Manager - Business Setup

Company Profile:

DMCC is a center of global trade. Headquartered in Dubai, DMCC is the world’s most interconnected Free Zone, home to over 25,000 member companies and the leading trade and enterprise hub for commodities. Whether developing vibrant neighborhoods with world-class property like Jumeirah Lakes Towers and the much anticipated Uptown Dubai, or delivering high performance business services, DMCC provides everything its dynamic community needs to live, work and thrive. Made for Trade, DMCC is proud to sustain and grow Dubai’s position as the place to be for global trade today and long into the future.

Role Summary:

Reporting to the Director - Sales and Business Development in this very target driven role, the Manager should strive to match the best sales and customer on-boarding techniques in the world in order to achieve the target free zone revenue and member satisfaction scoring. 

Managing the Business Setup team, responsible for managing the overall daily operations of the team and providing all the necessary guidance and support required to achieve the set KPIs of lead response time and quality, conversion number and rate and successful registration and licensing of new companies. The Manager - Business Set Up is expected to closely monitor the performance of the team and maintain a high level of motivation and efficiency. One of the main responsibility of this role is to work with internal team members, project teams, and department heads to ensure that the Free Zone’s product and service offering is competitive and attractive for our potential customers and that the setup procedures, required documents, regulations, business activities, and process turn-around-times are effective and efficient. The Manager - Business Set Up is also expected to pay close attention the entire value chain of banking and post-licensing value added services as well as key stakeholders, such as third party regulators and service providers, and to work towards nurturing those relationships and improving the service level to ensure that the extended customer journey is as per our Member Promise. Finally the Manager - Business Set Up will support the team members in closing sales, when needed, with demanding and/or high profile clients and will work with and provide input to Marketing and Strategy functions to ensure that all promotional and marketing campaigns are effective and relevant to attract new clients. 

Responsible for the fast and efficient first contact with the client, providing an excellent and professional first impression and assessing and qualifying the leads and making sure of successful conversion, processing and onboarding of all qualified leads ensuring a consistently fast and efficient process and high level of service, producing high levels of lead conversion into member companies, and a high level of client satisfaction throughout the entire process. 

Responsibilities:

• Ensure that a very high level of lead conversion and onboarding of all companies is maintained and all KPIs are above target. Providing the Director  with access to daily reports.
• Continuously improve the process and inbound sales techniques for conversion and onboarding of all new companies, the sales of all DMCC products and services including new value-added services.
• Maintaining and improving all initial lead response time, lead-to-license quality and performance and ultimately meeting targets for total the number of satisfied registered members each month
• Manage the team’s operation and maximize the efficiency and productivity of the team and regularly review and look for areas of improvement. 
• Provide clear direction and support other members of the team on generating leads with private and government entities as well as key support entities for DMCC such as consultants, banks, and third-party regulators. Along with all DMCC support functions. 
• Guide the team on the best practice and approach to contact and qualify the leads.
• Ensuring a high level of conversion is maintained and all KPIs are on target. Providing daily reports. 
• Monitor performance and motivate the team to achieve the set target of new company registrations and encourage upselling/cross selling of value-added services. 
• Ensure that there is an open dialogue between the team and Marketing on the development of lead generating campaigns, discount offers, and other marketing activities and that all the content is correct and relevant to the business. Guide the team on delivering all the necessary agreements, terms and conditions, marketing material related to any new offers or campaigns.  
• Attend to key clients or clients referred by our senior management and ensure that they are handled with care. 
• Attend to client escalations and assist the team when needed if meeting with demanding clients
• Ensure an efficient and consistent communication with team in order to convert leads into member companies. 
• Deliver presentations to when required to key clients or visiting delegation in order to promote company setup at DMCC and cross-selling of DMCC products and services. 
• Strong focus on DMCC property sales and leasing.
• Work closely with heads of key functions related to the setup process, such as compliance, registration, license, and leasing, and maintain a strong relationship and alignment to ensure a smooth processing of the company setup applications and pave the way for the business setup team to achieve their target.  
• Support Director in developing a systematic way of offering services to different customer segments.
• Take a proactive approach to ensure that DMCC Free Zone offering is competitive and attractive for new companies, and continuously look to improve and expand the service offering by working with the Strategy and Product & Services Development function in DMCC.  
• Work with team members to review and update/improve all company set up procedures, required documentation, rules and regulations when feasible, and registration and licensing timelines.

Qualifications:

• Degree in business, management, or related field
• 10+ years’ experience in Sales, Business development or Client Relationship Management with minimum of 3 years management experience and strong communication and sales skills. 
• Previous client facing experience and strong people skills 
• Experience in managing a team.  
• Knowledge of company formation, legal structures, tax and customs regulations, banking processes, real estate transactions, sales processes. 
• Strong knowledge of local and international competition, local regulations and company setup services and demands. 
• The \Manager - Business Set Up is expected to have a complete knowledge of DMCC and Free zone’s unique selling points and all products and services, as well as a strong awareness of the local competition; and must also be an expert on the Free Zone rules and regulation, and company formation processes in addition to a good understanding of the legal requirements and different structures of company and all solutions available and to ensure that all the team members share that same knowledge in order to provide the best advice and service to clients. 

The successful candidate will enjoy the following:

• Working at the world’s best Free Zone with highly motivated colleagues
• A very diverse workforce from all around the globe
• Well-being initiatives all over the year
• Market competitive basic salary
• Housing allowance
• Transportation allowance
• National Allowance
• Annual flight allowance
• Other alternative family benefits
• Pension Scheme
• Discretionary bonus schemes
• Generous annual leave
• Medical and life insurance cover
• Free covered parking
• Retail discounts with over 450 outlets across JLT.