Job Introduction
Reporting to the Divisional Director, the successful candidate will lead a team of technical sales professionals, including design and estimation, and will develop and execute a product/service based business plan for the division, which will directly link to the annual sales revenue and profitability objectives.
Main Responsibilities
- Drive orders growth in all verticals within Abu Dhabi & Northern Emirates.
- Responsible for achieving Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) and Working Capital (WC) while monitoring and optimizing pricing policies.
- Meet and exceed the Annual Operating Plan (AOP) and order forecast on a monthly, quarterly and annual basis.
- Define and execute all vertical market strategies to achieve AOP.
- Develop, coach, and retain talented sales team members to deliver AOP. Provide performance management if necessary.
- Provide accurate weekly forecasts for orders within Salesforce.Com platform. Includes overall orders forecast along with forecast for Project and Maintenance business lines.
- Coach and mentor sales, marketing and presales personnel in establishing professional relationships with appropriate levels of client decision makers.
- Create a robust pipeline of major pursuits within the end-user, main contractor, MEP contractor, Consultants and FM Industry. Track within Salesforce.com.
- Assess team's sales activities and forecasts to determine sales progress and required improvements.
- Recommend and implement improvements to achieve sales goals.
- Create new customer databases and provide profitable and strategic growth and drive customer acquisition.
- Establish market demand and grow our Security and ELV business in UAE.
- Manage all sales related activity management through the accurate, timely and detailed use of the Salesforce.com Customer Relationship Management (CRM) tool including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generation.
The Ideal Candidate
- Engineering degree/diploma holder in Electrical,Electronics, Computer Science or its equivalent.
- Minimum of 10 years quota carrying sales experience; with 5 years of proven sales leadership experience managing a sales team that generates at least $15M annual revenue.
- Minimum 7 years of experience in Security,ELV, Fire and Software business from a sales capacity.
- Successful experience leading a geographically dispersed sales team
- Strong business and commercial acumen
- Proficient in using Salesforce.com platform.
- Excellent Negotiation Skills with the ability to understand the customer needs
- Leadership Skills, with the ability to define vision for the organization, rally the team around the vision, set high expectations and manages to expectations
- Excellent communication skills, verbal and written.
- Must be willing to travel as necessary throughout the target markets.
- Must have a valid UAE driving license.
