Sales Manager

2 weeks ago

Dubai, Dubai, United Arab Emirates Robinson & Co (Singapore) Pte Ltd Full time

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions: automotive, financial services, real estate, retail, and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia, and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group's entrepreneurship and relentless customer focus enables the organization to continue to grow and expand, responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration, and integrity, Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day.

Overview of the role:

The job holder will lead excellence in winning Annual Maintenance Contracts/variable jobs in FM/TFM, improve diversification and customer base.

What you will do: a) Achieve the Sales Targets:
  1. Achieve sales targets set by the management.
  2. Generate project/business opportunities and RFPs through customer contact to meet company's business plans and growth strategies.
  3. Drive the sales process from inquiry/RFP coordination through "Closing the Deal."
  4. Track and report current status of potential projects, markets, customer news, and developments.
  5. Lead the development and preparation of RFPs, Pre-Qualification, and formal presentations.
  6. Negotiate potential contract adaptations or extensions when needed.
  7. Assess the targeted quality of business coming in; refocusing efforts if off track.
  8. Develop sales strategy for the market that ensures attainment of company sales goals and profitability.
  9. Perform market research and identify areas in which the division can introduce new/future services that could provide competitive advantage and secure market share.
  10. Track competitors' strengths and weaknesses, analyze and set the strategies for winning the contracts.
  11. Continually track market trends and developments and update the team.
b) Design, create, implement sales & marketing plan to drive growth and increase branding opportunities:
  1. Promote and develop visibility of services provided by the organization.
  2. Identify, meet, and organize presentations to present to potential clients.
c) Coordinating marketing campaigns with sales activities:

Develop and implement relationship strategies to maximize our chances of profitably securing strategically important new business.

d) Collaborate; build strong trusted working relationships with customers and colleagues:
  1. Prospect new potential clients and maintain existing customer relationships to maximize our chances of profitably securing strategically important new business.
  2. Collaborate with the Senior Management to prepare and implement the company's Marketing and Business Development Plan and strategy for meeting business goals.
  3. Liaise internally with other departments such as Commercial, Operations, Finance, and Human Resources.
  4. Act as a resource person for management with respect to sales and marketing issues.
  5. Drive innovation. Encourage the sharing of ideas within the team and across divisions.
  6. Responsible for the performance and development of the sales executives. Prepare action plans by individuals as well as by team for effective search of sales leads and prospects.
  7. Work with operations to develop the cooperation between sales and Operations.
Required skills to be successful:
  1. An excellent customer service attitude and the ability to interact with customers in a professional manner are required.
  2. Good communication skills with the ability to form and maintain good relationships internally and externally.
  3. Good interpersonal, negotiation, and influencing skills.
  4. Strong analytical skills.
  5. Strong technical mindset and able to read and interpret technical data and translate to others.
  6. Highly numerate with the ability to research, assemble, manage, and manipulate numerical information.
  7. Knowledge of estimating techniques.
What equips you for the role:
  1. Bachelor's degree in a relevant background.
  2. Minimum 5+ years of proven experience in progressive business development, sales, experience in Facilities Management industry in UAE.
  3. UAE driving license.
About Al-Futtaim Contracting

Al-Futtaim Contracting offers customers complete engineering and systems integration solutions. The Engineering arm operates in the UAE, Qatar, Saudi Arabia, and Egypt providing a wide variety of products and services from air conditioning, scaffolding and access solutions, elevators and escalators, control and life safety, facilities management, building products, MEP, Energy Management, Technology Infrastructure, and Digital Transformation. The Technologies division provides complete business solutions to large, medium, and small customers that include contact center solutions, business applications, business intelligence, data management, advanced analytics amongst others. The IT infrastructure portfolio comprises IP telephony, ELV systems, networking solutions, professional audio-visual solutions, and managed services. These solutions are further complemented by services that include project management, installation, testing, commissioning, and after-sales maintenance contracts.

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