Senior Sales Manager Strategic Sales

1. Manage large complex accounts sales and lead contract negotiations and involve the right stakeholders as needed.

2. Develop his/her account plans, identifying opportunities and strategies to capture them.

3. Maintain strong professional relationships with key decision makers and influencers for his/her accounts.

4. Identify opportunities to increase sales of digital services/products, complex solutions and core telecom services for his/her customers.

5. Understand competitor offerings, value propositions and key strengths. Develop plan to anticipate and respond to competitor actions.

6. Develop detailed understanding of his/her customer’s organization including key decision makers and influencers, nature of business, telecom budget allocations and expansion plans.

7. Tracks, analyses and understands customers’ business, procurement process, and buying criteria; anticipates their needs and translates into present and future requirements for ICT services and tailored solutions.

8. Educate customers about terminology, features and benefits of products and complex solution and new technology trends in order to improve product and complex solution related sales and customer satisfaction. Generate new and repeat sales from his/her accounts by providing Etisalat product and technical information in a timely manner.

9. Maintain and improve sales penetration within customers across all product portfolios. Proactively recommend services needed by customers to increase his/her customer’s satisfaction and improve transaction profitability and actively promote ICT Solutions.

10.Ensures customer satisfaction and retention and maintains profitable account growth. Work on achievement of set revenue targets by coordinating all customer related activities.

11.Bears overall responsibility for customer ownership and acts as central point of contact and interface between customer organization and Etisalat. Executes overall sales strategy and develops compelling plans for his/her customers.

12.Manages entire sales cycle of his/her accounts including his/her customers profiling, account planning, lead generation and sales funnels. Leads development of sales proposals tailored to address customer requirements by interfacing with Solution Architects.

13.Liaises with all related sections (especially Service Delivery) to ensure smooth and efficient processing, delivery and implementation of sold services within required deadlines and with required level of quality.

14.Coordinates with Account Managers and oversees all daily sales and service activities related to customers

15.Organizes and leads cross-functional teams on ad-hoc basis to address specific Customer issue or requirements.

Knowledge, Experience & Competencies:

• Bachelor’s Degree in Marketing/ Business Administration/Telecom/Technology.
• 10-15 years’ experience in sales/ key account management