Business Development Manager
Salt
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Job summary
Salt is seeking a commercially minded Business Development Manager for International Markets. The role drives expansion by identifying opportunities with governments, diplomatic missions and public-sector institutions across multiple geographies.
The candidate will research markets, develop commercial propositions, build senior-level relationships and manage tenders and procurement opportunities from assessment to contract award. Travel internationally as required.
Qualifications
- Bachelor’s degree in a related discipline.
- 7-10 years of experience in business development/international expansion.
- Experience engaging with government authorities, ministries, embassies or public-sector organisations.
- Willingness to travel internationally as required.
Responsibilities
- Identify and evaluate new international markets for business expansion.
- Research government priorities, market demand and competitive landscapes.
- Develop market-entry strategies and prioritised business plans for target regions.
- Build and manage a pipeline of qualified international opportunities with timelines and value.
- Coordinate with Operations, Finance, Legal, Technology to develop competitive proposals.
- Prepare market assessments, opportunity briefs and business cases to support expansion decisions.
- Maintain accurate CRM records and provide regular pipeline reporting.
Skills
Education
Tools
Job description
MANDATORY Experience: coming from Business Services / Government Services Outsourcing
An international services organisation is seeking a commercially driven Business Development Manager to support its international expansion and develop new business opportunities across global markets.
The organisation works with government authorities, public-sector institutions and strategic partners to deliver specialised services across multiple geographies. Its business model combines operational expertise, technology-enabled solutions and scalable service delivery.
The Business Development Manager – International Markets will drive international growth by identifying, developing and securing new business opportunities with governments, diplomatic missions, public-sector institutions and strategic partners.
The role will involve researching new markets, developing commercial propositions, building senior-level relationships, identifying government tenders and procurement opportunities, and managing the business development process from initial market assessment through proposal development, negotiation and contract award.
The successful candidate will be proactive, commercially minded and strategic, with the ability to navigate complex stakeholder environments, identify new opportunities and convert them into sustainable commercial growth.
- Identify and evaluate new international markets for business expansion.
- Research government priorities, market demand, competitive landscapes and potential entry opportunities.
- Develop market-entry strategies and prioritised business development plans for target countries and regions.
- Build and manage a pipeline of qualified international opportunities, with clear ownership, next steps, commercial potential and timelines.
- Identify opportunities to expand the organisation’s international footprint through new contracts, additional service locations and expanded service offerings.
- Establish and develop relationships with government authorities, ministries, embassies, consulates, diplomatic missions and relevant public-sector stakeholders.
- Identify key decision-makers, procurement stakeholders and influencers within target markets.
- Arrange and lead introductory meetings, commercial discussions and strategic presentations.
- Build credibility with senior stakeholders while maintaining professionalism, discretion and cultural awareness.
- Develop long-term relationships that support repeat business, contract renewals and future market expansion.
- Identify relevant government tenders, requests for proposals (RFPs), expressions of interest (EOIs) and other procurement opportunities.
- Assess tender requirements, eligibility criteria, commercial viability, delivery expectations and submission deadlines.
- Coordinate with Operations, Finance, Legal, Technology and other relevant teams to develop competitive proposals.
- Prepare and coordinate presentations, commercial proposals, business cases and supporting documentation.
- Manage the business development process through submission, clarification, negotiation and contract award.
- Maintain accurate records of tender outcomes and conduct win/loss reviews to improve future performance.
- Identify and develop strategic partnerships that support entry into and expansion across international markets.
- Evaluate potential local partners, service providers and other relevant stakeholders in line with business objectives and compliance requirements.
- Develop commercial models and partnership propositions that balance market opportunity, operational feasibility and profitability.
- Support contract negotiations and commercial agreements alongside Legal and senior management.
- Ensure proposed partnerships and opportunities align with governance, regulatory and operational requirements.
- Prepare market assessments, opportunity briefs, financial assumptions and business cases to support investment and expansion decisions.
- Work with Finance and relevant stakeholders to assess revenue potential, operating costs, profitability and commercial risks.
- Develop forecasts and opportunity plans for target markets.
- Support the evaluation of new-market launches, contract opportunities and potential service expansions.
- Present recommendations to senior leadership, supported by credible market intelligence and clear commercial rationale.
- Maintain an accurate and up-to-date business development pipeline within the company’s CRM or designated reporting system.
- Track opportunity stages, estimated contract value, probability of success, decision-makers, deadlines and next actions.
