Business Development Manager (Hunter)

Job Title: Business Development Manager (Hunter)
Contract Type: Permanent
Location: Malaysia
Reference: JOB_000165[487]
Contact Name: Naqiya Electricwala
Contact Email:
Job Published: December 11, 2016 23:47

Job Description

About the Company

Our client is a global Travel Commerce Platform, focused on providing distribution, technology, payment and other solutions for the global travel and tourism industry. They have a leading platform that enables travel providers, travel agencies, corporations and developers to search, share, buy and sell travel. 


About the Role

The role of Business Development Manager is to obtain new business with customers with an overall objective of growing revenues.   Therole will focus on identifying, qualifying, driving and ultimately closing opportunities. This will demand the ability to develop high value relationships both with customers and internally; identifying and defining customer needs, articulating our value proposition, differentiating from the competition and ultimately positioning the Company as a strategic technology partner.  


  • Pro-actively research, identify and target prospective business and new revenues opportunitiesthrough the use of an existing and growing network of relevant contacts in order to develop and maintain a new business sales plan within a market or account portfolio
  • Create and maintain a sales pipeline of qualified opportunities within the designated market or portfolio of account                      
  • Convey the message that the Company is a technology solutions provider, offering  customer focused and cost effective value add solutions, mapping customer requirements to the Company's products and services
  • Proactively engage with prospects or customers in order to fully understand their business needs and  identify and create new business opportunities, developing a strong business relationships with key decision makers and influencers
  • Work with the Account Manager as necessary to support the business development process to maximise expertise and knowledge sharing,through the provision of accurate and up to date information relating to the generation of leads, management of prospects, generation of proposals and the raising of orders
  • Work with Sales Service, Account Management and Service Provisioning ensuring that the handover of new accounts is carried out in an organised and effective manner
  • Liaise with other internal departments as required (e.g. Product,  Sales Operations, Legal, Finance and Marketing) to ensure smooth running of all customer interactions
  • Provide accurate forecasts and reports on activity and sales performance as and when required by management
  • Able to devise creative opportunities which will open the door for the Company's products and services i.e. utilising new/non-GDS products to create non-traditional revenues.


Additional Responsibilities:

  • Adherence to agreed profitability guidelines
  • Escalation of exceptional discount requests
  • Ensure that the expert support provided by the Technical Sales team is utilised effectively
  • Contribute competitor intelligence to the Marketing team
  • Develop & participate in sales campaigns that identify and address customer business issues
  • Ensure full compliance with all internal processes
  • Any other duties that may reasonably be required


The Person


  • Strong achievement against quota
  • Ability to value sell through identifying customer requirement and mapping to the Company's solutions
  • A high degree of commercial acumen and highly developed, proven business development skills
  • Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships
  • Ability to liaise with customers and prospects at all levels
  • Proven customer engagement skills
  • Proven track record in a solutions selling capacity within high-tech and/or travel industry
  • Self-starter with ability to apply initiative and make objective decisions around opportunity qualification
  • Proven ability to engage influence and persuade the customer
  • Ability to engage, influence, persuade, and  leverage internal resources cross functionally and successfully
  • Excellent and credible presentation skills
  • Can demonstrate ability to plan 90-120 days
  • Ability to take decisive action / make judgments even when the stakes are high for the individual/team and company
  • Experience of working in an technology and /or travel related business
  • Experience of working in a global matrixed organization ideally of similar size and revenue to the Company or bigger
  • Technical understanding of GDS functionality and Industry related work experience would be advantageous