Essential Duties and Responsibilities
This is a blended role that develops and maintains strong consultative relationships with new and existing customers while turning untapped sales opportunities into closed deals.
Sales Management & Account Ownership
• Build, develop and maintain consultative sales relationships with all key buying influencers in each key account
• Partner with the accounts team to create an optimum relationship between the various Decision Making Units (DMUs)
• Manage the sales process end to end by working closely with the multi-functional and multi-disciplinary teams to perform the daily activities in a smooth and effective manner
• Be the internal business and account development specialist for Qatar, sharing market insights with the team and providing regular market and accounts updates for the assigned markets
• Regularly update the sales CRM, keeping all records clean and up-to-date. Map timelines and manage any overdues, constantly identifying ways to optimise this process
Business Development & Planning
• Regularly update the sales CRM with opportunities, keeping all records clean and up-to-date. Map timelines and manage any overdues, constantly identifying ways to optimise this process
• Increase and maximise business opportunities out of existing accounts by making initial presentations, understanding account requirements and introducing and/or new products and solutions
• Create sales action plans and programmes supporting the defined sales cadence, implementing actions to achieve the weekly, monthly and quarterly forecast figures set out in the budget and operational plan
• Establish the account profile and strategic plan for the year and set the business development objectives and the annual operating plan (AOP)/budgets for both GRMS and IPTV business lines in the assigned markets
• Create business development action plans and programmes, implementing actions to achieve the weekly, monthly and quarterly forecast figures set out in the AOP/budget for the assigned markets and the overall country/regional budget operation plan
• Track, analyse and communicate key quantitative and qualitative metrics (including AOP /budget) and business trends to the Sales Manager - MEA. Initiate corrective actions when required
Skills and Abilities
• Solid understanding of the end to end sales cycle in the hospitality market
• Understand market and customer dynamics
• Strong relationship skills and collaborative approach
• Technical and management acumen
• Decision making skills
• Skilled negotiator with a persuasive, pragmatic and engaged approach with the customer
• Passionate, self-driven, ambitious to grow and continuously learn
• Time management and the ability to prioritise and organise themselves
• Ability to work in a highly fast paced, dynamic environment
• Proficiency in Microsoft Office, design software/AutoCAD and the aptitude to learn new software and systems
• Excellent written and spoken communication skills with outstanding presentatin skills
• Fluency in English (spoken and written) and a second language spoken in the assigned region beneficial
Experience Requirements
• 2-3 years' experience in the hospitality industry, dealing with operators, developers and specification stakeholders
• Experience in the Guest Room Management (GRMS) & Interactive Television (IPTV) domain required
Education Requirements
• University degree or diploma in electronics engineering preferred
