The Sales Director – Middle East/Africa is accountable for delivering on regional revenue targets by using solution-oriented KPIs and sales objectives with a diverse regional sales team. The ability to forecast sales performance that is aligned with best practices and client relationship management tools is paramount for success. This “hands-on” role is responsible for assigning regional accounts, motivating and coaching sales teams and collaborating closely with Inside Sales, Channel Management, Sales Operations and the Sales Leadership.
Responsibilities
Develops and executes strategies, including sales campaigns, budget responsibilities, staffing, forecasting, to achieve sales revenue targets.
Leads strategic planning for territory and provides guidance to sales leadership/staff on account strategies and tactics.
Prepares and presents executive presentations.
Implements metrics to measure account performance.
Provides input in process of designing and evaluating compensation plans, territory alignment, incentive plans and programs to drive sales results.
Ensures teams are cultivating and maintaining high level relationships within client organizations.
Ensures accurate forecasts for the teams and reports these forecasts to senior sales/finance management.
Ensures recruitment and training of staff to achieve sales business objectives.
Ensures that all team members work efficiently to achieve the highest level of client satisfaction, including the management of the sales cycle by coordinating installations, client training and administration.
Provides guidance to leadership on performance management and employee development.
Coaches, mentors and develops sales leaders.
Provides feedback and market requirements to strategic business units to drive product innovation and improved market competitiveness.
Anticipates internal and external business developments and assesses requirements to ensure competitive positioning is maintained for assigned territory or region.
Scope & Impact
Responsibility for the performance of a face-to-face sales team and/or account management team to maximize sales and revenue growth while fostering and building customer relationships.
Manages experienced sales managers and/or sales professionals.
Responsible for working within parameters of operating budget.
Responsible for hitting Reuters News Agency revenue targets.
Manages Regional Managers & Account Managers.
Requires Travel.
This position will be based in Dubai.
Qualifications
Proven ability to deliver results through development of key sales and revenue metrics.
Expert in consultative selling.
Proven ability to manage within a matrix environment, collaborate across multiple departments/organizations and influence at all levels.
Ability to build relationships, influence and gain resources from across the organization.
Ability to motivate, coach and mentor in a customer facing environment.
Proven presentation, communication, negotiation and interpersonal skills and capability to apply these skills to all audiences.
Excellent leadership skills with proven track record of attainment of company goals in a fast-paced changing environment.
Expert understanding and experience in sales management.
Fully competent in Customer Relationship Management systems.
Fully competent in financial acumen.
Ability to lead through change- possesses skills to direct client’s opportunities and internal teams through the challenges of mergers/ acquisitions, market structure etc.
Advanced Negotiation and deal structure skills.
University/college degree required or equivalent experience. Experience :
Proven track record of 10-15 years of Media/Sales Leadership
Demonstrated success in building diverse sales teams that reach revenue targets
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