Business Development, Middle East

Reporting to the SVP of Business Development, you are an experienced and highly motivated sales executive, focused on New Logo acquisition. This role will be primarily responsible for driving new business development efforts, targeting prospective clients in the asset management industry. In this role, based in Dubai, you will play a key role in working with the product team to launch and execute a sales plan for Management Company services in the UAE and Administration (secondary) and Compliance (secondary) client base and driving revenue growth. The position comes with quota responsibilities, where achieving and exceeding sales targets will be essential to success.

Essential Duties And Responsibilities

• New Logo Acquisition: Identify and pursue new business opportunities within the asset management industry, targeting institutional investors, investment funds, and asset managers as potential clients.
• Sales Strategy: Develop and execute a comprehensive sales strategy, prospecting new leads, building a robust pipeline, and converting opportunities into successful partnerships.
• Quota Management: Take ownership of assigned sales quotas and work diligently to achieve and surpass revenue targets, ensuring steady growth in new business acquisition and ensuring appropriate levels of pipeline coverage.
• Client Engagement: Cultivate and nurture relationships with key decision-makers and stakeholders, understanding their unique needs, and presenting Waystone's services as valuable solutions.
• Market Research: Stay informed about industry trends, competitor activities, and regulatory changes, using this knowledge to refine sales approaches and strategies.
• Proposal and Contract Management: Collaborate with internal teams to create tailored proposals, negotiate contracts, and ensure client expectations are met or exceeded.
• Reporting and Analysis: Provide regular sales performance reports, analyse data, and use insights to drive informed decision-making and optimize sales activities.
• CRM Hygiene – Maintain and update all sales, opportunity and pipeline activity in line with The companies guidelines.
• Collaboration: Work collaboratively with marketing, operations, and legal teams to ensure a seamless and positive customer experience.
  
  

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience And Abilities

• Sales Experience: Proven track record with relevant, recent and extensive experience of leading complex sales efforts with a focus on new logo acquisition and quota driven responsibilities, preferably in the asset management or financial services industry
• Industry Knowledge: An extensive understanding of the Authorised Fund Manager (AFM) / Alternative Investment Fund Manager (AIFM) and asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.
• Sales Strategy and Planning: You should be adept at developing and executing comprehensive account growth strategies and close plans, to deliver ambitious revenue targets, and formulating actionable plans to achieve them.
• Results-Oriented: You will have a strong focus on achieving measurable results and exhibit the drive to meet or exceed sales targets while maintaining high levels of customer satisfaction.
• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with clients and key stakeholders.
• Market Research and Analysis: The capacity to conduct market research, analyse data, hypothesise solutions, and identify trends to inform sales strategies and decision-making.
• Client-Centric Approach: Understanding and addressing the unique needs of potential clients are essential to develop tailored proposals that align with their goals and build trust in Waystone's services.
• Relationship Building: Extending and nurturing strong relationships with key stakeholders, including institutional investors, investment funds, and asset managers, is vital for establishing Waystone as a trusted partner in the industry.
• Innovation and Adaptability: The asset management industry is constantly evolving, and you should be open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.
• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.
  
  

Education

• Bachelor's degree in Business Administration, Finance, or a related field (MBA preferred).