Business Development Manager – Process Automation

Business Development Manager – Process Automation, Saudi Arabia

Short Role Description

The Process Automation Business Development Manager is a quota-carrying sales role focused on generating incremental growth and increasing market share through new customers, Greenfield projects, and competitive opportunities. The role identifies and develops new business, shapes strategic opportunities from an early stage, coordinates the appropriate PA and Schneider Electric resources, and drives opportunities through the sales lifecycle to order conversion.

Role Purpose

Drive Process Automation growth and increase market share by developing new customers and pursuing new competitive business landing in Saudi Arabia, with a particular focus on Greenfield opportunities, new segments, strategic growth areas, and new geographies.

The PA sales framework defines Business Development as a quota-carrying role focused on developing new customers or growing new businesses, products, or segments in existing or new geographies, predominantly pursuing new business rather than installed-base order credit.

Key Responsibilities

• Identify, develop, and pursue new Process Automation business opportunities across assigned Saudi Arabia key customer and markets.
• Develop new customers and expand Process Automation into new businesses, segments, and geographies.
• Build and manage a strong pipeline of Greenfield and competitive opportunities.
• Drive early customer engagement and position Schneider Electric Process Automation solutions with end users, EPCs, and other key project stakeholders.
• Develop account and opportunity strategies aimed at strengthening Schneider Electric's competitive position and increasing the probability of winning.
• Coordinate with country sales teams, End User CSEs, EPC teams, Technical Sales Consultants, and relevant internal stakeholders to develop and shape opportunities.
• Drive opportunities through the sales lifecycle, from early identification and qualification through pursuit and order.
• Maintain strong opportunity and pipeline discipline in bFO and follow applicable CQA and commercial governance requirements.
• Deliver the assigned order quota and contribute to Process Automation market-share growth.

The quota-carrying nature of the Business Development role and sales governance requirements are defined in the PA Sales framework.

Candidate Profile

• Strong experience in Process Automation, industrial automation, or complex solution sales/business development.
• Proven experience developing new business, Greenfield projects, and competitive opportunities, rather than primarily managing an existing installed base.
• Good understanding of complex automation projects and solutions, ideally within process industries such as Oil & Gas, Energy, Chemicals, or related industries.
• Strong ability to engage customers, EPCs, and key project stakeholders at different organizational levels.
• Strong opportunity-shaping, commercial, and negotiation capabilities.
• Ability to manage long-cycle, complex, and highly competitive sales opportunities.
• Strong collaboration skills and ability to work effectively within a matrix organization, coordinating sales, technical, commercial, and country teams.
• Results-driven, proactive, and comfortable operating in uncertain and highly competitive environments.
• Willingness to travel within and outside the region key customer engagements.

Key Success Measures

• Growth of qualified new-business and Greenfield pipeline.
• Development of new customers and strategic opportunities.
• Conversion of competitive opportunities into orders.
• Achievement of assigned Process Automation order quota.
• Contribution to PA market-share growth.
• Quality of opportunity management and compliance with bFO/CQA requirements.

The PA framework explicitly identifies Business Development as quota carrying, while an internal discussion describes the BDM objective as gaining new competitive business to increase market share, with emphasis on Greenfield and competitive opportunities.

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150 000+ employees in 100+ countries

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