Business Growth Director

Job Description

Job Summary:

The Business Growth Director is central to our ambitious growth aspirations. Reporting to the Group Leader, Modaxo IMEA (India, Middle East & Africa) and working integrally with our VBU Leaders and APMEA M&A team, you will represent the Modaxo Group within our target markets and sectors where you will lead the charge in developing growth sales strategies, tactics and action plans, identifying and contacting customers and business owners, building relationships, coaching and developing our sales and bid teams, and further developing sales pipelines and potential acquisition opportunities. Our goal is to achieve our financial targets and create an organization of smart, ambitious, “A” players, committed to our mission and focused on winning.

Job Description:

RESPONSIBILITIES

Sales & Business Development:

• Effectively manage the overall sales quota and forecast for Modaxo IMEA.
• Represent the entire range of Modaxo Integrated Transport Solutions that range from Scheduling and Planning, Automatic Vehicle Location and Monitoring Solutions, Automatic Fare Collection/Ticketing Solutions, Emergency vehicles, Taxi TEAMS solution and more.
• Develop target market growth strategies, identifying and progressing new logos and opportunities.
• Create strategic sales development plan to achieve assigned sales target, in alignment with key stages and customer commitments.

• Establish, maintain, and expand relationships within prospective and existing customers in order to influence long-term strategic direction for retention and growth.

• Identify, establish, maintain, and expand relationships with local partners.
• Own the execution of the Value Based Sales methodology.
• Manage, plan and deliver customer business needs discovery meetings (including providing written follow-ups) to articulate the true business value that our solutions will provide to the customer, prior to providing pricing or a proposal.
• Attend Transport conferences and events with the end goal of meeting and following up on leads, and targets.
• Maintain records in Salesforce to manage opportunities, and provide up to date sales updates.
• Undertake any other reasonable tasks consistent with training and skill levels required for this position as requested.

M&A:

• Identify and analyse businesses within a defined sector and region to determine appropriate acquisition target candidates based on specific company characteristics.
• Develop and conduct prospecting campaigns within our operating vertical markets to attract potential acquisition targets and identify interesting technology businesses through email, outbound calling, attendance at trade shows and conferences.
• Continually manage, maintain, and develop our Salesforce CRM proprietary database of acquisition targets and contacts to build a future pipeline of potential acquisition targets.
• Create a rapport with the C-suite and/or business owner by demonstrating your understanding of software businesses and their operation and use experiences to gather detailed information from the target.
• Build personable relationships with acquisition targets, selling the unique Modaxo Group’s people transport focussed technology strategy and the buy-and-hold forever acquisition methodology.
• Maintain long term dialogue with potential targets to maintain future acquisition opportunity.
• Lead conversations towards the signing of NDAs, obtaining operational data, reviewing initial information to ensure appropriate quality, and initiating M&A conversations.
• Gather, review, and present target company financial information to the IMEA business leadership, legal representative, and the M&A execution team.

EDUCATION AND EXPERIENCE

• Senior management experience either within a SaaS or Public transport business
• Proven work experience as BDM Director, Sales Executive or similar with at least seven (7) + years’ experience.
• Salesforce CSRM tools
• Strong financial reporting and analysis skills.
• Previous M&A experience (particularly deal origination) would be advantageous but not necessary.
• An interest / understanding of software technology / business, particularly “SaaS”.

PERSONAL ATTRIBUTES

• Energetic, personable, driven, self-motivated and results oriented.
• Persistent, resilient ‘hunter’ attitude
• Advanced verbal and written communication skills with the ability and confidence to initiate and develop relationships with senior executives, lawyers, brokers, and investment bankers, and build relationships with these individuals.
• Strong data management and analysis skills
• Very well organized, detail-oriented, and able to work variable hours when required.
• Strong attentive listening skills
• Strong relationship-building skills, and the ability to flex personal style to adapt to different personalities.
• Persuasive and engaging presentation skills
• Confident self-starter with a ‘can-do’ attitude
• Fluency in English, with other regional languages (Arabic, French or Turkish) well regarded.

Worker Type:

Regular

Number of Openings Available:

1