Director, Business Development – MENA Region

🔥 1 minute ago

🇦🇪 United Arab Emirates (UAE) – Remote

⏰ Full Time

🔴 Lead

💰 Business Development (BDR)

👻 Ghost score 10%

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Management Controls Inc.

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1989

💼 Consulting

📦 Logistics

☁️ SaaS

Consulting • Logistics • SaaS

Management Controls Inc. is a leader in contractor management solutions, providing the myTrack platform to optimize and manage contractor spend and data. Their platform automates compliance with contract terms, mitigating risks and ensuring accurate labor, equipment, and material tracking. They serve major industries such as Oil and Gas, Chemicals, Mining, and Utilities, helping companies streamline maintenance, turnarounds, and capital projects with improved financial control. With over 35 years of experience, Management Controls Inc. offers tools for better contractor performance monitoring and decision-making, leading to significant savings for their clients.

📋 Description

• Develop, own, and execute the MENA enterprise business development strategy and annual operating plan • Build and maintain a multi-year MENA growth roadmap covering priority countries, target industries, strategic accounts, channel opportunities, and partnerships • Lead country-level market analysis and opportunity assessment across the Middle East and North Africa • Own MENA top-of-funnel performance and pipeline creation, including opportunity quality, stage progression, forecast visibility, and contribution to regional revenue goals • Lead, coach, and develop business development professionals supporting the MENA region • Build executive-level relationships with prospective customers, government-linked entities, industrial operators, industry partners, associations, and strategic stakeholders • Identify, evaluate, and develop regional channel, referral, implementation, and strategic alliance partners • Provide regional customer and market intelligence to inform product strategy, localization, go-to-market positioning, pricing, packaging, contracting, and service offerings • Represent the company in executive meetings, industry forums, conferences, and strategic customer engagements • Oversee strategic MENA industry affiliations, memberships, conferences, and events; measure their contribution to pipeline, partnerships, and brand credibility • Direct qualification and advancement of complex MENA enterprise opportunities, including discovery, solution positioning, demonstrations, executive presentations, proposals, tenders, and RFP responses • Partner with Sales, Marketing, Product, Consulting, Managed Services, and other functional leaders on regional pursuit strategies and resources • Establish and improve MENA business development methodologies, playbooks, qualification criteria, account planning standards, localization practices, and handoff processes • Ensure CRM governance, accurate regional pipeline data, activity tracking, and executive reporting • Develop MENA market-entry business cases, country prioritization recommendations, partnership models, and investment proposals • Monitor competitor activity, industry trends, investment priorities, regulatory developments, data requirements, and customer priorities affecting MENA growth • Collaborate with Sales Operations, Finance, and Legal on territory planning, pipeline analytics, budgeting, commercial terms, contracting, and ROI analysis • Champion responsible use of approved AI tools for prospect research, market analysis, outreach personalization, pipeline insights, and productivity

🎯 Requirements

• Bachelor’s degree in Business, Marketing, Finance, Engineering, or a related field; MBA or other advanced degree preferred • 10+ years of progressive experience in business development, enterprise sales, corporate development, strategic partnerships, or a related growth function, including substantial responsibility for the MENA region • 5+ years of leadership experience building, managing, and developing business development or sales teams • Demonstrated success developing markets and generating qualified enterprise pipeline across the Middle East and North Africa, including advancing complex B2B opportunities with long sales cycles and multiple stakeholders • Strong knowledge of MENA business practices, customer expectations, procurement and tender processes, partner ecosystems, and country-specific market dynamics • Established network of senior customer, partner, industry, and government-linked relationships within priority MENA markets preferred • Experience creating and executing regional business development strategies, country plans, budgets, performance metrics, and executive-level reporting • Proven ability to build relationships and influence senior executives, prospective customers, partners, and cross-functional leaders across diverse cultures and business environments • Strong commercial judgment with experience evaluating country and market attractiveness, customer needs, competitive positioning, localization requirements, and return on investment • Advanced proficiency with CRM platforms, pipeline analytics, forecasting, dashboards, and data-driven decision-making • Experience leading complex proposals, tenders, RFP responses, demonstrations, negotiations, and executive presentations in MENA markets • Ability to translate technical products and services into clear business value for executive and operational audiences • Excellent spoken and written English communication skills, including polished executive presentation and facilitation capabilities; Arabic proficiency is strongly preferred, and French proficiency is beneficial for North African markets • High cultural fluency and demonstrated ability to navigate relationship-driven business environments, local decision-making structures, and cross-border stakeholder expectations • Strong strategic thinking, analytical, problem-solving, prioritization, and decision-making skills in ambiguous, deadline-driven environments • Demonstrated ability to collaborate across Sales, Marketing, Product, Technology, Finance, Legal, and Services organizations • Advanced proficiency in Microsoft Office, especially PowerPoint and Excel • Experience in enterprise SaaS, contractor management, industrial operations, energy, petrochemicals, maintenance, procurement, or adjacent MENA markets preferred • Knowledge of practical applications for AI in business development, including research, account prioritization, content development, workflow automation, and pipeline analysis • Ability and willingness to travel frequently throughout the MENA region and internationally as business needs require