Job closed
Ref: GP334-595
Job description / Role
* Create and drive revenue growth in the Saudi Arabian marketplace.
The Business Development team is responsible for capturing new business accounts for the companys GDS. The team plays a key role in achieving annual revenue targets for the Saudi Arabian Market by generating sales leads, presenting to prospects, developing proposals and closing sales deals that comply with the Regions objectives on acquiring profitable new customers.
A key priority for the Business Development team is to develop the capability to consistently win Tier 1 accounts. Tier 1 accounts are those accounts, in all market segments (leisure, business, corporate) to deliver gross revenue segments and profitable market share.
Key elements of the role include:
- Strategy: understand the customers market, business strategy, issues and drivers as well as the companies product and service strategy link the two by applying functionality to deliver measurable business benefit to the customer
- Relationship Management: personally engage at an executive level in the business and IT areas of the customer. Lead and manage the relationship with prospects and/or customers within the UAE from executive contact to service support.
- Framework: ensure a framework of operation is created to make it easy to do business with the customer - Purchasing Agreements, Standard Terms & Conditions of Contract, etc
Main Accountabilities:
- Manage opportunities, with the Country Manager, Saudi Arabia, through a defined sales process by creating and developing a sales pipeline for Tier 1 accounts and a plan to win business.
- Proactively engage with prospect/customers in order to identify and create new business opportunities. Develop strong business relationships with Decision-Makers and Key-Influencers in all targeted prospects.
- Pro-actively identify revenue generation opportunities.
- Work with Marketing to support the business development process through the provision of accurate and up to date information relating to the generation of leads, management of prospects, generation of proposals and the raising of Orders.
- Liaise with Sales Support to arrange product demonstrations to customers externally to maximize sales.
- Lead the sales team in Riyadh and articulate the companys goals, vision and strategy into everyday activities.
- Cultivate an image among customers and prospects that the companys is a solution provider and is a flexible provider of customer-centric and cost-effective solutions.
- Provide standard reporting and statistics to SA and MEA management, specifically in relation to the Sales Pipeline. Conduct post- implementation and loss reviews, under the guidance of the Country Manager
- Work to maximize revenue generation opportunities while maintaining excellent levels of customer satisfaction among customers and prospects.
- Work with Sales Support, Customer Sales, Customer Service Centre and Service Provision in ensuring that the handover of new accounts is carried out in an organized and effective manner.
- Work with personnel from Multi-National Accounts, Corporate Sales and other regions, where appropriate, on strategic Business Development opportunities.
- Adherence to agreed profitability guidelines
- Contribute Competitor Intelligence to Marketing
- Develop sales campaigns that identify and address customer business issues
- Articulate the Customers definition of success in any opportunity
- Any other duties that may reasonably be required.
Requirements
- Minimum of 5 years sales experience within the travel or technology industry. Knowledge and experience of the Saudi market.
- Empathy and understanding of travel industry and GDS / CRS marketplace.
- Proven track record of sales success. Has closed a number of million dollar deals in a highly competitive environment.
- Proven capability to identify, structure and close business oriented solutions.
- Proven ability to operate at senior management level (e.g. marketing / sales / customer services / IT director), securing high value sales.
- Degree qualified in a technical or business discipline
- Knows the qualification criteria for technical solutions
- Can develop sales process map and manage it through to closure
- Experienced at contract negotiations
- Relationship management
- Good interpersonal skills, team player, able to engage well with clients and internal functions
- Motivational and supportive character
- Strong business awareness, able to understand business issues and KPIs from a customer perspective.
- Able to define win/win solution based on customer business strategy and imperatives
- Innovative and creative with a flair for spotting unique solutions for customers needs
- Intellectually bright, able to think laterally and make own decisions
- Analytical and detail focused
- Ability to frame complex issues from all angles, to develop well thought through sales strategy
- Pro-active in establishing/ pre-empting questions and issues sets the agenda
- Must be a self-starter, tenacious, resilient, resourceful
- Excellent presentation skills (written and oral)
- Highly driven, goal focused with the drive to succeed
- Self-confident and courageous, willing to ask the tough questions
- Demonstrate passion for, and pride in, what they do
- Excellent leadership and communications skills.
- Highly developed organisational skills with the ability to to work in a matrix style organisation
- Excellent time management
- Independently minded able to work for long periods without much guidance
- Excellent personal presentation
- Working with owner/manager/Managing Directors of large SMEs; Managing Directors, Marketing, Operational and Distribution Directors of Pan European and Global organisations.
- Operating within a matrix management organisation
- Effective relationship management of the following parties is critical to the success of the role: Marketing, Sales Support, MultiNational Accounts, Customer Sales, Customer Service Centre, Service Provision, Corporate Sales
Key Measures:
- To reach target on agreed sales figures
- To cultivate a pipeline of sales prospects and suspects
- Contribution to EBITDA (Earnings Before Interest and Taxes)
About the Company
RP International is the leading specialist recruitment consultancy in the established and emerging telecoms markets.
From our hubs covering the Americas, Europe the CIS, the Middle East, Africa and Asia Pacific we have partnered with operators, vendors, systems integrators and consultancies in more than a hundred countries, giving us an in-depth understanding Of cultural sensitivities, local business practices and hiring requirements.
Our clients and candidates benefit from the long-term perspective and breadth of knowledge that comes from working with an industry partner.
From our beginnings providing telecoms expertise into deregulating markets, we have developed our range of services to supply executive search, contingent, contract and launch and transformation resource solutions across the industry.
Our historic success in cross-border search assignments connects our clients to a global network of industry talent.
We identify the best available candidates on a local, regional and international basis.