Senior Sector Sales Manager

1 week ago

Riyadh, Ar Riyāḑ, Saudi Arabia Giza Systems KSA Full time
Job Summary

Giza Systems KSA is seeking a highly skilled Senior Sector Sales Manager to lead the growth and development of our industry account portfolio in the Government Sector. As a key member of our sales team, you will be responsible for maximizing sales, customer share, and market share of our GS portfolio within the specific industry in the country or region.

Key Responsibilities
  • Develop and Execute Sales Strategy: Develop and execute a comprehensive sales and marketing strategy for the industry, ensuring alignment with Line of Business (LOB) strategies.
  • Create Annual Business Plans: Create annual business plans, budgets, and targets specific to the industry.
  • Collaborate with Country Teams: Collaborate with the country teams on accounts that span multiple countries.
  • Identify New Opportunities: Identify new opportunities for existing products within the industry.
  • Implement Account Management Practices: Oversee the implementation and development of robust account management practices within the industry accounts.
  • Provide Training and Guidance: Provide training and guidance to the account team to keep them updated on the latest account management concepts.
  • Foster Industry Knowledge: Foster continuous industry knowledge by participating in virtual industry Special Interest Groups (SIGs).
  • Collaborate with Account Teams: Collaborate with account teams to develop appropriate marketing and pricing strategies.
  • Coordinate Awareness Programs: Coordinate awareness programs with presales teams to ensure account managers are well-informed about new offerings.
  • Maximize Sales Forecasts: Maximize and monitor industry sales forecasts, success of bids, and customer satisfaction.
  • Drive Portfolio Penetration: Drive portfolio penetration within the industry accounts.
  • Explore Cross-Selling Opportunities: Explore opportunities for cross-selling and introducing new products and LOBs.
  • Establish Client Relationships: Establish and maintain strong, credible client relationships.
  • Escalate Customer Issues: Serve as the ultimate escalation point for any customer complaints or issues.
  • Collaborate with Head of Projects and COM: Collaborate with the Head of Projects and COM to ensure customer excellence by monitoring project status, change requests, and bids.
  • Monitor Competitive Landscape: Stay vigilant about the competitive landscape, industry opportunities, and threats.
  • Develop Account-Specific Marketing Plans: Develop account-specific marketing plans in partnership with the country manager and account managers, including events and local presentations.
  • Gather and Document Account Knowledge: Gather and document knowledge about accounts, including loss/success reviews, current business partners, client processes and timetables, client buying patterns, client strategy, business directions, and markets.
  • Bring in Sales Opportunities: Bring in sales opportunities for the country across the assigned account, as per their sales target.
  • Participate in Bidding Decisions: Participate in bidding decisions for country opportunities together with the Sales Manager, Country Manager, or the CCO based on the DOA.
  • Monitor Project Progress: Follow-up with COM and Project Managers to monitor the progress of country projects.
  • Monitor Profit/Loss Status: Follow-up on and monitor the profit/loss status of country projects with the Project Managers and liaise with the LoBs for the profit/loss status for common projects.
  • Monitor Client Proposals and Order Processing: Follow-up on client proposals and monitor the order processing and cash flow status of the project.
  • Negotiate with Suppliers: Undertake price negotiations with suppliers, when needed.
  • Submit Monthly Progress Reports: Prepare and submit monthly progress reports on the assigned accounts to the Sales Manager responsible for their industry.
  • Update CRM: Update the CRM related to their opportunities & the accounts they're handling including but not limited to all information required.
  • Lead and Manage Team: Provide effective team management, including performance management, motivational leadership, communication, and feedback.
  • Coach and Develop Team Members: Offer feedback to project teams working with the accounts.
  • Identify and Recruit Key Talents: Participate in identifying and recruiting key talents for the sales team.
  • Lead and Guide Direct Reports: Lead, guide, and assist direct reports in performing their functional operations in alignment with established policies and procedures.
  • Set Performance Objectives: Set performance objectives, offer support, conduct evaluations, and provide regular feedback on performance.
Personal Skills
  • Excellent Team Leading Skills
  • Excellent Sales and Marketing Skills
  • Excellent Communication, Interpersonal, and Negotiation Skills
  • Excellent Problem-Solving Skills
  • Excellent Presentation Skills
  • Excellent Command of English
Technical Skills
  • Preferable Experience in Solution Sales & System Integration Value Propositions: Preferable experience in the solution sales & System integration value propositions especially in Advanced Analytics & AI/ML, 5G, BI, Data Mining, IOT Platforms, Mobile Apps, Big Data solutions, Digital Transformation, Cyber Security, Data Center, and Cloud Offerings.
  • Desirable Expertise in Solution-Oriented Sales and Integration Value Propositions: Desirable expertise in solution-oriented sales and integration value propositions.
  • Preferred Experience in the Saudi Market: Preferred experience within the Saudi market.
Education

BSC of Engineering with a Specialization in Computer, Communication or Electrical Engineering.

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