Job closed
Ref: OP237-02
Job description / Role
The Sales Manager will report directly to the Middle East MD and will be responsible for mangaging a team of 4 Business Development Managers, alongside the account management and strategic development of both private and Public sector across the Middle East.
You, and your team, will target HR / Talent Management professionals to identify sales opportunities build and present solutions, close business, manage the growth of the accounts and increase the brand awareness of SHL Talent Measurement from CEB in the market.
Your key responsibilities will include:
• Developing and owning the strategy and plan to identify and win new clients within private (POE) and state owned enterprises (SOE), and Governments across the Middle East.
• Maintaining and growing existing client relationships with key multinational accounts
• Building key relationships with our clients on HR director level
• Being an important representative of SHL Talent Measurement from CEB in the Middle East market (UAE companies) improving our brand awareness.
• Managing, motivating and coaching people to meet personal and business objectives
• Managing your own portfolio of accounts and personal sales targets
• Working in close alignment with consultants and UK headquarters to promote and sell integrated solutions to target segment
• Work in close alignment with marketing to develop localized specific marketing campaigns. - Key account management including account planning, client meetings etc for your segment
• Accurately forecast future sales activity and produce monthly activity reports
• Through effective recruitment, performance management and development ensure that there is the necessary capability to deliver the revenue plan
• Within CEB guidelines, develop and communicate metrics and individual objectives that meet the plan
• Implement, maintain and ensure consistent use of business systems and processes (e.g. Performance management, SFDC, Time & Expenses, Revenue forecasting, etc) to ensure the optimal use of resources and that revenue, mix and gross contribution objectives are met
• Extensive travel across the ME region
Requirements
Desired Skills & Experience:
• Master’s degree in business-related discipline/ behavioural sciences (or equivalent)
• Proven experience in sales/business development, preferably in human capital, consulting, talent management or technology environment
• Prior management experience, and with the ability to contribute towards a personal revenue target whilst coaching and mentoring the team.
• Preferably some experience of working in functional/matrix structures where sales and professional services collaboration is key
• Must understand and believe in the value of competencies and objective assessments in strategic human capital solutions
• Strong activity level and business acumen, adaptability, excellent verbal and written communication skills
• The ability to build business relationships at a senior level, identify opportunities and develop client - focused propositions that are commercially viable both for CEB and the client
• A proven ability and desire to work within a highly motivated and multi-skilled team
• Passion to help clients with a strong commercial mindset
• Ability to travel to client locations as needed
• Bilingual (Arabic/English) will be a plus
Key Competencies:
• Delivering results and meeting customer expectations
• Coping with pressures and setbacks
• Persuading and influencing
• Achieving personal work goals and objectives
About the Company
SHL Talent Measurement Solutions are an important part of CEB’s Integrated Talent Management Services. CEB, the leading member-based advisory company, gives senior leaders and their teams insight into how the most successful organizations operate, and equips them with actionable solutions to transform operations.
Our Integrated Talent Management Services address an increasing concern among leaders about how to manage and leverage talent to achieve business goals. Our insights and offerings address the entire employee life cycle, helping the executives we serve improve business performance by realizing the value and potential of their people. In addition to SHL Talent Measurement Solutions, services include Learning & Development and Workforce Surveys & Analytics.