About the Role
Drive sustainable revenue growth across the Middle East & India, with a strategic focus on key priority countries, by developing strong relationships with developers, asset owners, specifiers, consultants, and partners across key focus and other market segments. The role focuses on creating early-stage specification pipelines, developing new business opportunities, promoting and driving the adoption of new solutions, and reshaping and expanding the partner network through new strategic partnerships. The role drives project conversion through close collaboration with partners and by leveraging cross-functional teams and expertise. This commercially focused role blends business development, key account management, new business sales, relationship and partner management, marketing activities, and sales training, while requiring a credible level of technical understanding to effectively engage with stakeholders across the project sales community and wider industry.
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Responsibilities
- Develop and execute strategic business growth plans for focus countries across the Middle East & India, aligned with company objectives.
- Drive sustainable revenue growth and profitability by identifying, developing, and converting new business opportunities.
- Build and manage an early-stage specification pipeline by engaging developers, asset owners, C-level decision-makers, specifiers, consultants, and other key project stakeholders.
- Develop and nurture strong, long-term relationships with key accounts, decision-makers, and industry stakeholders.
- Understand customer needs and act as a trusted strategic partner, identifying growth and upselling opportunities.
- Evaluate, reshape, and strengthen the existing partner network and identify and develop new strategic partners within focus countries.
- Develop partner growth plans and support partners in identifying, bidding for, and converting high-value projects.
- Drive project conversion by working closely with partners and cross-functional teams to defend specifications and overcome project challenges.
- Promote and drive the adoption of new solutions across key focus and other market segments.
- Coordinate with regional and global teams, including Solutions, Product, Marketing, Supply Chain, Service, and Support, to deliver a consistent customer and partner experience.
- Develop and support targeted marketing activities, industry events, thought leadership, and customer engagement initiatives.
- Deliver sales and solution training to partners and key stakeholders to strengthen market knowledge and sales capability.
- Analyse sales performance, pipeline, forecasts, market trends, and account development, and conduct regular business and performance reviews.
- Stay informed about market trends, competitor activities, customer developments, and emerging industry needs.
- Share market and customer insights with internal teams to support regional strategy and shape future product, solution, and service offerings.
Requirements
- Ability to develop and execute strategic business growth plans aligned with regional and company objectives.
- Strong commercial and business development capability, with the ability to identify, develop, and convert new growth opportunities.
- Ability to analyse market trends, sales data, pipeline, and customer needs to make informed commercial decisions.
- Strong relationship management and interpersonal skills, with the ability to build trust and influence C-level decision-makers, developers, asset owners, specifiers, consultants, and partners.
- Excellent verbal, written, and presentation skills, with the ability to communicate effectively with diverse technical and commercial audiences.
- Strong negotiation and commercial skills, including pricing and project negotiations, to achieve sustainable and mutually beneficial outcomes.
- Credible technical and solution understanding, with the ability to engage effectively across the project sales and smart building community.
- Resourceful and proactive in addressing challenges, identifying opportunities, and developing innovative solutions.
- Ability to thrive in a fast-paced, dynamic, and international business environment.
- Strong cultural awareness and the ability to work effectively across diverse markets within the Middle East & India.
- Strong cross-functional collaboration skills, with the ability to influence and lead stakeholders without direct authority.
- Ability to leverage global and regional expertise and resources to support customers, partners, and business growth.
- Strong proficiency in Salesforce and CRM tools, with the ability to effectively manage opportunities, specification pipelines, sales activities, forecasting, and account development.
- Strong understanding of specification-led sales, partner management, key account management, and project-based business development.
Benefits
- We value your growth: With a wide range of online learning opportunities and internal mobility, you’ll have the tools and support to advance your career.
- Autonomy and balance: Our culture is built on trust, offering you autonomy in your role while promoting a healthy work-life balance and benefiting from a supportive and collaborative environment.
- Wellbeing at the heart: Whether it’s our products for customers or how we care for our team, wellbeing is our top priority. We offer a dedicated Wellbeing Day every year, and all employees can take advantage of our weekly Empower Hour for wellbeing, community, or learning activities.
- A company you can trust: With over 100 years of history, we’re a stable, family-owned company that’s growing across our international locations.
