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Creation Date: 2013/02/08 11:36:01
Ref. JB2038272

Business Development Manager (Defence/Aerospace) - Middle East / North Africa
Daniels Smalley Partnership Ltd

Job Description

Location - Based in the Middle East
Preference - UAE, Qatar, Oman or Egypt

Circa $100,000 + bonus + benefits

Airborne Systems Group, a division of HDT Global Inc has operations in the UK, US & Canada, and has a headcount of circa 1,000 employees. The company designs, manufactures and supplies high-quality, high-performance troop, cargo and emergency escape parachutes as well as precision aerial delivery systems and related products for the military, search and rescue, space & recovery industry.

As a result of rapid growth and contract wins across the Middle East region, a new role has been created for an experienced business development professional to establish, develop, promote and position the activities of the business in such a way that it has a “winning strategy” for achieving new international sales and implementing strategic goals.

• Reporting to the VP International Sales, manage all Middle East and North Africa activities and drive company international strategy in the local market.
• Develop the strategic plan for sales/marketing/business development of the company in the whole region. Determine reporting structures, sales channels, monitor target markets, prepare country by country information, identify and evaluate customers.
•Directly supervise, lead, motivate, train and assign the network of agents, representatives and re-sellers to enhance performance, support commercial activities and validated opportunities.
•Develop strategies for establishing partnerships and business relationships for potential new market opportunities at an early stage; collaborate with internal and external resources to conduct market development activities.
•Conduct market research, explore and evaluate market potential and determine estimates of sales demand. Pro-actively gather business intelligence and work closely with agents and consultants to truly understand customer requirements at an early stage, including potential competitors, the procurement process, future contract tenders etc.
•Work closely with technical sales specialists, lead Opportunity Development and the Qualification process. Identify any gaps in product capabilities, develop and continuously update the campaign plan in order to devise a win strategy for the business.
•Capture information; provide regular reports on any new product or service features to be developed to meet current and future customer needs.
•Understand customer budget plans and procurement processes; critically assess “cost versus win” strategy.
•Build on the company’s strengths, brand and expertise in supporting Special Forces, Airborne Forces and expeditionary/rapid deployment operations; identify key players and business opportunities, nurture relationships with senior customers and/or government officials in support of the development of the business.


•Proven commercial skills and a strong track record of International business development, ideally within a defence related industry.
•Understand the customer base and the route to market. A familiarity with expeditionary/special forces/rapid deployment could be beneficial.
•In depth knowledge of the local procurement process, business, competitive landscape, culture, needs/challenges of customers across the MENA region.
•A self-starter with experience of bid management and an understanding of what constitutes a “winning bid”.
•Well-developed analytical skills, intelligence gathering/experience of road mapping with the ability to turn plans into action and create a “winning strategy”.
•Familiar with a formal sales operating process which captures and develops emerging opportunities into defined and qualified prospects.
•Strong negotiation, personal presentation, organisational and cross-culture communication skills. Able to operate in an environment of teamwork, common goals and transparency.
•Demonstrate impressive real time experience and intelligence, adherence to high ethics and codes of conduct.
•Sound business acumen and well defined Planning, Finance and IT skills, you will be equally confident developing new and existing customer relationships as you are attending trade shows, leading detailed tenders and finalising contractual negotiations.
•A results-driven and credible sales professional, with a strong track record of positioning businesses in order to deliver profitable growth.
•Impeccable presentation, customer management and influencing skills. Well known across the region, you will be able to network effectively with defence attaches and in diplomatic circles.
•Excellent verbal and written communication skills in English and Arabic.
•Willingness to travel across the Middle East & North Africa.

Please note all direct or third party applications will be forwarded to Daniels Smalley Partnership for consideration.

Job Details

  • Job Location: Abu Dhabi, UAE
  • Company Industry: Military; Manufacturing
  • Requirements : Recruitment Agency
  • Job Role: Sales
  • Employment Status: Full time
  • Employment Type: Employee
  • Monthly Salary Range: US$7,000 - $8,000
  • Manages Others: Yes
  • Number of Vacancies: 1

Preferred Candidate

  • Career Level: Management
  • Residence Location: United Arab Emirates; Bahrain; Djibouti; Algeria; Egypt; Iraq; Jordan; Comoros; Kuwait; Lebanon; Libya; Morocco; Mauritania; Oman; Palestine; Qatar; Saudi Arabia; Sudan; Somalia; Syria; Tunisia; Yemen