Job Description
Sales Head – MEA
Organization Context
Position Title : Sales Head
Department : Sales
Location : Egypt
Job Objective :
Ideate, strategise, and drive sales in MEA region and collaborate to bring in relevant products along with market intelligence and trends to ensure and increase THE COMPANYI’s footprint and achieve budgeted sales goals.
Ensure customer satisfaction by adhering to comments of delivery. Collaborate with internal cross functional teams to articulate customer feedback and perspective to enhance THE COMPANYI’s range of products and services.
Formulate multidisciplinary customer engagement and satisfaction action plans in line with VOC (Voice of Customer) initiatives.
Drive excellence to increase market share and trust.
Roles and Responsibilities :
Strategic and planning
- Support the CEO in building and implementing THE COMPANYI’s business strategy.
- Drive regional sales objective in line with company’s revenue objective.
- Engage with product and strategy team to define growth strategies, keeping in check with the market needs and competitive landscape
- Frame guidelines for A / R management in line with Finance and Strategic leadership for healthy DSO
- Plan for the team’s composition as well as resource planning w.r.t. organisation’s objective
- Strategizing with Key Channel partners along with regional TICs and Agents for key regions development.
- Design process & implement actions with commercial excellence to ensure continuous improvement to facilitate sales growth & increase customer satisfaction.
- Work closely with group companies to gain intelligence and provide support as needed.
Functional
Core
Translates the strategy into a sales plan along with individual TIC’s and business partners. Define and measure performance targets set for different regions within the broad segment.
Oversees A / R management as per agreed terms to ensure steady cash flow; recommends actions to expedite collections in case of outstanding payments, particularly for high impact account
Manage escalations from strategic, high value and large accounts.
Drive the Sales team to achieve the set sales targets with desired profitability.
Scouts for appropriate partners related to technologies that can be adopted and works towards developing them as partners in business.
Partner with the team (Agents, business partners, VARs and TICs) to convert potential key customers and if needed accompany them for critical meetings to generate business in the long-term.
Develop and drive New product launch strategies in MEA market
Drive innovative sales techniques such as KAM (Key Account Management) into the team
Strengthen network with existing channel partners and monitor appointment of channel partners.
Drive regional service initiatives
Work closely with the Product Management & Marketing team and corporate marketing to decide on the marketing initiatives & branding in international markets.
Ideate regional strategy for penetration, growth, new product, new markets and customer engagement.
Help and frame annual budget.
Timely adherence of set policies and monitoring of sales activity through CRM (SalesForce).
Ensure introduction & success of new products in line with business plan for international markets.
Deliver ROI (Return on Investment) on new product initiatives as per business case.
Identify needs for new technology in line with customer needs as inputs to product strategy.
Internal process
Collaborates with relevant departments…
For inputs on setting success parameters for Cross functional teams which would be impacting organisation’s sales objectiveEnsuring timely preparation of reports as required by Top management for strategic inputsFor techno-commercial feasibility of complex projects such as product customisation, new product development etc.People development
Provides guidance and coaching to the Sales team in terms of individual and Team growth.Develop high performance team to deliver growth & profitability.Ensure capability development of the team in learning new technologies.Develop 2nd line of leadership by coaching & mentoring.Develop a culture of synergy and collaboration within THE COMPANYI and THE COMPANY group companies.Key Result Areas
To achieve sales budget for THE COMPANYI for the identified territoriesTo increase the market share in key regionsTo achieve the profit for THE COMPANYI from the global territoriesTo ideate and implement special projects which will enhance the customer satisfaction levelRequirements
Sales Head – MEA A. Organization Context Position Title : Sales Head Department : Sales Location : Egypt B. Job Objective : Ideate, strategise, and drive sales in MEA region and collaborate to bring in relevant products along with market intelligence and trends to ensure and increase THE COMPANYI’s footprint and achieve budgeted sales goals. Ensure customer satisfaction by adhering to comments of delivery. Collaborate with internal cross functional teams to articulate customer feedback and perspective to enhance THE COMPANYI’s range of products and services. Formulate multidisciplinary customer engagement and satisfaction action plans in line with VOC (Voice of Customer) initiatives. Drive excellence to increase market share and trust. C. Roles and Responsibilities : Strategic and planning
Support the CEO in building and implementing THE COMPANYI’s business strategy.Drive regional sales objective in line with company’s revenue objective.Engage with product and strategy team to define growth strategies, keeping in check with the market needs and competitive landscapeFrame guidelines for A / R management in line with Finance and Strategic leadership for healthy DSOPlan for the team’s composition as well as resource planning w.r.t. organisation’s objectiveStrategizing with Key Channel partners along with regional TICs and Agents for key regions development.Design process & implement actions with commercial excellence to ensure continuous improvement to facilitate sales growth & increase customer satisfaction.Work closely with group companies to gain intelligence and provide support as needed. Functional Core Translates the strategy into a sales plan along with individual TIC’s and business partners. Define and measure performance targets set for different regions within the broad segment. Oversees A / R management as per agreed terms to ensure steady cash flow; recommends actions to expedite collections in case of outstanding payments, particularly for high impact account Manage escalations from strategic, high value and large accounts. Drive the Sales team to achieve the set sales targets with desired profitability. Scouts for appropriate partners related to technologies that can be adopted and works towards developing them as partners in business. Partner with the team (Agents, business partners, VARs and TICs) to convert potential key customers and if needed accompany them for critical meetings to generate business in the long-term. Develop and drive New product launch strategies in MEA market Drive innovative sales techniques such as KAM (Key Account Management) into the team Strengthen network with existing channel partners and monitor appointment of channel partners. Drive regional service initiatives Work closely with the Product Management & Marketing team and corporate marketing to decide on the marketing initiatives & branding in international markets. Ideate regional strategy for penetration, growth, new product, new markets and customer engagement. Help and frame annual budget. Timely adherence of set policies and monitoring of sales activity through CRM (SalesForce). Ensure introduction & success of new products in line with business plan for international markets. Deliver ROI (Return on Investment) on new product initiatives as per business case. Identify needs for new technology in line with customer needs as inputs to product strategy. Internal process Collaborates with relevant departments…For inputs on setting success parameters for Cross functional teams which would be impacting organisation’s sales objectiveEnsuring timely preparation of reports as required by Top management for strategic inputsFor techno-commercial feasibility of complex projects such as product customisation, new product development etc. People developmentProvides guidance and coaching to the Sales team in terms of individual and Team growth.Develop high performance team to deliver growth & profitability.Ensure capability development of the team in learning new technologies.Develop 2nd line of leadership by coaching & mentoring.Develop a culture of synergy and collaboration within THE COMPANYI and THE COMPANY group companies. Key Result AreasTo achieve sales budget for THE COMPANYI for the identified territoriesTo increase the market share in key regionsTo achieve the profit for THE COMPANYI from the global territoriesTo ideate and implement special projects which will enhance the customer satisfaction level