Job Summary: The Business Development Manager will be responsible for increasing the company’s sales and market share primarily in the territory. Develop and execute pursuit strategies for Airborne, Ground, Maritime and UAS based products in the territory. Lead the proposal process for all pursuits in territory. Manage existing customers and work to anticipate future customer requirements and needs. The position will report to Director of Middle East & Africa and be based out of the Abu Dhabi office. You will be expected to assist in any of the on-going contracts of FLIR Surveillance business in the region.
Key Duties and Responsibilities:
Identify and execute growth opportunities for both existing and potential customers within the Middle East and Africa regions.
Align and manage the Business Development activity with the opportunity pipeline.
Develop project plans, including the definition of roles, responsibilities, and the scope of work for each project.
Support efforts to develop, implement, and refine standard procedures with tools including customer relationship management (CRM) for researching, collecting, and tracking information about customers.
Review suggested business opportunities to inform bid/no bid decisions based on company objectives and present recommendations to Defense Leadership Team.
Evaluate, review, and provide input regarding major marketing, distribution, and manufacturing proposals and their impact on the sales function.
Identify new business opportunities by proactively creating, cultivating, and enhancing relationships with industry and government contacts.
Develop proposals, RFI responses, and presentations for major opportunities.
Lead negotiations and execute potential opportunities with existing and potential customers.
Maintain all sales and profit targets within a defined budget.
Articulate FLIR product capabilities to current and potential customers.
Represent FLIR at both domestic and international trade shows and conferences.
Diligently manage individual budget and expenditures.
Continuously develop understanding defense acquisition processes, customers, and products within the region.
Support Middle East and Africa Department of State and Department of Commerce export license requirements.
Screen consultant, sales, and distributor applicants, establish consultant, sales, and distributor agreements, and manage the performance of consultants, sales representatives, and distributors.
Other duties as assigned.
Qualifications, Skills and Experience:
The applicant must hold a Bachelor's degree in Business Administration, Marketing or related field
Experience working with government/military in the Middle East, Africa, and/or South Asia
Previous military experience
Proven sales/business development experience within hi-tech industry
Commercial business development experience in the defense sector, with a record of success in contract capture. Experience in military sensor systems a plus.
Foreign language skills (Arabic, French)
Master’s degree in Business Administration or International Affairs
Willingness to travel 40-50%
Excellent time management and organizational skills, coupled with the ability to exercise substantial independent judgment and decision-making ability while handling multiple tasks
Advanced knowledge of competitive and collaborative companies, products, services, and business practices
Advanced knowledge of the government acquisition processes in the Middle East and Africa, including decision milestones and funding procedures
Strong verbal presentation and written communication skills
Strong understanding of the international military customer
Strong understanding of the US Government Foreign Military Sales process
Keen understanding of Defense product capabilities
Ability to participate in the development and execution of regional and country-specific marketing strategies
Ability to influence and lead others
Ability to meet organizational goals and objectives
Thorough knowledge of computer software (i.e. Microsoft suite of products including Word, Excel, PowerPoint) Visio, etc.; Adobe Acrobat 6.0; Internet search tools
Prior experience with airborne surveillance/targeting, man portable surveillance, and/or border surveillance systems with optical and radar systems required.
Program / project management experience related to installation, maintenance or support with Defense or security oriented avionics, or electronics companies’ similar technologies is essential.
Fluent in English is a requirement; Turkish, French, Spanish, Arabic fluency is an added plus.
Computer proficient in MS Project and MS Office (Word, Excel, PowerPoint, Outlook) is essential, as is awareness of Arab cultural sensitivity.
FLIR Systems, Inc. designs, develops, manufactures, markets, and distributes technologies that enhance perception and awareness. We bring innovative sensing solutions into daily life through our thermal imaging systems, visible-light imaging systems, locator systems, measurement and diagnostic systems, and advanced threat detection systems.