Senior Manager – Sales and BD

Role Overview

Senior Manager – Sales and BD at AD Ports Group. This role leads sales and business development initiatives to increase market share of the supply chain logistics product in the targeted region of the Middle East.

Role Purpose

Develop and execute sales strategies and solutions to maximize revenue growth and market share in the Middle East, while leading a growing team of Freight Forwarding & Contracts Logistics sales staff and building digital control tower solutions aligned with customer supply chain logistics requirements.

Key Responsibilities

Strategy & Market Development

• Develop sales strategies and solutions to maximize revenue growth and market share in the Middle East.
• Establish target accounts for key regional opportunities and ensure that these are onboarded accordingly.
• Create digital control tower solutions specific to current and new customers' supply chain logistics requirements.
• Develop the organization to support delivery of such services and value proposition for the customer.
• In conjunction with the relevant product teams, help define and build global end-to-end solutions to address customer pain points and align with the customers' logistics strategy.
• Utilize market intelligence to stay abreast of opportunities with assigned accounts and other potential opportunities.

Team Leadership & Development

• Lead, manage, and develop a growing team of Freight Forwarding & Contracts Logistics sales staff.
• Build up, train and keep updated the sales team through hiring, coaching, and effective on-boarding to ensure target achievement both financially and in terms of volume within the shortest timelines.
• Allocate resources in the appropriate way to maximize revenue growth and market share in line with set targets.
• Manage and coach the team to build up and maintain pipeline of opportunities with the objective of maximizing win factor.

Performance & Analytics

• Regularly measure all sales related KPIs and develop strategies to maximize ROI for Sales.
• Provide feedback to design and activate effective marketing campaigns to the Marketing team for improving the sales funnel and market awareness.

Client Relationship & Engagement

• Build relationships with companies at CXO / MD / Senior Management levels and showcase how Noatum Logistics can help their supply chain / trade growth or performance improvement.
• Collaborate with all internal stakeholders to identify potential opportunities for such specific solutions and lead / manage the engagement for onboarding them to such solutions.
• Accountable for ensuring that Value Propositions sold are fully scoped with robust pre and post sales engagement and commitment from the relevant teams.
• Guide the sales team through the bid submission process, with an understanding of customers' expectations relative to operational solutions, costs and results.
• Collaborate with Sales Support and Operations team to smoothly onboard new customers, devise SOPs in collaboration with other stakeholders to comply with customer expectations and contractual obligations.
• Carry out Quarterly Business Reviews for all major accounts in collaboration with the account owners with the objective of ensuring retention, drive account growth and improving customer experience.

Governance & Compliance

• Conform to the pricing and tender guidelines for submission of RFQs and proposals.
• Work as a brand ambassador representing Noatum ME (AD Ports Group) at all times in all conferences, forums and meetings with external and internal stakeholders.

Qualifications & Experience

• Bachelor's degree in Logistics, Finance, Accounting or Management.
• MBA highly preferred.