Business Development Manager Middle East

Top Employers Institute is the global authority recognising excellence in people practices. We assist companies to accelerate these practices and further enrich their worlds of work. Through the Top Employers programme, participants (e.g. Aramco, Roshn, ALJ, Puma, DHL, SwissRe, etc..) are audited, certified and recognised as employers of choice. Established more than 30 years ago, Top Employers Institute now certifies over 2,100 organisations in 121 countries. These certified companies positively impact the lives of over 9m employees globally.This role will be based in Valencia, Spain and will report to the Middle East and South Eastern Europe Regional Manager/Team Lead, based in Valencia, Spain.Purpose and contribution to company strategyBuilding upon the growth and impact of the Top Employer's Certification Programme worldwide we are looking to recruit a new team member to support Middle East region Leaders in the development and branding of their organisations.The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Certification Programme to multinational companies headquartered across Middle East region, mainly in KSA and UAE.Key responsibilitiesResponsible for new business development via prospecting, social selling, qualifying and consultative sellingDrive sales growth and pipeline through the setting up of qualified meetingsBe a subject matter expert and evangelist of Top Employers HR CertificationAbility to connect and network with senior HR stakeholders and position the full value of the Programme across their areas of responsibility and areas of focusWork closely with Marketing to support events and follow up digital leadsAchieve growth targets for new business acquisitionBuilding a strong professional network by initiating contact with HR decision makersKey Success CompetenciesCompany wide competencies: Collaboration, customer focus, global perspective.Role-specific competencies: Communicates effectively, manages complexity, interpersonal savyy, business insight, directs work, builds networks, persuades, drives resultsQualification CriteriaNative or fluent in Business Arabic (Middle East) and fluent in English in both writing and verbally. Any other language is a nice to have.Bachelor degree (or equivalent)3-5 years working experience in Sales, not mandatory but preferably in the field of HR ServicesValue Selling Skills: (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and handle objections)Negotiation skills: Knows how to prepare, how to make offers, how to respond to offers, how to respond to typical tactics, how to close, how to ensure the agreement lasts.Communication skills: Operate with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively.Available to travel to conferences, client sites and company meetings in Middle East Top Employers Institute offersCompetitive fixed & variable remuneration (contract: fixed salary + bonus)Regional and global sales team meetings twice a yearLeadership culture based on trustWe pay you to pay it forward. Two days company paid time off (VTO) for volunteering for causes you care aboutDynamic and open business culturePlenty of room for initiatives and own responsibilityLeader in HR, relied on by global clients such as DHL and PepsiCoFast growing company (20% revenue growth in 2021 & 2022), enabled by owner HAL Investments, which is one of the largest, long-term, investment companies of the NetherlandsInternational environment: colleagues from all over the world and offices in 12 countries, including The Netherlands, Spain, France, Germany, China, US, South Africa, the UK, Singapore and Brazil.