Senior Sales Manager

Job Description

OverviewIDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1,100 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For 50 years IDC has provided strategic insights to help our clients achieve their key business objectives. IDCs Insights businesses provide industry-focused advice for IT buyers in the Financial, Government, Health, Retail, Manufacturing and Energy verticals. IDC is a subsidiary of IDG, the worlds leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.The Senior Sales Manager works as Head of Telecommunications Sales and is responsible for attaining monthly or annual sales targets within the Telecommunication Vertical across Saudi Arabia and Bahrain. His / Her role will include establishing strategic business relations, working and supporting the regional sales team and providing ideas for all strategic sales plans and their implementation. The Senior Sales Manager will effectively execute and manage every element of the sales process, lead regular forecasts calls to ensure consistency of bookings and successful implementation of strategic growth objectives in specific offerings in accordance with predetermined targets.ResponsibilitiesRepresentative Activities

• Developing strategy, tactics, sales plans and targets within the Telecommunication Vertical
• Delivering sales by developing relationships with Telecommunication Service Providers & associated subsidiaries across Saudi Arabia and Bahrain.
• Identifying and reporting on business opportunities in target markets.
• Responsibility for sales of all IDC product / Service lines to Telecommunication service providers
• Increasing market share in existing markets and maximize new business development opportunities.

• Establish guidelines and measurement to ensure adherence to the existing IDC sales process and stages, while reviewing the said process for improvements and enhancements where feasible
• Conduct ongoing sales internal consulting, business analysis, and projects in all commercial functions.
• Develop sales strategies, policies, and standards within the overall IDC context.
• Ensure that you are continuously updated on new services launched, and educating your sales team on these programs/ services. Actively monitor launch of these programs in the market through the sales team.
• To manage and run the collaboration efforts with other country/ regional business units within the IDC organization.
• Review country sales policies and practices for effectiveness: Pricing, segmentation, structure, profitability, and growth.
• To provide weekly updates to local Malaysia management team on Sales performance and process enhancements.
• Sales Force dot Com (SFDC) updating, accurate data input and forecasting are required on a weekly basis.

• Coaching and mentoring of new sales staff and on-going development of existing sales staff to ensure they are exceeding their objectives
• Recruit, develop and maintain a motivated sales team of competent managers and staff.
• Evaluate sales staff performance of direct reports, and manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.
• Provide a motivated & inspired leadership environment in order to drive top line growth.
• Review & revise basic fundamental policy around recruitment, training, compensation, structure, incentives, and rewards.
• Implement a performance management process, and manage staff turnover.
• Determine organization structure, roles and responsibility, and performance targets for the function.
• Develop a culture of quality, service excellence, flexibility, and cost consciousness.
• Develop a team spirit and multitasking capabilities within the team.
• Plan, organize, and direct an efficient and effective function.
• Develop IKOs/ KPIs with team members and monitor individual performance
• Identify training needs and opportunities to develop a highly skilled functional department
• Develop a positive can do attitude, eager to take on ever-increasing challenges for the business.
• Manage employee satisfaction with influence evidenced throughout the organization.
• Manage unplanned staff turnover, employee development, succession planning, and employee accountability and performance.

• An important part of the job is supporting your team by meeting and understanding their client/ prospect portfolio.
• This role requires the ability to constantly network throughout client companies, often within divisions that are unchartered territory, developing current relationships to yield access to future business opportunities. Research and attendance at major industry events will also be necessary.
• Negotiate with country, sub-regional and global accounts.
• Maintain a consistent brand image in the country and regional market.
• Take ownership of customer relations, represents the voice of the customer, and interact with other functional leaders to ensure a favourable customer experience.

• Minimum 8 years external experience with proven consultative sales in the Telecom industry.
• Ability to prospect and manage C-level and senior level relationships within medium and large organizations
• Strong demonstration of intellect, drive, executive presence, and sales acumen
• Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business.
• Strong computer proficiency.
• Excellent written and oral/presentation skills.
• Ability to develop and conduct effective presentations with contract decision makers (c-level)
• Ability to develop compelling proposals that adhere to client need; mapped to IDC capabilities
• Knowledge of the full life cycle of the sales process from prospecting to close
• Language requirements as determined by territory needs
• Bachelors degree, with strong evidence of success in school
• Ability to provide concise and accurate reports on a weekly/monthly basis as required by local and regional teams
• Managing upwards and have the ability to build management relationships and to be the go to person for local business

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