Head of Sales, Govt & Emerging Markets - Telecom

Confidential Company

Job Purpose:

Seeking an enthusiastic and dynamic Head of Sales for the Global Enterprise Business Unit (GEBU). The Head of Sales has the responsibility to develop & manage the growth strategy,

providing focus for new & existing customers toward the achievement of market presence and revenue

targets. Define and work on the sales plan, manage & develop existing accounts and work on acquiring

new accounts by networking, cold calling, advertising or other means of generating interest from potential

clients. Maintain direct relation with key accounts and provide adequate reporting.

Must develop a rapport with clients and provide support that will continually improve the relationship

and develop a healthy business pipeline. This requires a thorough knowledge of the market, the

solutions/services the company can provide, and of the company’s competitors.

Job Functions: -

Sales

• Manage structured sales plan with clear KPIs and targets.

• Ensure team targets are aligned with the dept sales strategy and are met for new business and

renewals.

• Provide leadership, guidance and ensuring sales policies are followed.

• Focus on Govt, SME & Large Enterprises with regional presence, MNCs, etc to sell Connectivity &

Managed Services.

• To create successful strategies and execution for emerging markets in MENA for

products & solutions.

• Promote and sell products and services to target markets to meet their needs and to achieve the

sales targets and revenue budgets.

• Ensure monthly sales targets are achieved.

• Working closely with Commercial (Products and Solutions/ Presales) teams to develop proposals

that speaks to the client’s needs, concerns, and objectives.

• Maintain a pro-active and creative approach to sales opportunities.

• Client visits/meetings/tele-calling/cold calling on daily basis.

Customer Relationship

• Build trust, social activities & public relations with key account clients, work on solving their

problems, and respond to their requests any time.

• Educate and create awareness to the clients about any new offers, bundles, services offered by

play the advisor / consultant role to increase client base.

• Send out client correspondence within 24 hours of the request for information as a tool for

managing the sales efforts.

• Support the team by ensuring meeting with their top clients regularly to establish stronger

business relationship.

• Promote the company’s image through attitude, professionalism, knowledge, customer

orientation and responsiveness to client’s needs.

• Addressing customer service issues as raised by the client by clarifying, emphasizing agreements

and working through differences to a positive conclusion. -

Market knowledge

• Build a good knowledge of the market environment in which the client is operating and ensure

timely reporting on market intelligence.

• Keep an open eye on the market to detect any threats from competitors and identify and develop

the company’s unique selling propositions and differentiators.

• Attend industry functions, such as association events and conferences, and provide feedback and

information on market and creative trends. Generate sales opportunities by identifying

appropriate business targets.

• Liaise with the Products and Presales to share market understanding, competitions to help

enhance wining propositions. -

Reporting

• Provide sales reporting and feedback to the Director.

• Management sales reports to present performance and achievement in alignment with the dept

strategy and goals.

• Ensure compliances to company policies, sales governance policy and audit.

• Ensure that data is accurately entered and managed within the company’s CRM or other sales

management system.

• Gives feed-back on field expectations. -

Education

• Bachelors degree is a must.

• An MBA degree is an advantage.

• Skills, Experience and Requirements:

  • Experience in driving enterprise sales (Internet, Data, Voice, ICT, Cloud) with a strong personal

  network within the MENA region.

  • Excellent interpersonal and presentation skills and an ability to build strong relationships with

  partners and clients.

  • Team management.

  • Strong follower of company policies and Audit compliances.

  • Strong time management, multi-tasking, and organizational skills

  • Experience with negotiating contracts/pricing

  • Exhibits self-confidence, energy and enthusiasm.

  • Fluency in English and Arabic is a must.

  • Require a bachelor’s degree and atleast 15 years of sales experience in MENA region.

  • Driving license and car availability -

  Core Competencies:

  • Customer Management

  • Revenue Generation

  • Enterprise Solution Selling

  • Sales Pipeline Management

  • Time Management

  • Team Player

  • Negotiation

  • Relationship Building