Job Description

Job Purpose
The purpose of the role of the Business Development Lead is to identify new business opportunities to generate revenue, enhance profitability, and support the growth of the Mart business. This includes securing new client accounts in the commercial interiors sector and driving revenue through proactive sales strategies and market expansion.

Strategic Responsibilities 

1. Work with the Head of Mart to develop sales strategy focused on acquiring high-value clients.
2. Set objectives and align business development initiatives with organizational goals.

Operational Responsibilities

1. Research and target potential clients (e.g., hospitality groups, corporate entities, governmental institutions, education institutions) to build a robust sales pipeline.
2. Identify and engage key industry partners such as interior designers, architects, and fit-out companies to build a robust sales pipeline.
3. Partner with design and fit-out companies to tailor solutions that meet client needs.
4. Create and maintain accurate records of sales activities and client interactions using CRM tools (e.g., ZohoCRM) to track and monitor all sales.
5. Develop in-depth knowledge of company offerings to identify profitable business opportunities and increase growth.
6. Develop dynamic business presentations and proposals for clients, working with the pre-construction teams and internal communications to improve the win ratio.
7. Attend ID and FF&E industry events, trade shows, and networking forums to generate leads and enhance brand visibility.
8. Negotiate contracts and pricing structures to maximize profitability while ensuring client satisfaction.
9. Conduct cold calls, meetings, and presentations to convert prospects into long-term clients and partners.
10. Keep updated on interior design trends, client preferences, new styles, materials, and technologies in the furniture industry in order to remain relevant and credible.
11. Achieve or exceed quarterly and annual sales targets for new account acquisition.

Person Specifications

Essential (required to perform the role):

1. Degree educated, in Business, Marketing, interior design or other related field.
2. 5 years demonstrated business development experience.
3. Working knowledge of CRM systems – Zoho, Sales Force, or other software.
4. Strong interpersonal ability.
5. Strong communication skills, both written and oral.
6. Strong relationship management skills, both internal and external.
7. Demonstrated influencing and negotiation skills.
8. Demonstrated customer service skills.
9. Demonstrated collaboration skills within and across internal and external teams.
10. Demonstrated strong skills in sales, including the ability to hunt and close new accounts (minimum AED 2M annual revenue).

Desirable (advantageous):

1. Ideally have worked in the contract furniture industry additional qualifications in Sales Management - e.g ILM, Institute of Marketing, Institute of Sales - ISM.
2. Fluency in Arabic for enhanced local client engagement.
3. Proven track record of hunting and closing new accounts above AED 5M annual revenue.