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Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Run[...]

Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Run[...]

MDA EdgeDubai, Dubai, United Arab Emirates
3 منذ أيام
الوصف الوظيفي

Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Runner / CARGOES Flow)

Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Runner / CARGOES Flow)

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  • We are looking for Senior Group Manager to sell the Cloud / SaaS Based Logistics Software Solutions (e.g., CARGOES Runner / CARGOES Flow). You would be responsible to find new customers and expands relationships with existing customers by directing and supporting collaborative sales efforts to grow one or more assigned product lines. The Sales Senior Manager performs sales activities and assists in closure on qualified opportunities created by the tele sales team, product sales specialist, channel partners, or other sales personnel, while actively collaborating with these team members to achieve the sales targets.
  • Assist tele sales, product sales specialists, and channel partners who will be managed by the sales Senior Manager and will be responsible for achieving sales quota in the assigned product lines, and for supporting the product-line success of an assigned team of product sales specialists.
  • The role requires to prioritize the leads based on market intelligence and analytics, account level opportunity assessment, and improve the bid winning rates. Also, work closely with partners, industry event organizers, and internally with product technical teams for customer feedback, commercial teams for pricing and marketing activities.

JOB PURPOSE :

  • We are looking for Senior Group Manager to sell the Cloud / SaaS Based Logistics Software Solutions (e.g., CARGOES Runner / CARGOES Flow). You would be responsible to find new customers and expands relationships with existing customers by directing and supporting collaborative sales efforts to grow one or more assigned product lines. The Sales Senior Manager performs sales activities and assists in closure on qualified opportunities created by the tele sales team, product sales specialist, channel partners, or other sales personnel, while actively collaborating with these team members to achieve the sales targets.
  • Assist tele sales, product sales specialists, and channel partners who will be managed by the sales Senior Manager and will be responsible for achieving sales quota in the assigned product lines, and for supporting the product-line success of an assigned team of product sales specialists.
  • The role requires to prioritize the leads based on market intelligence and analytics, account level opportunity assessment, and improve the bid winning rates. Also, work closely with partners, industry event organizers, and internally with product technical teams for customer feedback, commercial teams for pricing and marketing activities.

    • KEY ACCOUNTABILITIES :

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

    • OTHER ACCOUNTABILITIES :

  • 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.
  • Act as an ambassador for us at all times when working; promoting and demonstrating positive behaviors in harmony with Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following our Code of Conduct and Ethics policies
  • Perform other related duties as assigned.

    • JOB CONTEXT :

  • The role is critical for the commercialization of Cargoes Digital Products (i.e. Runner, Flow) that we would be launching in the selected countries that offers significant market opportunities in terms of client base and market potential for digitalization of traditional freight forwarders. Also, the selected countries have significant investments from us in the ports & inland depots that could be fully leveraged to penetrate the market. As we are expanding its core business into digital logistics solutions such as DFA, Searates, DUBUY.com, the Cargoes Runner and Cargoes Flow would offer ERP solution which the Freight Forwarding industry needs to manage their operations, billing, and financial processes.
  • The successful candidate must be able to work in selected countries, be comfortable with the challenges of launching a new SaaS product in the market and be able to persuasively communicate with all internal and external parties and stakeholders. S / he will be a strong business development and salesperson with consultative mindset of listening, understanding, and anticipating customer needs.

    • BASIC QUALIFICATIONS :

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

    • SPECIALIZATION REQUIRED :

  • Sales Manager who has managed 5M$+ revenue from SaaS sales in global markets and have handled revenue targets.
  • Candidate who has worked in Real Time Visibility platform sales Logistics Control Tower Software sales, Transport Management Software Sales.
  • Candidate who has managed sales teams with revenue targets.

    • PREFERRED QUALIFICATIONS :

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

    • INTERNAL COMMUNICATIONS AND WORKING RELATIONSHIPS :

  • Maintain all customer interactions and proposals on CRM for good housekeeping and reports generation.
  • Prepare weekly pre-sales / sales reports as per required standards on the business performance and feedback from the clients.
  • Daily / weekly interaction with the our IT, Product Team, Commercial, Marketing.

    • EXTERNAL COMMUNICATIONS AND WORKING RELATIONSHIPS : The ability to communicate effectively with external parties is essential to successfully perform this role. Examples of these external parties include :

  • Event Management companies.
  • Business Partners and Vendors.
  • Customers.

    • FRAMEWORKS, BOUDARIES AND DECISION-MAKING AUTHORITY :

  • The role operations within the boundaries established our policies and procedures. The role makes decisions on the best working methods to obtain maximum efficiency, reduction / on time delivery.
  • Operates with substantial day to day autonomy and independence within budgetary and business parameters, Consults with Team lead when required.
  • The position is also expected to discuss initiatives, strategies, deliver presentations and promote best practice with regard to any relevant issues directly with key customers internally and externally.

    • Seniority level

    Seniority level

    Mid-Senior level

    Employment type

    Employment type

    Full-time

    Job function

    Job function

    Other

    Industries

    IT Services and IT Consulting

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