IDB2135 - Director, Business Development

Business Unit: ICIEC-Islamic Corp for Ins of Inv & Export Credit

Division: Not Applicable

Department: Not Applicable

Country: Saudi Arabia

Location: Saudi Arabia - Jeddah

Closing date: 02-Oct-2018

Business Development Department:

The Department is responsible for leading and managing the sales and distribution operations by developing business development strategy, identifying new business opportunities in Member Countries and driving sales of existing and new products to increase the business insured and premium income. This department will also be responsible to ensure development of strong market intelligence to assist in effective sales efforts, manage development of new products, create demand for ICIEC products, and manage relationship with sales channels including other IFIs/MDBs, ECAs, Regional and International Banks, Berne Union, Amman Union.

In addition, DBD shall be responsible for developing the overall business strategy and plan of the Corporation in terms of product, market, and client focus in coordination with the Chief Executive Officer, and will be the main person responsible for executing these strategies.

The Department is divided into three regions of focus:

MENA Region;
Asia Region;
Europe & Sub-Saharan Africa Region; and,
Cooperation and Partnership.

Director, Business Development:

The Director, Business Development is responsible for leading and managing the Business Development operations by initiating and developing business development strategy and plans, identifying new business opportunities in Member Countries and driving sales of existing and new products to increase the business insured and premium income. This role will also be responsible to ensure development of strong market intelligence in delivering effective sales efforts, manage development of new products, market ICIEC products, manage relationship across sales channels mainly brokers, ECAs and multilateral/international financial institutions. The role holder will be accountable for developing the overall business strategy and plans of the Corporation in terms of product, market, and client focus in coordination with the Chief Executive Officer.

Strategic Responsibilities

Directs the development and implementation of the DBD business plans, in line with the Corporations’ approved operational budgets.
Directs and manages the DBD mandates as stated in the terms of reference, provides leadership and facilitates workflow processes in order to achieve high performance benchmarks.
Diagnoses, prioritizes, recommends and implements strategic changes where applicable in the DBD by providing guidance and supports for continuous improvement.
Ensures continuous development/updates/improvement of operational policies and procedures of the department business processes.
Ensures compliance with organizational governance, operational policies, procedures and quality assurances in the DBD.
Ensures synergy between ICIEC and the IsDB Group joint strategic objectives in achieving comprehensive development impacts including the SDGs in Member Countries.

Sales Strategy & Planning

Liaises with Chief Executive Officer to identify targets for business insured, premium income etc. for ICIEC products and services in Member Countries/regions in line with overall strategy and approved business targets.
Analyzes market trends; economics (trade, business & investments), social and political & legal frameworks in Member Countries to develop detailed business plans and sales strategy in consultation with respective Manager, Region (as applicable).
Monitors and oversees the implementation of sales strategies and plans and provides requisite supports as and when required.
Proactively identifies new product, process gaps and challenges, and recommends to the Chief Executive Officer the cost-effective strategies and interventions.
Manages relationship at the strategic level with international brokers/ECAs/IFIs and ensures to build a medium and long-term win-win partnership.

Business Development

Defines business plan in terms of sales strategy for target countries, target for amount of business insured, premium income generated etc. and maintains a balanced portfolio of short-term, structured finance and FII products.
Leads and provides guidance to all Managers, Region (as applicable) in pursuing business development opportunities with potential customers.
Provides risk management guidelines pertaining to the quality/risk concentration of customers while securing new deals with customers and policy holders.
Understands KYC principles and ensures adherence to the guidelines to manage the risks prudently by understanding the customers and their financial dealings better.
Proposes customer acquisition and retention strategies to identify new business opportunities.

Sales Monitoring

Ensures close monitoring of the weekly and monthly sales performance targets and provides corrective measures when necessary to enhance business results through new deals.
Monitors the sales performance of Manager, Region (as applicable) to ensure achievement of established targets as per KPIs and provides mitigation strategies to enhance ICIEC sales.
Monitors the sales performance by individual products and target Member Countries to ensure adherence to established business development plan and risk balanced portfolio.
Oversees product and segment profitability via appropriate pricing strategy as needed.
Monitors and secures continuous transactional pipelines to boost sales performance in line with the established targets in Member Countries.
Ensures periodic product trainings are carried out for the team to keep them up to date with ICIEC products and services.

Market Intelligence

Ensures development of robust business intelligence (BI) within Member Countries to support sales processes efficiently and assist Underwriters and other key internal stakeholders by providing relevant information.
Stays abreast with the economic, political developments and macro-economic trends that could potentially impact negatively on business revenue and undertakes necessary actions to straighten the sales targets.
Analyzes the requests from Member Countries, evaluates customer feedback on existing ICIEC’s products, and benchmarks competitor’s products to support competitive advantage in ICIEC’s lines of product.
Leads research initiatives that focuses in creating new products in line with market trends and specific requirements from Member Countries.
Identifies key challenges that ICIEC faces in selling its products, compared to its competitors, and develops a mitigating strategy to address them.
Provides to IsDB Group, as and when required, in-depth expert inputs pertaining to specific sector or Member Countries or region.
Leads ICIEC’s interests during the preparatory/implementation/monitoring activities related to the Member Country Partnership Strategy (MCPS) initiatives.

People Management Responsibilities

Oversees goal-setting, key performance indicators (KPIs) and targets for each member of the team and ensures close monitoring of the ICIEC Performance and Development Review process.
Directs planning of human resources and career management matters within the DBD, in line with the staff, business and operational rules and regulations.
Ensures high level of professionalism, commitment, accountability and integrity of each member of the team within the DBD.

Experience:

Prior experience in Marketing and Sales, with minimum 17 years of relevant experience in leading the Business Development operations, preferably in the Export Credit/Trade Finance/Banking Industry

Qualifications:

Field of Study	Marketing, Business Administration, Finance
Academic Qualifications and Relevant Experience	Qualification Level	High School Diploma	Bachelor’s Degree	Master’s Degree	Doctorate
Academic Qualifications and Relevant Experience	Experience		20 years	17 years	14 years

Other Information:

Business Language Skills	Very good command of written and spoken English essential. Knowledge of either Arabic or French is an added advantage.
General Key Performance Indicators	Number of New Customers Premium Generated (by Country/Sector) – Invoiced Business Insured New Initiatives and Products introduced Claims Ratio Quality-at-Entry Intra-IsDB Group Business & Premium Generated. Achievement of the Business Plan Objectives. Customer Satisfaction.

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