Senior Manager Enterprise Sales

Job description / Role

The Senior Enterprise Sales Manager is responsible to develop Industry specific strategy, customer management and monitoring tools and procedures; while ensuring the ongoing performance and achievement of targets & budgets for Federal Government Clientele.

Drives all sales efforts within the Industry sector and is responsible for retention and growth of the customer base/Market share.

Oversees all daily sales and service activities and manages interface with all related departments.

Manage a group of sales managers and provide coaching and mentorship to drive sales.

Maintain strong professional relationships with key decision makers/influencers for top 20% of the accounts.

Duties & Responsibilities:
- Lead sales calls and review key metrics including pipeline, order book and win rate for sales managers.
- Manage annual account volume and wallet share.
- Drive increase in sales of digital services products along with core telecom products.
- Maintain relationship at the CXO level for top clients in the vertical (top 20-30% accounts).
- Set targets for all sales managers under management.
- Plan and ensure compliance to budget.
- Motivate and coach sales team; responsible for the sales team development.
- Set targets and objectives for team and provide prioritization in line with company strategy.
- Track performance of sales team and ensure target achievement.
- Builds, Manages and executes an Industry specific strategy and is responsible for managing, monitoring and ensuring the ongoing performance and achievement of Sales targets for his/her industry segment.
- Keeps a tab on all competitor activities and suggests discounts/approvals for key customers depending on the retention strategy used and Oversees all daily sales and service activities and manages interface with all related department.
- Prioritize service requests from industry segment to Service Delivery Managers.
- Makes strategic trade-offs based upon the amount and profitability of business done with specific customers.
- Establishes and maintains solid relationships with the CXO/Top Management of all customers within the Industry sector.
- Maintains, supports and improves Senior Sales Managers relationships with top level enterprise customers and works as an integral support in the winning of major business opportunities.
- Builds and Leverages relationships and proposes major business opportunities that can ensure growth and market share.
- Establishes a tangible Sales development strategy for the industry sector to win major deals within the ICT market and contributes in forecasting of industry segment market development to identifies new potential market opportunities and assesses impact for industry segment.
- Responsible on all dimensions to achieve the sales targets and gain market share in respective industry segment.
- Defines and executes (together with Vertical head of Enterprise Sales) headcount & allocation plan for each geographic region.
- Oversees planning, prioritization and assignment of targets and tasks to Sales- and Account Managers.
- Reviews allocation/ utilization of resources and ensures cooperation and smooth workflow among section staff.
- Participates in the hiring, selection and staff development (i.e. training) of Senior Sales Managers, Sales Managers, Account Managers and Account Managers implementing a customer centric, performance driven culture throughout the organization.
- Builds a solid communication strategy and manages all tools required to drive operational efficiency within the industry segment.

Requirements

The candidate is expected to have a bachelor’s Degree in Marketing or Business Administration or Telecommunication.

A senior sales professional with 10-15 years' experience in media/Telecom/IT services companies as a key account manager or senior sales manager, experience in managing 3-5 sales people and handling a large account (> AED 20 million).

Proven experience in achieving high sales growth for digital services products.

Good telecommunications domain knowledge.

Negotiation skills and Contract Mgmt.

Assessing changes in ext. environment - articulating business implications.

Very good verbal and written communication skills.

Proven track record in managing enterprise customers; provide sales advice; carry out sales presentation & day-to-day exchange of information; cross-functional coordination; provide & co-ordinate formal training.

About the Company

Etisalat has been the telecommunications service provider in the UAE since 1976, and has built up a modern telecom infrastructure and established itself as an innovative and reliable operator.

Etisalat stands 140th among the Financial Times Top 500 Corporations in the world in terms of market capitalization, and is ranked by The Middle East magazine as the 6th largest company in the Middle East in terms of capitalization and revenues. The Corporation is the largest contributor outside the oil sector to development programmes of the UAE Federal Government, and is an award-winning socially responsible corporation. Etisalat has also won accolades from across the region for its nationalization programme.