VP Sales (Transportation Group Company)

Job description / Role

VP Sales (Transportation Group Company) in Riyadh, KSA

• Develop/ensure implementation of sales strategy/objectives while achieving revenue and profit targets
• Understand & translate strategy to commercial initiatives & update management
• Cascade annual revenue target to sales category team and monitors the performance.
• Ensure effective sales planning to set road map for successful sales year in alignment with strategy.
• Focus on revenue targets and how to achieve targets.
• Steer team to maintain Sales Opportunity Pipeline with ample prospects and leads to achieve the target.
• Monitor development and updates of Revenue Plan cascaded from Total Annual Revenue target.
• Monitor sales team and check revenue of current sales opportunity pipeline
• Prioritize investments in enabling technologies in support of sales organization productivity
• Work closely with Group Chief Information Officer (GCIO) to ensure technology initiatives are implemented
• Recommend changes and enhancements to the Customer Relationship Management (CRM) technology platform.
• Collaborate with Marketing, Operations & Maintenance, Planning and Performance, Finance, IT, Supply Chain
• Design mechanism for category supervisor to attain on going prospect or customers feedback
• Support product & BD manager in development and launching of new product/service
• Actively participate in the service development committee.
• Attend service development committee to evaluate new product viability, feasibility and marketability.
• Maintain communication with customers to stay updated on new trends and products needed / demand.
• Ensure alignment with Client’s strategic marketing plans, initiatives and expectations.
• Consistently, provide feedback to marketing department to improve marketing materials.
• Provide continuous feedback to marketing on product/service performance to improve add additional features.
• Establish sales commission plans for the sales team to motivate them to sell.
• Align with HR department to review sales incentive programs
• Lead learning and development initiatives
• Partner with HR’s Learning and Development function, to establish learning and development objectives
• Oversees delivery of training and development programs, actively assesses ROI.
• Develop annual budget by assessing existing sales organization support investments
• Ensure selling process is followed by the sales team at all stages; preparation, connecting and customer need analysis, proposal-solution preparation, objection handling and closing.
• Use marketing research to plan revenue target and prospect reach and segment. (Key Account, Industrial, Construction, Energy, Government, retail, Gas stations, etc.)
• Ensure that the difference between current demand and transport services offerings is understood by Client’s Sales team and are ready and informed when connecting the Prospects and Leads.
• Monitor fleet utilization with Planning & Operations team to assess delivery success rate, delivery schedule, etc
• Pre-approve proposed models based on customer needs analysis
• Approve prices, special rates and credit limits as per the DoA.
• Ensure contract signing as per DoA.
• Approve or reject bid for special projects based on the evaluation provided by sales team.
• Presents recommendation to Client President in case of strategic tenders/RFPs for final decision.
• Ensure sales team’s lead in Bid Management Committee (BMC) to support response to tenders/RFPs
• Review draft response/proposal to tenders /RFPs are compiled/presented by Bid Management Committee (BMC).
• Approve final proposal before attaining approvals from Client President and in some cases from GCEO.
• Ensure support customer experience strategy and plans to achieve higher level of customer satisfaction index
• Manage and monitor customer loyalty and retention as per marketing policy to minimize customer churn.
• Support marketing department in designing incentive scheme aligned with sales commission
• Monitor activities of Sales Back Office and ensure team support to category supervisors
• Steer category supervisors for cross-selling of products/product line
• Conduct preference test to measure market acceptance and present finalized service to the customer.
• Assist Product & BD manager in conducting the PoC (Proof of Concept) testing methodology.
• Manage validation of expected revenues, designing promotional, sales material and training material for sales
• Meet customer top management
• Direct team to modify invoices and documents in alignment with credit manager
• Recommend yearly objectives and KPIs to Client president for approval.
• Ensure Sales Dashboard developed by business analyst in coordination with regional performance coordinators.

Requirements

• Excellent Arabic and English communication, interpersonal and presentation skills.
• Bachelors or Master’s degree in marketing, business administration, transportation or operation management
• 18 years of experience as Chief Sales Office, Sales VP or a Director or Senior Director in a large multinational or local logistics, transport, fleet Management, or other large local / multinational companies.
• 15 years of experience in supervising and managing sales, marketing, after sales functions.
• Manage B2B / B2C sales, marketing and after sales functions in a large-scale transport/fleet/logistics company
• Proven experience in working with senior management, CEOs & Presidents.
• Experience in developing profitable strategy, implementing objectives and targets.
• Training and certification on in sales, marketing, commercial strategy, customer experience, etc.
• Extensive knowledge of transportation/logistics industry or sector in a large local or multinational organization.
• Hands on knowledge in using, implementation and enhancing CRM.
• Proven managerial and leadership skills to build cohesive and collaborative teams.
• Managed P&L of a company or a sector in a company leading it towards higher growth and customer satisfaction.
• Familiar product development and management lifecycle, customer retention, loyalty packages & plans
• Leadership skills, including the ability to manage time effectively and handle both internal and external conflicts.
• Problem solving capabilities to improve process productivity, reduce costs and increase profitability.

About the Company

For over 15 years Omni International Consultants has supplied high caliber personnel to the global Construction, Aviation, Banking, Logistics, IT, Hospitality, Healthcare, Oil/Gas & Manufacturing sectors.

We specialize in recruiting the highest quality, right-fit professional and have helped many candidates find their ideal opportunity.

Our Head Office is located in Bangkok, Thailand and we have 6 liaison offices located in the UK, Australia, UAE, India (Mumbai & Delhi) and Rayong, Thailand.