Group Senior Manager Digital Product Sales - DP World

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 companys customer base and ensure

its strong presence

• