Group Senior Manager - Digital Product Sales

Job Description

KEY ACCOUNTABILITIES

1. Set sales targets and hit sales targets by successfully managing the sales team and channel partners.
2. Design and implement a strategic business plan that expands the company's customer base and ensures its strong presence.
3. Work cross-functionally with marketing, product, and support teams to develop go-to-market strategies and execution.
4. Lead ongoing analysis of business performance to support daily sales activities and monthly business reviews and present sales, revenue, and realistic forecasts to the management team.
5. Own recruiting, objectives setting, coaching, and performance monitoring of the sales team.
6. Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
7. Maintain effective account management role with customers to ensure customers are served well, cross-sell opportunities are maximized, issues are addressed on time, and customer churn is minimal.
8. Prepare and deliver differentiated solution presentations, demos, or technical proposals.
9. Build relationships with partners to find and realize opportunities and attend industry events.
10. Conduct competitor analysis and provide insight into sales plan and how to beat the competition.
11. Manage and/or deliver technical validation activities including Proof of Concepts and Pilot projects.
12. Help team members in building RFIs or RFPs, prepare proposals, and pitch Cargoes Products with key differentiators.
13. Meet the monthly/annual business targets, i.e., new customers signed, new sales revenues, renewals.
14. Recruit the right channel partners and ensure partnership agreements are signed on time.
15. Provide training and support to new partner recruits to ensure they are able to effectively sell the company's products or services.
16. Build, maintain, and manage relationships with current and prospective channel partners.
17. Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
18. Monitor partner performance to ensure they are meeting sales quotas and maintaining customer satisfaction.
19. Ensure partner compliance with Channel Partner programs and agreements.

OTHER

1. Applicable if role has direct or indirect reports - responsible for the management and leadership of an engaged team, promoting collaboration and ensuring that each is developed and evaluated against goals and objectives which are aligned, specific, measurable, attainable yet challenging, realistic, and time-bound.
2. Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviours in harmony with DP World's Principles, values, and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World's Code of Conduct and Ethics policies.
3. Perform other related duties as assigned.

QUALIFICATIONS, EXPERIENCE AND SKILLS

BASIC QUALIFICATIONS

1. Bachelor's degree in computer science, business administration/economics, or logistics.
2. Minimum 5-8 years of experience in SaaS cloud solution sales of ERP/CRM or Logistics solutions.
3. Previous experience of driving channel sales ideally within the same product category and channel.
4. Excellent skills in proposal preparations, customer presentations, demos of solutions, effort estimation, and other pre-sales activities.
5. Very good understanding of one or more industries like Freight Forwarding, Transportation, Logistics.
6. Must bring in a consultative approach, commercial savviness, stronger customer orientation with the ability to map customer needs into solutions offered.
7. Result-oriented and ability to deliver business targets in new and tough market conditions.
8. Team-oriented with exceptional interpersonal and communication skills, both written and verbal.
9. Successful previous experience as a sales Senior Manager, consistently meeting or exceeding targets.
10. Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.
11. Proven ability to drive the sales process from plan to close.
12. Strong business sense and industry expertise.
13. Excellent mentoring, coaching, and people management skills.

PREFERRED QUALIFICATIONS

1. Certification in International Freight Forwarding, or Logistics and Transportation.
2. Ability to be strategic, but still roll up your sleeves to accomplish what needs to be done.
3. Highly organized with a strong sense of urgency to meet deadlines.

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