Business Development Manager

Job description / Role

JOB PURPOSE: To over achieve and exceed the XES targets set by the company throughout a comprehensive coverage in designated territory. Execute XES sales strategy to maximise XEM penetration in relevant market sectors and facilitate achievement and growth of individual sales revenue and profit objectives.

KEY ACCOUNTABILITIES:

Sales Process
- Identify customer requirements; determine best solution, present proposal, while ensuring customer concurrence throughout the entire implementation process to support successful closing of sales cycle.
- Consistently use company sales tools (Gazing, SAM) in order to capture, update and maintain all account related information so the details can be used to close orders for XEM.

Communication
- Collaborate with other Production, Global Services and Office specialists/managers to support the execution of account strategy.
- Collect, maintain and update account information in order to use and share with Partners and XES vendors to support XES sales cycles and implementations.

Customer Centric Approach
- Endeavour to provide timely customized XES solutions and services to our customers/partners in order to meet their requirements and exceed their satisfaction levels.

Forecast Accuracy
- Provide monthly sales forecast, with a high accuracy level, to ensure individual objectives of revenue growth and gross profit target are met across products handled.

Diary Integrity:
- Ensure commitment to outlook accuracy, deadlines, attendance & time keeping, prompt response to customer requirements, and keeping commitments.
- Ensure commitment towards following through on all proposed action plans.

Adherence to Sales Process
- Ensure adherence to sales processes in order to be considered in every single solution opportunity in the UAE market.
- Perform daily selling activities: conduct sales calls, demonstrations, and proposal creation/presentations, maintain prospect activity into sales cycle tracking processes to over -achieving XES targets.
- Effectively present XEM products and solutions within the stipulated pricing structure. Ensure effective territory management of designated territory and managing sales cycles using the tools. Ensure company business related paper work and procedures are adhered to (Project Cards, CAF).

Addressing and overcoming Threats
- Take personal responsibility to overcome objection anxieties and red side diversions, develop action plans and close performance gaps.
- Ensure knowledge of competitive landscape so to collect, investigate and validate competition activity to assist in developing relevant strategies.
- Understand industry key business processes, applications, and document work processes to stay updated on industry trends and best practices.

Self Management
- Taking personal responsibility for own performance and accountability for the results. Taking initiatives and setting high performance standards.
- Set high ethical work standards ensure adherence to XEM business ethics. Ensure adherence to company policy, procedure, local laws & regulations, and business ethics.
- Develop and sustain a positive and winning way of thinking, ensure handling pressure effectively.

Requirements

- Education: IT/Computer Engineering Degree level or equivalen.
- 4+ solutions sales experience.
- Proven Involvement and understanding of projects sales.
- Background: Sales and Operations.
- Knowledge of business operations, including core sales process.
- Understanding the financial impact of margin and budget.
- IT Solution sales experience and knowledge.
- Solutions knowledge required including Enterprise Content Management (Document Management, Web Content Management, Imaging, Collaboration tools, Record Management and Digital Asset Management).

Skills:
- Able to involve and motivate indirect staff and business partners towards the achievement of successful project implementation.
- Preferably Bilingual, ability to effectively communicate in English, both verbally and in writing.
- Ability to communicate appropriately within a multi-cultural environment and across the full range of business disciplines.
- Acceptable presentation and demonstration skills.
- Highly results driven.
- Planning and organizing skills.
- Ability to work well in a teamwork environment.

About the Company

A diversified group of companies. The business unit falls under the transportation sector.