Area Sales Manager CB/PW

Giesecke+Devrient; Dubai; On-site; AED 350,000 - 550,000; Full time

Job summary

Giesecke+Devrient in Dubai, UAE seeks a senior sales leader to drive currency automation products and services in the MEA region. You will establish strong customer relationships, deliver strategic plans, and coordinate with cross-functional teams to close large deals.

The role requires 10+ years in sales management with leadership experience, fluent English, and willingness to travel extensively within the region. Knowledge of public and private sector dynamics is a plus.

Qualifications

• Business fluent English is required; additional French and Arabic are a plus.
• Advanced degree in Business or Engineering or related courses.
• Minimum of 10 years in sales management with at least 5 years in a leadership role.
• Experience in pipeline development, GTM planning and execution.
• Willingness to travel extensively within Africa, Middle East and beyond.

Responsibilities

• Achieve assigned sales targets and company objectives for the allocated region.
• Generate leads and opportunities through client visits and relationships with large end-user accounts.
• Prepare strategic plans and present complex cash center solutions to customers.
• Conduct technical presentations and demonstrations to stakeholders.
• Coordinate with Sales Ops, PM, Service and Finance to deliver proposals and contracts.
• Maintain up-to-date opportunity records in Salesforce and provide timely reporting.

Skills

Business fluent English

French

Arabic

Salesforce

Education

Advanced degree in Business or Engineering

Tools

Salesforce

Job description

G+D makes the lives of billions of people around the world more secure. We create trust in the digital age with integrated security technologies in three business areas: Digital Security, Financial Platforms and Currency Technology. We have been a reliable partner for our customers for over 170 years with our innovative solutions for SecurityTech! We are an international technology group and traditional family business with over 14,000 employees in 40 countries. Creating Confidence is our path to success. Trust is the basis of our co-operation within G+D. The whole world trusts us when it comes to physical or digital currencies. We increase the security and efficiency of the cash cycle in collaboration with central banks and the entire currency industry. As the market leader in advanced currency management, would you like to join us in shaping the future of payments?

Job Purpose:

• Sales of Currency Automation Products, Solutions and Services in assigned sales region in coordination with the Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA and in compliance with regional and global sales strategy.
• Establish and maintain strong and firm business relationship to customers.
• Focus on triggering new sales opportunities, by finding appropriate solutions in our product mix, and packaging them in an offer to meet the customers' requirements.
• Attend to the customer during the complete business cycle and follow up project milestones in close cooperation with Sales Administration, Project Management, Service, and Finance departments.
• Monitor competitive activities, identify customer future needs in terms of product portfolio and currency automation solutions; build up a strong link to the Product Marketing / Management.

Key Result Areas & Responsibilities:

• Achieve assigned individual sales targets, as well as company objectives for the allocated sales area.
• Generate customer requirements and leads through sales visits and close customer contact, actively visit the larger end-user accounts.
• Prepare and present strategic plans for a more complex and complete cash center solution to customers.
• Conduct technical presentations and demonstrations.
• Liaise and negotiate with very high ranking public and private sector staff.
• Close deals and sign sales and maintenance contracts with direct customers.
• Accurate reporting of Order Income, revenues, and forecast of sales activities in Sales Force.
• Be responsible and accountable to the accurate entries and planning of opportunities in Sales Force.
• Monitor and report competitor activities within the Regional Sales Manager's defined accounts.
• Responsible for initiating project scope to obtain costs and internal approvals as well as review of financial and technical proposals to be sent customers in a timely and presentable manner.
• Provide appropriate reporting in Salesforce e.g. (score card, travel reports etc.).
• Develop an account strategy for 3-5 years view. (i.e. Master plan and Key Account Plan)
• Liaise with colleagues to ensure that opportunities for product and market development are identified and actioned.
• Creates and communicates leads and sales opportunities for respective accounts (e.g. cross-selling) to the Solution Sales and Project Management team.
• Clearly define and communicate problems as perceived by the customer and coordinate with Service and Project Management for the execution.
• Coordinate with Service and Sales Operations team for the execution of the AMCs.
• Escalate in timely manner to the Sales Operations team and to the Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA any issues in regards to supply chain, project, and after-sales execution.
• Keep updated with latest product information and technical requirements to sell the product successfully and give confidence to the reseller channel.
• Responsible for organizing and documenting (i.e. in Salesforce and Minutes of Meetings) bi-weekly meetings with all departments, as needed, to track and to resolve all open issues related to revenue and order income.
• Prioritize for the colleagues their tasks (i.e. order processing, proposals and contract preparation, and any other administrative tasks).
• Support with consistent coaching, identify development and training needs.
• Set individual and team goals for the cluster in coordination with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA; proactively assess and manage performance against expectation.
• Manage and motivate the team to drive business: create a positive and harmonious work environment, foster cooperation within the team and between peers and colleagues.
• Travel extensively within sales area to build up and maintain customer relationship.
• Follow Miller-Heiman methodology such as blue sheets for opportunities and gold sheets for account management) and share them monthly with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA.
• Communicate to all internal departments the scope of any offer in detail such as the scope of supply and additional services in order to enable the other departments to provide their costs, configuration, layouts.
• Be responsible to review customer requests (such as tenders and request for inquiry) and guide all team members in order to answer on time, quality, and accuracy all the customer expectations.

Qualifications:

• Business fluent language skills in English, additional French and Arabic
• Advanced Degree in Business or Engineering (or related courses)
• Minimum of 10 years overall sales management of which 5 years in a leadership role
• Experience in Pipeline Development and Go-to-market planning and execution
• Ideally a Key Account Management Experience with Government Sectors in African or Middle Eastern countries for a Minimum of 5 years
• High level of Decision-Making Skills and Relationship building/Management Skills
• A pro-active result-driven self-starter who can operate both individually and as part of a team
• Excellent communication and presentation skills
• Experience with direct sales and distributor management, ideally in the Public Sector
• Candidate must be willing to travel extensively within the sales region
• Location: Dubai, UAE