Area Sales Manager - Dubai

About Sharaf DG Business

Sharaf DG Business is a leading provider of digital transformation solutions and systems integration in the Middle East. The company offers a diverse range of services and technologies, including artificial intelligence, mobility, security, the internet of things, big data, and the cloud, to help customers navigate their digital transformation journey. Sharaf DG Business's team of highly certified professionals has over 10 years of experience in the IT industry.

The Area Sales Manager will lead and manage a team of Key Account Managers (KAMs) to drive sales growth and achieve revenue targets within a defined geographic area or market segment. This role is responsible for developing and implementing sales strategies, coaching and mentoring KAMs, and ensuring the team effectively manages key customer relationships and expands business opportunities with a focus on Devices, Infrastructure solutions, Managed Services, and Data Center products.

This position requires extensive travel across the UAE. All prospective employees must pass a background check and must have a driving license and vehicle.

Key Performance Areas (KPAs) & Principal Accountabilities

Job Responsibilities

Sales Leadership:

1. Develop and implement area-specific sales strategies to achieve revenue goals and market share objectives.
2. Set clear performance expectations and targets for the KAM team.
3. Monitor sales performance, track key metrics, and provide regular reporting on results.
4. Identify and pursue new business opportunities within the assigned area.

Team Management:

1. Lead, motivate, and coach a team of KAMs to maximize their performance and professional development.
2. Conduct regular performance reviews, provide constructive feedback, and identify training needs.
3. Foster a collaborative and high-performing team environment.

Key Account Development:

1. Oversee the management of key customer accounts within the area.
2. Assist KAMs in developing and executing account plans to strengthen customer relationships and drive revenue growth.
3. Participate in strategic customer meetings and negotiations.

Market Analysis:

1. Analyze market trends, competitor activities, and customer needs to identify opportunities and challenges.
2. Develop strategies to address competitive pressures and capitalize on emerging market trends.

Collaboration:

1. Collaborate effectively with other departments (e.g., Marketing, Product Management, Technical Support) to ensure alignment and support for sales initiatives.
2. Build strong relationships with internal stakeholders to facilitate effective communication and problem-solving.

Requirements

DESIRED SKILLS AND EXPERIENCE

Proven Leadership: Demonstrated experience successfully leading and managing sales teams, preferably in the IT industry.

Sales Expertise: Strong understanding of sales methodologies, account management practices, and solution selling approaches.

IT Industry Knowledge: Solid understanding of IT products and services, including Devices, Infrastructure solutions, Managed Services, and Data Center offerings.

Business Acumen: Ability to analyze market dynamics, identify business opportunities, and develop effective sales strategies.

Communication & Interpersonal Skills: Excellent communication, presentation, and interpersonal skills with the ability to build rapport with customers and internal stakeholders.

Results-Oriented: Strong drive to achieve results, meet deadlines, and exceed expectations.

Experience (Yrs & Field): 10 to 12 years of strategic sales experience in B2B sales of IT products solutions in the Dubai market.

Educational Qualification: Bachelor's Degree / MBA