Senior Director Enterprise Sales – Dubai
Job purpose:
- The purpose of this position is to develop and manage aggressive plans for installed fixed and mobile business in the allocated zone or industry in order to achieve allocated Enterprise Direct Sales targets for the fixed business zone
- This role provides leadership to the sales team, and delivers sales strategy for Enterprise sales allocated zone / industry whilst ensuring efforts are aligned to the company’s strategic goals
Key accountabilities:
Planning and Organization:
- Accountable for achieving the allocated Enterprise Direct Sales targets for the fixed business zone
- Develop and manage aggressive plans to protect the current installed fixed and mobile business base and grow it into the allocated Zones or industries
- Work with Product Marketing and Customer Care to enhance our offerings and customers’ experience
- Set and manage targets for the direct sales team
- Manage the daily operation of the direct sales team
- Responsible for developing the assigned market segment to meet the progressive target growth year over year
- Map the market requirements, analyze customer’s needs and keep updated with all changes in market dynamics
- Update and manage an ongoing complete market plan covering all geographies and segments
- Manage the sales pipeline and deliver accurate short term and long-term forecasts
Financial Excellence: Budgets, Revenue / Profit and Costs
- Accountable for Sector-D achievement of revenue generation/acquisition targets as forecasted
- Work with collection team (Customer Operations) in supporting all collection activities against the assigned account – including direct support for the timely resolution of delinquent accounts
- Direct and coordinate an organization\’s financial and budget activities to fund operations, maximize investments, and increase efficiency
Customer Excellence: Internal / External Customer Engagement and Relationship Management
- Align unit process activities with the company’s brand in order to deliver excellence to internal and external customers
- Set up the customer expectation as per the agreed company’s internal process
- Build good relations with key decision makers at different market segments
People Excellence: Learning and Growth
- Develop and agree with VP on plans to continually build own skills and knowledge by anticipating demands and understanding own strengths and weaknesses
- Participate in action plan assign to the team related to enhance the engagement level
- Provides regular two-way communication between the client and team, to provide strong team representation and set proper client expectations
- Responsible for coaching and developing his sales team and resolve any staff issues
Process Excellence: Operational Efficiency and Risk Management
- Ensure updated and efficient information records related to customers, using SFA (Oracle on demand to manage the weekly pipeline
- Direct development and effective monitoring of performance measurements tools and systems as per the corporate KPI’s
- Direct development and ensure implementation of policies and processes to achieve the organizational goals
Frameworks, boundaries, and decision-making authority:
- This role reports to the VP of Enterprise Sales and provides regular reports on all account activity, including status and call reports and account plans on a weekly basis
- Responsible for undertaking decisions by analyzing the end-to-end process of sales with the customers
Qualifications, experience and skills, and competencies:
- Minimum 7 years broad-based experience encompassing wide exposure to Telecom / IT Sales with a minimum of 5 years successful track record at the managerial level in Telecom / IT
- Bachelor’s degree in IT, Telecom, Sales and Marketing, or Engineering
- Strong and excellent time-management and organizational skills
- Comfortable interacting and building relationships with individuals across all levels and areas of the firm
- Strong interpersonal skills
- Comfortable working both collaboratively and independently
