed Secondments, or Content Lab services appropriately.
• Develop compelling commercial propositions, proposals, and presentations in collaboration with internal teams.
• Lead commercial discussions, negotiations, and deal progression from prospecting to closure.
• Utilize partnerships to access new markets and opportunities, accelerating deal closure.
• Identify opportunities to expand initial engagements into broader service offerings.
• Respond to structured bids/RFPs, particularly government-driven, while establishing a repeat cadence for pipeline development.

CRM, Pipeline & Reporting

• Maintain accurate records of prospects, activities, opportunities, and deal stages within the CRM.
• Provide visibility on pipeline value, forecasts, conversion rates, activities, and expected closures.
• Ensure diligent follow-up and progression of opportunities, analyzing pipeline performance for continuous improvement.

Cross-Functional Collaboration

• Work collaboratively with Production, Marketing, and other relevant functions to ensure commercial commitments are deliverable.
• Coordinate internally to develop customized solutions and proposals for prospects.
• Facilitate a smooth transition from opportunity closure to implementation and ownership.

Networking and Industry Engagement

• Attend industry conferences and events to promote the organization while networking with potential clients and partners.
• Lead prospecting efforts at industry exhibitions and events, including job fairs related to staffing and secondments.
• Regularly meet clients in the local market to strengthen relationships and ensure satisfaction.

Requirements
Education, Experience & Qualifications

• Bachelor’s degree in business management or related field preferred.
• At least 8 years of proven experience in business development or hunting roles, preferably in multi-product/portfolio selling environments.
• Strong understanding of language and translation services, including market challenges.
• Proven track record of acquiring new clients and closing B2B deals.
• Experience managing target-account lists and developing account penetration strategies.
• Excellent prospecting, networking, negotiation, and closing skills.
• Strong commercial acumen with the ability to identify revenue opportunities.
• Proficient with MS Office (Project, Excel, Visio, PowerPoint, SharePoint).
• Fluent in spoken and written English.
• Willingness to travel approximately 25–50% within the UAE, typically involving 1-2 business trips per month.

Behavioral Competencies

• Adaptability
• Problem Solving
• Initiative
• Team Oriented
• Resilience

Technical Competencies

• Business Acumen (DDU)
• Negotiation
• Customer Relationship Management
• Proposal Writing
• Presentation Skills
• CRM & Sales Tools
• Bid/RFP Management
• ROI & Business Case Development