Manager - Corporate Sales

Job description / Role

Reporting to the Director - Sales in this very target driven role, the Manager – Corporate Sales should strive to match the best sales and customer on-boarding techniques in the world in order to achieve the target free zone revenue and member satisfaction scoring.

Responsible for growing DMCCs share of the large corporate sector. Identifying, targeting and converting large international corporations into DMCC licensed member companies.

This position has the responsibility for leading the outbound corporate sales team – this includes large corporate pursuit (hunting), converting and onboarding multinational companies/large corporate entities with a strong emphasis on DMCC property sales and leasing and value added service offerings. An all in one team to take each new company individually through the entire lead to license process.

The international sales program will include contributing to, implementing, and operationalizing the free zone’s corporate sales strategy (with free zone Business Development team) and long term engagement plans for large corporations.

Managing a team, this role is responsible for the overall daily operations of the Corporate Sales team and providing all the necessary guidance and support required in closing sales when needed, with demanding and/or higher profile clients and to achieve the set KPIs. Closely monitor the performance of the team and maintaining a high level of motivation and efficiency.
One of the main responsibilities of this role is to work with all internal teams and departments, project teams, and department heads to ensure that the Free Zone’s full product and service offering remains competitive and attractive.

The Manager is also expected to pay close attention to the entire value chain and suggest any necessary improvements to the service level in order to ensure that the extended customer journey is as per Member Promise. Working closely with and providing input to the marketing and strategy functions to ensure that all promotional and marketing campaigns are effective and relevant to attract new clients.

Key Areas of Responsibility:

Managerial

Reporting to Director of Sales
Responsible for leading outbound corporate sales team and increasing the number of high value multinational member companies.
Set sales targets and lead team to achieve objectives
Ensure that a very high level of lead conversion and onboarding of all MNCs is maintained and all KPIs should meet target. Providing the Director of Sales with access to daily reports.
Keep regular and clear open communication lines with director and direct reports as well as other managers across the department and wider FZ teams.
Keep Director Sales fully briefed and up to date on performance and any serious issues.
Manage the team’s operation and maximize the efficiency and productivity of the team and regularly review and look for areas of improvement.
Continuously contribute to the improvement of the entire process and inbound sales techniques for conversion and onboarding of all new MNCs, the sales of all DMCC products and services including new value added services.
Ensuring effective tools and processes are in place for successful conversion of high value leads to member companies.

Internal
Contribute to, implement and operationalize Corporate Sales Strategy. Coordinate with Business Development team. Develop long term engagement plans for large corps.

Client Sales
Contribute to development and utilization of sales tools and platforms including Hub spot and opportunity management, to prioritize actions and track status of leads.
Engage in large corporate pursuit - Hunting, converting and onboarding Multinational companies/Large corporate entities.
Use in-team capability to own the lead and process from lead to License.

Requirements

Required Qualifications and Experience:

Degree in business, management, or sales disciplines
10+ years’ experience in Sales, Business development or Client Relationship Management with minimum of 3 years management
Experience dealing with large corporations and senior officials
Commodities knowledge and experience an advantage
Experience and strong communication and sales skills.
Previous client facing experience and strong people skills
Experience in managing a team.
Experience with global travel
Strong sales skills
Strong reporting skills

About the Company

Dubai has historically been an international hub for the physical trade of not only gold, but also many other commodities and so the establishment of the Dubai Gold & Commodities Exchange (DGCX) was the next logical step for the region and the local economy. DGCX commenced trading in November 2005 as the regions first commodity derivatives exchange and has become today, the leading derivatives exchange in the Middle East.

DGCX is a subsidiary of Dubai Multi Commodities Centre (DMCC), a strategic initiative of the Government of Dubai, with a mandate to enhance commodity trade flows through the Emirate by providing the appropriate physical, market, financial infrastructure and services required. The Management team of DGCX comprises senior personnel from the commodities, securities and financial services industries bringing a wealth of experience and expertise to ensure the success of DGCX.