Business Development Manager

Role Overview

Business Development Manager at Al Shirawi Group. The role leads business development for the Swimming Pool & Landscape Division.

Role Purpose

To develop and implement business development strategy for the Swimming Pool & Landscape Division in line with the organization's overall business objectives, identifying and capturing sustainable business opportunities across swimming pool construction, renovation, repair, maintenance and Annual Maintenance Contracts.

Key Responsibilities

Strategy & Market Development

• Develop and implement the business development strategy for the Swimming Pool & Landscape Division aligned with organizational objectives.
• Conduct market research and continuously monitor market trends, competitor activities, pricing, customer requirements and emerging opportunities within the swimming pool and landscape industry.
• Identify opportunities across residential communities, villas, hotels, resorts, commercial buildings, schools, sports facilities, property management companies, facility management companies, developers and government/semi-government entities.
• Identify opportunities for the division to provide additional services including associated landscape development and maintenance works, wherever commercially viable.

Business Opportunity Identification & Pipeline Development

• Identify potential clients, projects and sustainable business opportunities for swimming pool construction, renovation, repair, maintenance and Annual Maintenance Contracts, updating the customer database accordingly.
• Generate new business opportunities through direct client engagement, networking, market intelligence, referrals, tenders, consultants and strategic partnerships.
• Develop a strong sales pipeline for swimming pool Annual Maintenance Contracts, reactive maintenance, preventive maintenance, repair, refurbishment, renovation and new pool construction projects.
• Screen potential business opportunities by evaluating project requirements, scope, commercial potential, competition, risks, resources and expected profitability.
• Monitor upcoming Annual Maintenance Contract expiry dates and proactively engage clients to ensure maximum contract renewal and retention.
• Identify opportunities for Annual Maintenance Contract renewals, contract extensions, additional works, repairs, refurbishment and cross-selling to existing clients.

Stakeholder Relationship Management

• Establish and maintain strong professional relationships with existing and potential clients, consultants, developers, contractors, facility management companies, property managers and other key stakeholders.
• Represent the organization professionally during client meetings, industry events, exhibitions, networking activities and business development forums.
• Communicate the organization's capabilities, quality standards, sustainability initiatives and service offerings to potential clients.
• Maintain regular communication with clients after contract award and ensure that client expectations are properly communicated to the operations team.
• Explore and establish strategic partnerships with swimming pool equipment suppliers, specialist contractors, consultants, developers and other relevant industry stakeholders.
• Develop and maintain a healthy customer database covering clients, consultants, developers, property managers, facility management companies and other potential business partners.

Technical Engagement & Coordination

• Understand the technical requirements of swimming pool systems, including filtration systems, pumps, dosing systems, water treatment systems, waterproofing, tiling, plumbing, electrical systems and associated MEP works, sufficiently to engage clients and coordinate with the technical team.
• Arrange and coordinate site visits, surveys and technical assessments with the operations/technical team where required.
• Understand client requirements and coordinate with the estimation and technical teams to develop accurate, competitive and commercially viable quotations and proposals.

Quotations, Proposals & Tendering

• Prepare and submit commercial proposals, tenders and bids within the stipulated timelines, ensuring all submission requirements are complied with.
• Develop appropriate negotiating strategies and positions by understanding client requirements, project risks, commercial expectations and company capabilities.
• Negotiate with clients and business partners within the approved authority limits and coordinate internally for approvals where required.

Bid & Contract Closure

• Close new business opportunities by coordinating commercial, technical and contractual requirements and ensuring smooth integration with the operations team.
• Ensure proper handover of newly awarded projects and Annual Maintenance Contract contracts to the operations team, including scope of work, client requirements, commercial commitments, contract conditions and other relevant information.

Reporting & Analysis

• Conduct regular business reviews and maintain accurate records of enquiries, quotations, tenders, opportunities, conversions, lost business and future prospects.
• Conduct business loss analysis and forward the same to the Executive Director for review and corrective action.
• Prepare and submit regular business development reports covering sales pipeline, enquiries, quotations, tenders, order bookings, revenue potential, conversions, losses and market trends.
• Achieve agreed business development, revenue, gross margin and customer acquisition targets for the division.

Compliance & Governance

• Ensure that all commercial proposals and business development activities comply with applicable legal, contractual and organizational requirements.
• Protect the organization's commercial interests and maintain confidentiality of client, pricing, contractual and business information.
• Implement the organization's QHSE requirements within the business development and tendering activities.
• Encourage continual improvement in QHSE aspects within the activities under responsibility.
• Ensure that all business development activities, site visits and client interactions are conducted in accordance with the organization's QHSE policies and procedures.
• Ensure that client-specific QHSE requirements are understood and appropriately communicated to the relevant internal teams during the tendering and project handover stages.

Sustainability & Organizational Representation

• Communicate the organization's sustainability practices to potential clients and identify opportunities to incorporate sustainable solutions within swimming pool and landscape projects.
• Enhance the organization's reputation by accepting ownership for accomplishing new and challenging business opportunities and exploring avenues to add value to client relationships.
• Perform any other duties and responsibilities assigned by the Executive Director in line with the requirements of the division.