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Regional Business Manager

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  • IT
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Job Details

Responsible for creating and driving their sales pipeline.Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others.Maintain knowledge of competitors in account to strategically position company's products and services better.Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.Provide support to Account managers and provide input regarding business development and solution expertise.Development of quota objectives and future direction for defined product category.Some specialists also responsible for selling outsourcing deals.Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.May invest time working with and leveraging external partners to deliver sale.For Services Consultants Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals.Directs or coordinates supporting sales activitiesScope and ImpactWorks on company's larger accounts.May perform project management role.May invest time working external partners.Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.May develop business plan in conjunction with customer.Typically assigned higher than average quota. QualificationsAre you a high-performer? We are looking for an individual withEducation and Experience RequiredUniversity or Bachelor's degree Directly related previous work experience.Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface. Extensive selling experience within industry and on similar products.Typically 8-12 years of advanced sales experience. Project management skills required.2-3 years of product sales in the desired specialty. Knowledge and Skills Required Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.Extensive time working with and leveraging external partners to deliver solution sale.Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.Develops business plan in conjunction with customer.Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company-conducted surveys and reports.Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.Ability to implement margin recovery activities/strategies.Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.Identifies customer requirements, matches with company capabilities and chooses respective company supply chain accordingly (Volume Direct or Indirect).Works very closely with external partners.Qualifications Education and Experience RequiredUniversity or Bachelor's degree.Detailed knowledge of key customer types or customers on given products.Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.Typically 8-12 years of experience as referenced above.Industry experience requiredExperience in product specialty (computers, printers, servers, storage). Knowledge and Skills RequiredHas good leadership skills and cross functional expertise.Must have good time management skills.Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.Hi level customer management relationship building, working at management and executive level in lines of business.Partner organization intelligence aligned with partner management skills.Advanced sales negotiation, and deal closing skills.Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.Expertise in managing end-to-end sales processes in large deals.Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.Knowledge of company's breadth of solutions and engages specialist resources as needed.Ability to understand the customer's business issues and translate to company solutions.Ability to prioritize and drive strategic sales activity on a complex solution basis.Excels in competitive selling skills.Sells across platform and specialty.
Degree: MBA/ PGDM

Additional Degree: B.Com. (Commerce)

Experience: 8-12


Channel Sales | Corporate Sales | Counter Sales | Retail Sales
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