Enterprise Sales Manager

Job Summary:

This position is responsible for managing the enterprise sales department through setting targets, monitoring achievements, recommending policies including sales target achievement, customer acquisition, profitability, Key account management as well as customer satisfaction rates to achieve sales, profitability and customer satisfaction targets.

Job Duties:

Leadership:

• Manage the enterprise Sales into achieving revenue and profitability targets maintaining highest standards of customer service.
• Prepare and provide recommendations for enterprise sales strategy & annual business plan.
• Monitor Closely the Department budgets, Targets, sales team performance and ensure achievement of department objectives and metrics.
• Work closely with the commercial director and Finance department to develop the annual operating budget for the enterprise Sales, establishing budgetary controls and continuously monitoring expenses.
• Ensure accurate and timely sales forecasting and articulate strategies to enterprise sales director.
• Participate in the development of new project proposals and establish and implement short- and long-range goals, objectives, policies, and operating procedures.
• Prepare and submit enterprise channel performance reports for effective management decision making.
• Recommend effective and efficient organization structure to the enterprise team.
• Follow up with all enterprise sales channel accounts management to ensure that sales performance is monitored and achieved against targets ensuring compliance with contracts and guidelines.
• Ensure compliance with all enterprise sales pre-defined processes for sales of company products and services as well as to levels of customer service expected. Recommend new policies and programs for the department. Marketing & Business Development:
• Responsible for identifying new market opportunities for business growth, e.g., new sales channels /outlets, new customers, sales promotions schemes to increase conversion rates …etc.
• Research competitor policies, products, prices and provide market studies on potential business opportunities for the product lines or new products.

• Sales & CRM:
• Develop Sales process standards for the enterprise team and continuously work on development/ implementation of sales policies and procedures to achieve profit goals.
• Lead and drive Sales Prospecting, Negotiation, Deal Closing, Account Management, Customer relations, billing, and sales leads generation for the enterprise department.
• Develop and recommend for the commercial director pricing policy and product pricing structure in coordination with the marketing team.
• Develop sales pricing methodology and the process in which the products offering is prepared and coordinated between the pricing team and account management team.
• Approve price offers as per the authority matrix.
• Initiate effective prospecting to identify and target key segments in the Enterprise segment.
• Strengthen enterprise relationships by maintaining appropriate level of contact through regular existing or potential strategic clients’ visits.
• Drive the analysis of sales, market, and competitor data, and identify trends, assess channel performance on parameters such as customer satisfaction, sales, profitability, operating expenses etc.
• Develop and monitor quality metrics to ensure outstanding service and customer support.
• Develop and administer incentive plans which entice individuals as well as teams to perform successfully against the objectives and ensure continuous monitoring of performance.
• Capture feedback from the enterprise strategic customers to identify customer requirements and pass on the business intelligence to the Marketing team.
• Champion the development and implementation of customer satisfaction and retention initiatives.
• Perform client management at a strategic level and maintain healthy relationships with key customers.
• Establish and maintain strong relationships with industry peers and major corporate players.
• Discover ways to increase revenue by eliminating wasteful practices and expediting product delivery and service improvement practices as well as strategic partnerships.
• Ensure accurate and timely sales forecasting on a periodic basis.
• Ensure all billing activities are managed timely and accurately across all sections.
• Guide the sales teams in identifying new market opportunities for business growth.
• Assess channel performance on parameters such as customer satisfaction, sales, profitability, operating expenses, strategic fit, Competitors data analysis etc.
• Ensure competitive products and services portfolio and maintain up-to-date competitive analysis of all changes in the market pertaining to enterprise clients.
• Interact with the sales Channel Managers to ensure a smooth flow through process in the CRM system from the initiation of the sales through deal closing and billing.
• Negotiate and finalize contracts by liaising with Legal Affairs as and when required.

People Management Duties:

• Build and develop a strong team through implementation of recruitment and development initiatives.
• Coach, motivate and retain staff, develop individual as well as team capabilities.
• Select and hire employees in the function, train and evaluate employees to enhance their
• performance, development, and work output.
• Manage daily entry and accuracy of information in the system, ensure automation of processes to achieve efficiency.
• Prepare the daily, weekly, monthly and annual reports as per department guidelines
• Maintain the section electronic and manual archiving.
• Coach and Train staff on new technologies and processes, continually improving the status quo.

Requirements:
Education:

• Bachelor degree in Business Administration or any related degree.

Years of Experience

(7+) Years in ISP or Telecom Sales, Commercial or Marketing Management Field.

Knowledge

• Excellent Command of English and Arabic- Written and Spoken.
• Excellent computer skills and experience such as Microsoft Word, Excel, PowerPoint, and Outlook.
• Excellent understanding in all Business Operations.
• Understanding of Competition and product positioning.
• Industry Prices Structure & Market Research.
• Business acumen and exposure to all areas of the sales business model.
• Customer distribution business, market trends and customer behaviour.
• Solid understanding of business products and services in the ISP industry.
• Business acumen and exposure to all areas of the sales business model.
• Implementing strategies for winning high volume key accounts.
• Ability to strengthen relationships with key clients.
• Agreements & Commercial Correspondence.
• Public speaking and communicating both verbally and in writing.
• Presentation skills for educating internal clients and communication at all levels.
• Strong interpersonal skills for interacting with different groups of stakeholders.
• Must be willing to challenge the standard thinking with new ideas, new approaches, and new solutions.
• Must have strong decision-making skills and the determination to see projects through to the end.
• Demonstrated skills in leadership, management, and collaboration.
• Must be self-directed and able to work independently.