Head of Sales

Description: Define the role required and the context: - Business Development - Dubai, UAE - Public Sector customers Based in Dubai, the Business Development Lead supports the Public Sector. He/she will lead the opportunities for Business development of PS vertical in the UAE and Middle East North African region He/she will create, identify and respond to opportunities for providing products and services to the client, liaising with those responsible in own organization. Recommend products and services that will help the customer or ganization to achieve its business objectives Key Tasks: Focus of Activity: - Determines and executes sales activities at a tactical level (either for a solution or specific client) based on the strategy for the specific solution or client. Manages medium-sized client/sales projects and opportunities. Mandatory tasks: Determine sales and client approach - Determines the tactical approach(es) likely to be most effective for either a specific solution and market segment or a specific client. - Manages the sales activities to meet agreed targets and corporate objectives within agreed budgets. Planning and resourcing for expected business - Enables own management to plan and resource the business it expects to achieve with the customer organization. Monitors the level and quality of business achieved. Leads and opportunities (specific for solution focus) - Contacts prospective customers, prospect for new sales leads and develops existing sales leads by increasing recognition of customers business needs (exploring how these can be met by own organization s products and/or services). Leads and opportunities (specific for account focus) - Creates, identifies and responds to opportu nities for providing products and services to the client, liaising with those responsible in own organization. Recommends products and services that will help the customer or ganization to achieve its business objectives. - Identifies key staff in the client organization and build relationships with them. Introduce colleagues to client, especially those in volved in marketing, selling and delivery Negotiation - Negotiates with customer representatives on both technical and commercial issues to reach mutually acceptable terms for appro priate sales agreement. Customer satisfaction (specific for solution focus) - Maintains contact with customer organization to monitor satisfaction with individual sales and general level of service, and to initiate any remedial actions required. Customer satisfaction (specific for account focus) - Reviews the level of customer satisfaction at regular intervals or after each significant delivery of product or service. Responds to customer queries and complaints. - Ensures that, when necessary, corrective action is taken by own organization and the customer. - Encourages customers to take part in the continuous improvement of the products and services supplied to them. Advising customer on usage - Encourages change in the customer organi zation s use of the products and services supplied, to increase the benefits it obtains from them and supports customer retention. Build client knowledge - In case of a specific account focus, builds client knowledge focused on client issues. Build solution knowledge - In case of a specific solution focus, builds solution knowledge in relation to specific markets. Advise other colleagues on client - In case of a specific client focus, advises colleagues (especially those involved in marketing, selling and delivery) on how to improve their effectiveness in dealing with the customer organization. Initiates improve ments in customer relationships by, for example, appointing task teams to attend to specific problems. - Encourages customer participation and reviews (including the formation of user groups) to facilitate process improvement. Policies & procedures - Checks sales proposals in accordance with own organization s sales policies and procedures. Required Skills and Abilities: Leadership - Wins commitment and support to achieve objectives. - Facilitates open and objective discussion of issues. - Gives specific and constructive feedback to others. - Ensures approach/results delivered are in line with the sales vision. - Positively challenges barriers to progressing sales activity. - Demonstrates resilience and persists to drive through high-value opportunities. - Commercial Drive - Understands the client s strategy and role in the market. - Tracks market trends and evaluates opportunities for unique or creative approaches to the client. - Effectively manages customer expectations. - Open-minded to new ideas and approaches to finding solutions. Relationship Management - Takes ownership of customer problems and works to resolve them. - Aware of political and cultural sensitivities within client organiza tion and takes them into account. - Comfortable and clear when engaging at all levels of client/internal organization. - Questions sensitively and thoroughly to gain a comprehensive understanding. - Prepared to challenge constructively. - Utilizes personal network to explore options and solutions. - Acts as a central figure in gaining and providing all information needed to attain deal closure. Experience & Education - Typically educated to university level (e.g. BSc. or MSc.). Otherwise, may hold a relevant professional qualification. - Has been successful as Sales & Client Representative with proven track record, - Has in-depth experience working on client projects within a delivery function - Has a proven sales background from the external market with 4-6 years of experience - Fluency in English & Arabic