Job Description

We are looking for a Senior Business Development Executive who will be our front-line hunter across the MENA and GCC markets. This person’s job is to identify, approach, and qualify manufacturing and FMCG companies that have integration, automation, data, and traceability challenges  then bring in our Technical Pre-Sales Consultant to assess, scope, and close.

This is not an account management role. This is a pure new-business hunting role. You will be cold-calling, networking, attending industry events, and knocking on factory doors across the Gulf. You need to understand enough about manufacturing to hold an intelligent first conversation, qualify the opportunity, and know when to bring in the technical team.

You will work as a two-person unit with our Technical Pre-Sales Consultant: you open doors and build relationships, they provide the technical depth. Together, you take the deal from first contact to signed contract.

Key Responsibilities

Lead Generation & Prospecting

• Identify and build a pipeline of manufacturing and FMCG companies across MENA/GCC markets (UAE, KSA, Qatar, Kuwait, Oman, Bahrain, Jordan, Egypt)
• Research target accounts: understand their operations, scale, likely pain points, and technology maturity
• Cold outreach via LinkedIn, email, phone, and in-person visits to generate qualified meetings
• Attend industry trade shows, conferences, and networking events (GULFOOD Manufacturing, Arabplast, SPS Arabia, Automation Expo, etc.)
• Build and maintain a structured CRM pipeline with accurate forecasting

Qualification & Discovery

• Conduct initial discovery calls/meetings to understand the client’s business, operations, and pain points
• Ask the right questions to qualify opportunities: budget, timeline, decision-makers, urgency, existing systems
• Identify which of our solutions map to the client’s needs (line integration, SCADA-ERP connectivity, track & trace, data solutions)
• Determine when to bring in the Technical Pre-Sales Consultant for deeper technical assessment
• Disqualify bad-fit opportunities early to avoid wasting the technical team’s time

Relationship Building & Client Management

• Build relationships with key decision-makers: Plant Directors, VP Operations, IT/OT Managers, Procurement, C-level executives
• Develop trust as a knowledgeable partner, not just a vendor — understand their industry and speak their language
• Maintain regular follow-up cadence with prospects across long sales cycles (3–9 months typical)
• Coordinate with the Technical Pre-Sales Consultant on joint client visits, factory walkthroughs, and technical presentations

Deal Progression & Closing

• Drive opportunities through the full sales cycle: lead → qualified → technical assessment → proposal → negotiation → close
• Coordinate proposal delivery with the Technical Pre-Sales Consultant (they write the technical scope, you handle commercial terms)
• Lead commercial negotiations: pricing, payment terms, timelines, SLAs
• Manage procurement processes, RFPs/RFQs, and tender submissions in GCC markets
• Hit quarterly and annual new business revenue targets

Market Intelligence

• Report on competitive landscape, market trends, and client feedback
• Identify new verticals, geographies, or service offerings based on market demand
• Feed insights back to the team to refine positioning and go-to-market strategy

Required Qualifications

Education

• Bachelor’s degree in Business, Engineering (any discipline), or related field
• Engineering background is a strong plus — it helps credibility in first conversations with plant engineers and operations managers

Experience (3–5 Years)

• B2B sales or business development experience selling technical solutions, IT/OT services, automation, industrial technology, or enterprise software
• Proven track record of hunting new business (not just account management or farming)
• Experience selling into manufacturing, FMCG, food & beverage, or industrial companies
• Experience working the GCC/MENA market — understanding of business culture, procurement processes, and decision-making dynamics in the Gulf
• Comfort with long sales cycles (3–9 months) and complex, multi-stakeholder deals

Manufacturing Knowledge (Must-Have Basics)

This person does NOT need to configure a PLC, but they must understand enough to:

• Walk into a factory and understand the general flow: raw materials → production → packaging → warehousing → shipping
• Know what a PLC, SCADA, MES, and ERP are and how they relate to each other at a high level
• Understand common manufacturing pain points: manual data entry, no real-time visibility, disconnected systems, traceability gaps, unplanned downtime
• Articulate the value of integration, automation, and data solutions in business terms (ROI, efficiency, compliance, cost savings)
• Know enough to qualify whether a prospect is a good fit for your services before involving the technical consultant

Sales Skills (Must-Have)

• Hunter mentality: energized by cold outreach, not afraid of rejection, driven by targets
• Strong discovery and qualification skills: asks smart questions, listens more than talks
• CRM discipline: logs activities, updates pipeline, forecasts accurately (HubSpot, Salesforce, or similar)
• Proposal and presentation skills: can deliver a compelling pitch deck and handle objections
• Negotiation skills: comfortable discussing pricing, payment terms, and contract structure
• Self-starter: can work independently, manage their own calendar, travel, and pipeline without micromanagement

Soft Skills

• Excellent English and Arabic (spoken and written) — French is a bonus
• Professional, confident, and polished in client-facing situations
• Culturally savvy in GCC business environments — understands relationship-based selling in the Gulf
• Collaborative: works closely with the Technical Pre-Sales Consultant as a team
• Resilient: handles long sales cycles, delayed decisions, and ghosting without losing momentum

Required Skills

Company Profile