Job Title: Sales Manager (Banking financial Services & Insurance)
Job Family: Sales
Location: Dubai, UCMC
Job Summary:
Achieving growth and hitting sales targets by successfully managing the sales. Designing and implementing a strategic sales plan that expands company's customer base and ensure its strong presence. Managing sales objectives, customer satisfaction and overall sales cycle.
The successful candidate will be responsible for leading a team of high-performing sales professionals within the Banking (BFSI) sector. The role requires a strong people leader capable of driving performance, coaching team members, and creating a culture of accountability and results.
Job Responsibilities:
- Meet and exceed all targets for revenue attainment, territory development, territory growth, and customer satisfaction
- Lead the identification and qualification process for potential opportunities
- Work across the entire business development life cycle; identifying customer needs, proposing solutions, and closing the procurement process
- Build and manage relationships at various levels within the assigned customer set.
- Understand the assigned accounts structure and process (org chart, decision making, procurement cycle,, evaluation criteria's, etc.)
- Understand their accounts business and industry, and the dynamics around that (trends, initiatives, challenges, etc.)
- Have access to C level in key accounts with ability to have financial discussions.
- Full ownership and follow-ups on opportunities toward closure and accountability for the account
- Align with vendors sales team
- Works effectively with GBM's technical team members to articulate customer business needs and to develop solutions which meet those needs
- Position GBM as the partner of choice in the assigned customer set
- Contribute to the achievement of customer satisfaction objectives
- Establish and maintain customer references to be used as proof points to drive additional business
- Work cooperatively with the broader GBM team
- Utilize the appropriate sales enablement tools such as plans, customer acceptance letters, etc
- Consistently prospect and maintain a pipeline in order to achieve/exceed quarterly revenue targets
- Arrange periodic sessions and enablement for the customer to keep them updated with GBM new offerings
- Define Economic Buyer(EB), Decision Criteria(DC), Decision Process (DP), problem being solved, Champion
Qualifications & Education Requirements:
- Bachelor's or MBA in Marketing or related field.
- Proven Track Record of consistent and positive Sales performance.
- Strong UAE Banking relationships required
- Core Competencies
- Balanced Risk Taking
- Solution Selling strategies and techniques
- Negotiation (internal functions or external customers)
- Leadership and Team Management
- Teamwork with Organization / Function
- Communication
- Motivational Management
- Provides analysis and interpretation of financial and business data
- Presentation and Communications
- Project management
- Problem solving
- Leverage Sales Tools, Data & Analytics
- Customer Support ability
Skills :
- Understands and applies knowledge of various IT solutions related to the customer's business to identify new opportunities
- Effective consultative solution selling skills
- Negotiates effectively with clients and other GBM functions to develop appropriate solutions
- Possess understanding of industry trends and overall IT solutions landscape
- Proven track record of prospecting and qualifying sales leads, communicating value propositions and selling to the C level executives
- High level knowledge of IT infrastructure solutions including Infrastructure solution, digitalization, managed services, networking, and security solutions
- Experience of software license and services sales
- Recognizes problems and demonstrates creativity and good judgment in identifying new approaches and solutions
- Completed sales training programs and has knowledge of solution selling strategies and techniques on cross platform
- Have the ability to motivate people who work along to behave in a specific, goal directed way
