Head of Pre-sales

2 weeks ago

Dubai, United Arab Emirates Adecco Full time

**Head of Pre-Sales**

Find your next role with Adecco We are currently recruiting for Head of Pre-Sales for our client, plumbing fixture company in UAE specializing in sales of bathroom fittings including bathrooms, sanitary ware, and showers.

The primary focus of the role is to establish a Pre-Sales Department. This includes taking responsibility for building a network, developing tactical approaches in specifications, CRM & KAM platforms, addressing project potential in key markets, maximizing visibility in project tendering, and measuring success rates across project segmentation through methodological planning and processes.

Roles & Responsibilities:

- Build the Pre-Sales Division and situate the respective Specifications, CRM and KAM Platforms accordingly.
- Prepare quarterly and annual targets for specifications, CRM & KAM team members.
- Design monthly and annual pre-sales targets for each territory in liaison with the local sales force.
- Lead the specifications force towards achievement of goals through motivation and development practices.
- Guide the CRM team in order to ensure the expected discipline in data entries is pursued at all times.
- Organize seminars and lunch & learns sessions across the territories and with a focus on hospitality, healthcare, education, retail and government buildings segments.
- Keep a closer eye on the projects potential and the tendering volume.
- Implement weekly pre-sales meeting across the territories in order to update the sales force on the progress achieved progressively.
- Issue a monthly pre-sales business forecast and manage the deliverables with utmost effectiveness in the identified revenue generating segments and accounts.
- Expand contacts across pre-sales targeted entities namely architects, designers, planners, developers, consultant engineers, project managers and government influencers as applicable.
- Construct global account & key account platform in order to sustain the pre-sales strategy notably in hospitality, healthcare, retail and government segments.
- Monitor the development of the specifications & KAM accounts in each market through meticulous performance management.
- Ensure adequate training is provided to the specifications / CRM / KAM team on new products, new technologies and new sales features in liaison with the marketing department.
- Maintain an up-to-date educational curriculum to architects, developers and consultants.
- Connect to major architectural and planning firms in order to stay alerted on new projects’ master plans and similarly augment the projects potential for higher tendering abilities in the growing markets.
- Show innovative initiatives towards new approaches to potential accounts in order to enhance the dynamics for an expanded penetration plan in specifications and KAM accounts.
- Maintain high focus in CRM cockpit per market, by segment and under each large account.
- Analyse Specifications performance and KAM’ business conversions continuously whilst making recommendations for successful progress with the line manager.
- Evaluate KAM fertile fields and acquire a new account or more on a periodic basis during the financial year through framework contract linked to revenue targets’ performance consistency in liaison with the Field Sales Force and the Distributor in the respective territories.
- Penetrate key consultants, designers, planners, architects & developers' network in an aim to maturing high level relationships across the Middle East countries.
- Organize local training, seminars and conferences t architects/designers and consultants with the purpose of transferring knowledge at all times.
- Participate actively in market surveys, trends’ examination and reporting competition activities.
- Build annual budget / targets with the purpose of continuous market share growth across product categories and pre-sales / sales channels.
- Allocate quality time to synchronize the efforts on the project management process in coordination with the Specifications / CRM / KAM Units
- Represent the company at the highest level in the territory and showcase top class behavior at all times.
- Audit continuously the services by the 3 Units in the Division to the various contacts / accounts in different markets whilst ensuring the company’s reputation and image are always reaching the highest level of expectations.

Education & Experience:

- Bachelor’s University degree in civil engineering / industrial engineering / information systems engineering / architecture
- 10 to 15 years’ experience within a managerial level in building materials / construction industry leading specifications
- Good knowledge of CRM program
- Proven engagement with KAM Accounts
- Good track record in the Middle East construction market (minimum 10 years)
- Understanding of GCC/ Middle East Culture and market dynamics is a critical success factor.

About Adecco:
At Adecco, we believe in the potential of people. We are world’s

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