- Provide regular reports on pipeline development, tender activity, conversion rates, commercial forecasts and market-entry progress.
- Monitor competitor activity, procurement announcements and developments across relevant international markets.
- Use market intelligence and performance data to refine business development priorities and improve conversion rates.
- Work closely with Operations, Finance, Legal, Technology and senior management to validate opportunities and develop commercially viable solutions.
- Ensure proposed services align with operational capabilities, service standards, security requirements and contractual obligations.
- Coordinate the transition of awarded contracts to the relevant operational teams.
- Maintain clear documentation of client commitments, scope, timelines, commercial terms and implementation requirements.
- Support ongoing stakeholder engagement and identify opportunities for contract extensions, renewals and additional services.
- International market expansion and business development plan.
- Qualified international business development pipeline.
- Government tender, RFP and EOI opportunity tracker.
- Market-entry assessments and competitor intelligence reports.
- Commercial proposals, pitch presentations and business cases.
- Strategic partnership and stakeholder engagement plans.
- Revenue forecasts and pipeline performance dashboards.
- Tender win/loss analysis and conversion reports.
- New business contract awards and successful operational handovers.
- Value and quality of the qualified international opportunity pipeline.
- Revenue generated from new international business against agreed targets.
- Number and value of new government and institutional contracts secured.
- Tender and proposal success rate.
- Conversion rate from initial engagement to qualified opportunity and contract award.
- Number of new markets entered or successfully developed against agreed objectives.
- Quality and timeliness of proposals and tender submissions.
- Accuracy of CRM records, forecasts and pipeline reporting.
- Development of strategic government and institutional relationships.
- Successful handover of awarded contracts to operational teams.
- Bachelor’s degree in Business Administration, International Business, Economics, Finance, International Relations or a related discipline.
- A postgraduate qualification or relevant professional certification would be an advantage.
- Excellent written and verbal English communication skills.
- Arabic language skills would be an advantage, particularly when engaging with regional government stakeholders.
- Approximately 7-10 years of experience in business development, international expansion, strategic partnerships, government contracting, corporate development or a related commercial function.
- Demonstrable experience developing business opportunities across multiple international markets.
- Experience engaging with government authorities, ministries, embassies, diplomatic missions or public-sector organisations is strongly preferred.
- Proven exposure to tenders, RFPs, commercial proposals, contract negotiations and complex sales cycles.
- Experience in government outsourcing, immigration-related services, public-sector service delivery or other regulated operational environments would be highly advantageous.
- A proven track record of developing new business relationships and converting opportunities into commercial outcomes.
- Experience working with cross-functional teams and senior stakeholders across different countries and cultures.
- Willingness to travel internationally as required.
- International business development and market-entry planning.
- Government and institutional stakeholder engagement.
- Tender identification, RFP management and proposal development.
- Commercial negotiations and strategic partnership development.
- Market research, competitor analysis and opportunity qualification.
- Business case development and commercial forecasting.
- CRM and pipeline management.
- Microsoft Excel and PowerPoint.
- Executive presentations and stakeholder reporting.
- Understanding of procurement processes, contract requirements and commercial risk assessment.
- Commercial acumen: Understands market potential, contract value, profitability and the commercial implications of business decisions.
- Relationship building: Establishes credibility and develops trusted relationships with senior stakeholders across diverse markets.
- Strategic thinking: Identifies opportunities, evaluates market-entry options and translates market intelligence into actionable plans.
- Negotiation and influencing: Communicates persuasively and manages complex commercial discussions professionally.
- Ownership and accountability: Takes responsibility for progressing opportunities, meeting deadlines and delivering measurable outcomes.
- Execution discipline: Manages multiple opportunities, tender deadlines and stakeholder requirements with strong organisation.
- Cultural awareness: Works effectively across international markets and adapts communication to different business and government environments.
- Integrity and discretion: Handles sensitive commercial information and stakeholder relationships responsibly.
- Collaboration: Works effectively with operational, technical, financial and legal teams to develop viable business solutions.
The ideal candidate is a commercially minded, internationally focused business development professional who can open doors, build senior-level relationships and convert market opportunities into secured contracts.
They will combine strong networking and negotiation skills with structured pipeline management, tender expertise and an understanding of complex government-facing business environments. They will be proactive in identifying new markets, confident when engaging with senior decision-makers and disciplined in progressing opportunities through to contract award.
Experience in government outsourcing, immigration-related services or other regulated, government-facing services would be particularly valuable.
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