Sr. Sales Manager/Government Sales-AUH (Emiratized role)

Role Overview

Senior Sales Manager, Government Sales at Etisalat E&, Abu Dhabi. This is an Emiratized role.

Role Purpose

Manage a portfolio of 5–10 strategic large accounts to drive profitable revenue growth and increase share of wallet. Own the end-to-end customer relationship and commercial strategy, acting as the primary point of contact and interface between customer organizations and Etisalat.

Key Responsibilities

Account Management & Relationship Building

• Drive profitable revenue growth and increase share of wallet across a portfolio of 5–10 strategic large accounts.
• Own the overall customer relationship and commercial strategy.
• Establish strong professional relationships with key decision-makers and influencers.
• Act as the central point of contact and interface between customer organization and Etisalat.
• Bear overall responsibility for customer ownership.
• Maintain end-to-end ownership of the customer lifecycle from customer profiling through deal closure.

Sales Strategy & Planning

• Develop and execute comprehensive account plans aligned with revenue growth objectives.
• Identify opportunities and strategies to capture them within each account.
• Understand competitor offerings, value propositions and key strengths.
• Develop plans to anticipate and respond to competitor actions.
• Execute overall sales strategy and develop compelling plans for each account with awareness of strategic impact for Etisalat.

Sales Cycle Management

• Manage the entire sales cycle including customer profiling, account planning, lead generation, proposing, negotiating and closing of deals.
• Manage sales and share of wallet related to customers in order to achieve estimated growth in revenue and VOA.
• Identify opportunities to increase sales of digital services and products and core telecom services.
• Generate new and repeat sales by providing Etisalat product and technical information in a timely manner.
• Lead contract negotiations and involve the right stakeholders as needed.
• Leads development of sales proposals tailored to address customer requirements by interfacing with Solution Architects.
• Effectively manage negotiations with customers and finalize proposals and contracts.

Customer Intelligence & Insight

• Track, analyse and understand customers' business, procurement process and buying criteria.
• Anticipate customer needs and translate them into present and future requirements for ICT services and tailored solutions.
• Gather and process customer-related market intelligence and report findings to Director/Sales or Senior Manager.
• Keep a close eye on competitor activities and their impact on business and inform respective team members.
• Proactively recommend services needed by customers to increase customer satisfaction and improve transaction profitability.

Sales Performance & Pipeline Management

• Maintain and update sales funnel with expected forecast of opportunities.
• Maintain and improve sales penetration within customers.
• Maintain and update accounts profiling in CRM.

Team Leadership & Coordination

• Provide strategic direction to Account Managers.
• Coordinate with team of Account Managers and oversee all daily sales and service activities related to customers.
• Coordinate sales and service activities to ensure strong customer engagement, revenue performance, service delivery and sustainable account growth.
• Interact with all related sections, especially Service Delivery, to ensure smooth and efficient processing, delivery and implementation of sold services within required deadlines and with required level of quality.
• Communicate and address customer needs and propose development of specific products and solutions to appropriate sections.
• Organize and lead cross-functional teams on an ad-hoc basis to address specific customer issues or requirements.

Product & Customer Education

• Educate customers about terminology, features and benefits of products in order to improve product-related sales and customer satisfaction.

Qualifications & Experience

• Bachelor's Degree in Marketing, Business Administration, Technology or Telecom.
• 5–10 years' experience as Sales Manager or Solution Architect, preferably in media, Telecom or IT services companies.
• Experience managing a large revenue target.
• Proven experience achieving high sales growth for digital services products.
• Good telecommunications domain knowledge.

Skills & Competencies

• Account planning.
• Negotiation skills.
• Contract management.
• Assessing changes in external environment and articulating business implications.
• Very good verbal and written communication skills.