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VAC4424 - Business Development Manager

Division Business Development
Location Dubai, U.A.E.
Closing Date 26-Mar-2020
About the Business

DP World is a leading enabler of global trade and an integral part of the supply chain. We operate multiple yet related businesses – from marine and inland terminals, maritime services, logistics and ancillary services to technology-driven trade solutions.

We have a portfolio of 77 operating marine and inland terminals supported by over 50 related businesses in 40 countries across six continents with a significant presence in both high-growth and mature markets. We aim to be essential to the bright future of global trade, ensuring everything we do has long-lasting impact on economies and society and creates a better future for everyone.

Our dedicated team of over 37,000 employees from 110 countries cultivate long-standing relationships with governments, shipping lines importers and exporters, communities, and many other important constituents of the global supply chain, to add value and provide quality services today and tomorrow.

We make sure cargo keeps moving so people have the things they need, when they need them, helping economies grow and nations prosper. It’s an important job, and one that requires smart, proud, passionate people working all across the world – people who are not afraid to innovate and find new ways of driving our business forward. We foster a culture of collaboration, innovation and respect. Our global workforce is made up of 45,000 people with over 110 different nationalities who bring their experience and expertise together, allowing us to be a global leader.

By thinking ahead, foreseeing change and innovation we aim to create the most productive, efficient and safe trade solutions globally.


About the Role

The Business Development Manager is accountable for identifying global opportunities and attracting trade to the UAE Region and its businesses. Based on customer insights and research, the BDM proactively targets and develops relationships with strategic, high value and high volume customers within his/her target industry and/or area.


Key Accountabilities
  • Execute the BD plan seeking new business opportunities for all DP World BU’s, contributing towards our business development & sales efforts.
  • Assist and contribute to Business Development;
    • Identifies business opportunities in line with DP World UAE Region strategy
    • Identify & develop a portfolio of accounts to offer them a range of (tailor made) solutions
    • Screens potential new business opportunity by firming up Business Ideas in Brief, Initial commercial feasibility study and financials.
    • Prepare presentations to management and recommendations for approvals
  • Conduct analysis on business variations, highlighting areas of concern and reasons behind it for discussion and decision making with management.
  • Together with the Business Intelligence team, compile & provide analytical reports on market size & opportunities for UAE & the GCC region for all cargo types & leading commodities seeking improved business strategies.
  • Tender Management:
  • Driving the RFI response if required by sales, Dissecting and reviewing the tender documents in detail and validating summaries.
  • Driving procurement (establishing costs/rates) of the relevant services offered to customers
  • Calculating relative and absolute profit estimates per service component for sign off by management.
  • Defining and driving project plans for tenders and communicating same to stakeholders
  • Customer Acquisition; Identify new business prospects and maintain a sales pipeline. Follow up on new leads to closure.
  • Conduct regular prospective visits to customers in the targeted vertical.
  • Prepare and maintain the TAP’s (Target Account Plan’s) for monthly and quarterly review with management
  • Establish customer relationships by hosting social and informal meetings for customer satisfaction.
  • Establish and maintain relations with targeted regions, embassies, their consulates and business forums in the UAE. 


Qualifications and Experience

In order to give credible support to the organisation and be successful in this role, the ideal candidate will have the following:

  • 7+ years’ experience in the logistics, shipping or ports industry. Candidates with GCC experience will be preferred.
  • 3+ years’ experience in business development roles
  • Preferably experience in investment evaluation and project management
  • Preferably experience within target verticals (F&B, PetChem, Automotive, FMCG/Retail)
  • Business acumen: identify key revenue and cost drivers and understand their impact on an overall business case
  • Financial analysis: understand and evaluate complex financial models to determine the accuracy of projections
  • Communication: participate in detailed discussions with functional experts on all aspects of a project, present key project issues to management
  • Relationship building: interact effectively to build trust & credibility 
  • Experience in either Europe, Latin America or Africa is essential.


Other Information

The employment benefits package is reflective of the location for this position.


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