Business Development Manager - Middle East & Africa

FAAC Technologies is a global leader in access and parking solutions, with over 4,400 employees in 31 countries across 5 continents. Headquartered in Bologna, Italy, and founded in 1965, we design innovative systems that simplify and secure the movement of people and vehicles-whether through automated gates, access control, doors, or smart parking solutions. Our two main business areas, Access Solutions and Parking Solutions, serve customers worldwide with a commitment to quality, innovation, and service. We are looking for a Business Development Manager - Middle East & Africa (Africa includes the countries assigned to the FAAC Middle East branch) that will be part of our company based in Dubai, UAE.

The Business Development Manager (BDM) – Middle East & Africa is responsible for supporting the development and execution of the company’s business development strategy across the MEA region. The role focuses on identifying and developing strategic business opportunities, expanding market presence, strengthening relationships with key customers, partners, consultants and stakeholders, and coordinating regional business development activities in alignment with the company’s overall commercial objectives.

Responsibilities

Business Development Activities

1. Regional Business Development & Market Expansion

Identify and develop new business opportunities across the Middle East & Africa, with particular focus on strategic markets, sectors and applications aligned with the company’s growth objectives. Develop structured market development plans and support expansion into new countries, customer segments and industry verticals.

2. Business Development Team Management

Manage, coordinate and support the activities of the Business Development Executives assigned to the region, initially including the BDE – KSA and BDE – Africa. Define priorities, monitor activities and KPIs, provide guidance and ensure effective market coverage and execution of agreed business development plans.

3. Identify New Business Opportunities

Conduct and coordinate market research, competitive analysis and client profiling to identify new projects, customers, partners and business opportunities across the region. Ensure opportunities are properly qualified and prioritized before progressing through the commercial pipeline.

4. Stakeholder Engagement & Relationship Building

Develop and maintain strong, long‑term relationships with key stakeholders including end users, consultants, system integrators, contractors, technology partners and industry influencers. Support senior management in developing strategic relationships with major customers, authorities and partners across the region.

5. Sales Cycle Initiation & Handover

Lead the early stages of the sales pipeline by identifying and qualifying opportunities, establishing customer engagement and defining the initial opportunity strategy. Coordinate with the relevant Sales team for structured handover and continue supporting strategic opportunities when required, without owning pricing or commercial negotiation.

6. Strategic Market Intelligence

Gather, analyze and consolidate information regarding market trends, customer requirements, competitor activities, upcoming projects and investment plans across MEA. Provide actionable recommendations to management to support strategic decision‑making and market positioning.

7. Country & Market Development Planning

Develop and maintain structured business development plans for priority countries and markets. Coordinate market studies prepared by the Business Development team and identify priority customers, consultants, partners, projects and opportunities requiring follow‑up.

8. Partner & Channel Development

Identify and evaluate potential strategic partners, system integrators and business channels in markets where additional coverage is required. Support the development of existing partners and coordinate with Sales to ensure effective market coverage and alignment with the company’s commercial strategy.

9. CRM, Pipeline Management & Reporting

Ensure accurate and timely recording of business development activities, customer interactions, leads and opportunities within the company CRM and reporting systems. Consolidate the regional Business Development pipeline and provide regular updates to the Business Development Director.

10. Project and Opportunity Oversight

Monitor the progress of key business development opportunities and strategic initiatives, ensuring agreed actions are followed up and relevant internal departments are properly coordinated. Identify potential obstacles or risks and elevate them when management support is required.

11. Consultant & End-User Development

Develop structured engagement with consultants, architects, engineering firms, authorities and major end users to increase awareness of the company’s solutions and strengthen its position during the early stages of project development. Support product specifications, vendor registrations and preferred supplier positions.

12. Marketing & Industry Engagement

Work closely with Marketing to identify and support relevant exhibitions, conferences, customer events, technical seminars and targeted campaigns across the region. Support market‑specific initiatives designed to increase brand visibility and generate qualified opportunities.

13. Cross‑Functional Coordination

Coordinate with Sales, Marketing, Technical, Operations and other internal stakeholders to ensure business development initiatives are effectively supported and transitioned into executable commercial opportunities.

14. Innovation and Process Enhancement

Continuously evaluate business development processes, reporting methods, market intelligence tools and customer engagement approaches. Recommend improvements that increase the effectiveness, efficiency and measurable output of the Business Development function.

15. Strategic Contribution to MEA Growth

Actively contribute to the company’s overall MEA growth strategy by identifying emerging markets, technologies, partnerships and business models that can generate sustainable long‑term growth. Support the Business Development Director in regional strategic initiatives and annual priorities.

Requirements

• Education: Bachelor's degree in Business Administration, Marketing, Engineering, or a related field.
• Experience: Minimum 5–7 years of experience in business development, sales, key account management or a related commercial role, preferably within technology, industrial, security, access control, infrastructure or related solution‑based industries.
• Regional Experience: Previous experience covering multiple countries or managing business development activities across the Middle East and/or Africa is strongly preferred.
• Management Experience: Previous experience in managing or coordinating team members.
• Languages: Fluency in English is required. Arabic is highly desirable. Additional languages relevant to the MEA region are considered an advantage.
• Market Knowledge: Strong understanding of business practices, customer structures, project development and channel models within Middle East and African markets.
• Attitude: Proactive, results‑driven and comfortable working in dynamic and multicultural business environments.
• Strong ability to identify, qualify and develop complex B2B and project‑based business opportunities.
• Strong relationship‑building capabilities with end users, consultants, system integrators, partners, contractors and other stakeholders.
• Strong analytical skills with the ability to translate market intelligence into practical business development actions.
• Excellent communication and presentation skills, including professional correspondence, reports, market studies and management presentations.
• Strong leadership and team coordination capabilities.
• Self‑motivated and capable of working independently while maintaining strong collaboration with regional and international teams.
• Strong organizational skills with the ability to manage multiple countries, opportunities and priorities simultaneously.
• Willingness and ability to travel extensively across the Middle East & Africa as required by the position.

At FAAC Technologies, our commitment to equality and inclusion reflects our intention to cultivate a work environment that acknowledges and values the uniqueness of each individual and embraces diversity in all its forms. The position is open to candidates from all backgrounds, regardless of ethnicity, gender (Law 903/77), sexual orientation, or disability.