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Job Description
- Develops and implements an overall sales plan for the company covering assigned vertical/industry while meeting the overall mission and goals of the organization.
- Ensures the implementation of the department’s objectives according to the overall Sales Strategy.
- Orients Account Managers on the company’s overall objectives as well as the department’s strategy, objectives, policies, procedures, guidelines and standards.
- Provides guidance, leadership, and oversight to Account Managers to ensure compliance with objectives and standards.
- Prioritizes, coordinates, and allocates work assignments to Account Managers, and resolves day-to-day staffing issues.
- Monitors the execution of tasks on a regular basis to ensure timely delivery within the agreed upon quality standards and budget.
- Develops an effective training plan for the Account Managers and ensures its execution.
- Ensures appropriate and fair execution of the performance appraisal process among Account Managers.
- Conducts biweekly progress meetings to discuss progress and status, and identify issues, obstacles, and potential risks.
- Prepares monthly coverage plan of forecasted sales in coordination with the General Manager of Sales and Account Management.
- Collects updates and consolidates the monthly actual sales and sales forecast report to the General Manager for final review.
- Handles strategic accounts within a specific vertical/industry (Government Sector).
- Maintains excellent knowledge of offered products of all business lines and is capable of identifying possible opportunities for new projects.
- Develops exceptional knowledge of the accounts’ competitors, problems, goals, needs and issues and accordingly assists accounts in identifying needs, defining solutions, and selecting the right products and services.
- Identifies potential strategic accounts through client assessments (e.g. profitability, size of business, etc…) and client needs assessment (e.g. the capability of delivering products to client).
- Positions the company for prime opportunities by selling the organization’s capabilities and solutions and gathering information that will make a competent organizational approach to potential strategic accounts.
- Oversees proposal development through creating offers that provide the best affordable value and ensures that proposals address the account’s key issues, needs and requirements.
- Coordinates the efforts of the groups serving strategic accounts (e.g. Projects Managers, Customer Support Engineers, etc…) to ensure a synergistic company wide approach to the account.
- Monitors strategic account satisfaction and communicates client concerns.
- Gives support and advises Account Managers on the process of offer negotiations and closing deals.
- Responsible for price negotiations and decisions concerning strategic accounts within his/her sector.
- Develops and maintains strong long-lasting relationships with clients, government sectors, and IT consultants.
- Representative figure for the company within his/her own sector and builds long term relationships with strategic potential accounts and prospects.
- Executes the responsibilities of a Sales Manager in accordance with the documented Delegation of Authority Matrix.
Job Requirements
- University degree and relevant work experience.
- Over 10 years related experience in select industry and IT sales in general.
- Excellent judgment, tact, and decision-making ability.
- Excellent communication, interpersonal and negotiation skills.
- Excellent in coordination and management of teams.
- Good Computer skills.
- Proficiency in both Arabic and English language (speaking, reading and writing).
