Sales / Account Director - Integrated Services

Job description / Role

Serco Middle East is recruiting for a new Sales/ Account Director to support and exceed its growth objectives in the Integrated Services Division (IFS). The successful applicant will be someone with a track record in successful sales within a services environment within KSA (bringing new clients, building relationships, supporting solution design and winning new contracts) . They will work within the new Growth Team supporting the IFS sector MD in opening new opportunities in current and new, related service lines in line with IFS sector strategy. The role combines the business development aspects of a sale with oversight and directing the central bidding function on crating the winning proposition for each new contract.

Key Purpose

- Pro-active new business sales activity across KSA within Integrated Services - finding new business opportunities and owning them to successful conclusion.
- Direct responsibility and accountability for identifying opportunities, shaping customer propositions, owning bid and quotation processes and ultimately for signing and implementing profitable business contracts in line with the IFS sector strategy.
- Responsible for developing and/or enhancing Serco's relationships with high level and all stakeholders across all his/her customer base - enhancing depth of relationship, customer retention, but also delivering on planned Account growth within each customer once they are secured by this individual.
- Achieving the assigned New Business revenue and profit targets

Reason for Role

- Further growth in KSA in response to market developments and expected increase in opportunities available (from government outsourcing, PPP opportunities and general growth and reform)

Structure and Reporting Relationship

- Reporting directly to Business Development Director (within the Growth team), with dotted line into Managing Director - Integrated Services

Key Responsibilities

- Responsible for developing, shaping, pursuit and delivery of profitable new business opportunities in line with the IFS strategy and key target vertical markets
- Manage the business life cycle process across all opportunities and provide all required documentation, reporting and CRM system forecasting (XRMDynamics) associated with that pipeline
- Wholly accountable for achieving the new business revenue and profit targets set annually
- Responsible for developing and/or enhancing Serco's relationships with all stakeholders to the highest levels across the entire targeted customer base (existing, current opportunity and future potential)
- Fill the pipeline with thoroughly qualified opportunities to achieve both the short, medium and long-term growth objectives in KSA
- Bring together and lead matrix-managed teams of specialists to ensure a timely and quality submission of all bids, quotations and proposals
- Develop, maintain and execute account plans for all new major customers once secured, ensuring growth of margin and revenue annually
- Follow Serco's processes in terms of approvals, process and governance at each step of the sales cycle
- Contribute towards Serco-wide corporate governance/good practice development as well as delivering absolute best practice in all own business activities.
- Adopt a culture and way of working that embeds Serco's Governing Principles and ensures that the way in which we treat our, people, customers and stakeholders adheres to our Code of Conduct.
- Understand and show consideration of local laws and government procurement process, including nationalization

Strategy and Plans

- Develop robust sales plans that align to the wider IFS and SME strategy and that will ensure delivery of sustainable growth and enhanced reputation within the sector.
- Own and implement such plans and tactics that will deliver the business strategy to maximum effect.

Growth and Financials

- Collaborate with Serco's support functions to ensure effective financial management is in place, contracts and commercial terms are agreed properly and execute all projects so as to achieve turnover, profit and cash targets as well as meet legal requirements.
- Support the growth of all in-region businesses by effective communication, teamwork and transfer of knowledge and capability.

Customers and Markets

- Lead in the development of a network of relationships with key customers, potential customers, partners and stakeholders to anticipate and meet customer's existing and future needs and enhance Serco's reputation.
- Collaborate with the operating units to ensure the business delivers a level of service and added value that fosters the development of long-term partnering relationships.
- Ensure the optimization and utilization of all facilities and assets to deliver the best value to the customer.
- Work with colleagues to develop operational good practice, exploit potential synergies and economies of scale, and promote cross-selling opportunities.

Requirements

Essential Qualifications

- Degree qualified and/or equivalent post-graduate training / qualification.
- MBA or similar business qualifications or business school training would be an advantage
- Must be absolutely fluent in the English language with Arabic language ability an advantage

Essential technical and professional skills and knowledge


- Sophisticated level of cultural awareness within the local environment, particularly KSA
- Effective communicator to Cox level - able to hold business conversations at the top levels
- Proven experience and skills as a negotiator, delivering the best results for his/her employer without compromising agreement with the customer
- Positive and convincing communication style - able to put people at ease, gather key information and then put together convincing arguments
- Able to demonstrate competence in the productive use of resources (matrix teams, technology, information and documentation) to achieve outstanding end results within tight time constraints.
- Expert at accurate sales forecasting, pipeline management and the use of associated systems to record and accurately predict opportunity timings, likelihood and size.
- Experience of contributing to strategic business management issues as well as developing well thought-out tactical plans to deliver new business.
- Ability to influence senior management, establish and maintain collaborative partnerships and provide thought leadership internally and externally.
- A natural consultancy style that constructively challenges the business and builds relationships at all levels of any organization.
- Good analysis, judgment and decision-making skills - to include strength with pricing, project P & L's, cash flow forecasting and other key financial information (although not only financial)
- Exemplary behaviours that are commensurate with the role of Client Director/Business Development leads within Serco.

Essential experiences

- Must have prior experience of working and living in KSA. Ideally, the candidate will already be resident and working in the KSA marketplace. Extensive connections with and understanding of today's government organisations as well as major corporations are essential.
- Experience of overseeing (from start to finish) complex, detailed and large public and private sector bid processes. This should include having held the remit for and having been directly involved in composing compelling successful multi-million pound bids.
- Proven track record of achieving set targets in new business wins - delivering consistent growth and reliable new contract awards to previous employers.
- Ideally, experience of selling complex packages of outsourced services, especially if gained in a regulated environment or in dealing with government and quasi-government customers. Must be very experienced in designing and selling services-based solutions to customers (as opposed to products) as a minimum. PPP or similar experience would be an advantage.

Additional dimensions, KPIs or special features of the role

- The individual must be self-sufficient and be able to prove where they have been able to operate successfully in previous roles with limited day to day management. Must thrive in an environment where they are reliant on themselves and their self-motivation to hit targets.

Serco is committed to Equal Employment Opportunities and is committed to ensuring the safety of all of its employees through its Zero Harm initiative.

About the Company

Serco is a FTSE 250 international service company which combines commercial know-how with a deep public service ethos.

Serco customers are looking for expertise in managing their people, processes, technology and assets more effectively. We advise economic decision makers, design innovative solutions, integrate systems and - most of all - deliver quality services directly to the public.

Serco supplies to governments, government enterprise, agencies and companies who seek a trusted outsourcing partner with a solid track-record of service excellence. Serco people offer operational, logistical and technical expertise in the Transport, Justice and Immigration, Defence, Education and Healthcare industries as well as in the commercial sectors of Facilities Management.

Serco Middle East have been in the Region since 1947, starting out delivering Air Traffic Control Services in Bahrain; a service we are proudly still running today and have expanded to include many other Airports in the region.

We have expanded significantly since that time across the UAE, Saudi Arabia and Qatar. We have been supporting the RTA to operate the Dubai Metro since 2009, are preparing to launch the flagship Saudi Arabia Passenger Rail service from Riyadh to Qassim in 2016. We deliver Facility Management services to both Cleveland Clinic and Healthpoint Hospitals in Abu Dhabi, large-scale medical facilities in Saudi Arabia and a range of educational and commercial properties in the UAE. We also deliver postgraduate education to Officers in the Qatar Armed Forces through the Joaan Bin Jassim Joint Command and Staff College in Doha.

Focusing on our core values, and creating a positive environment for employees to thrive, we look forward to a bright future as we continue to grow with the region.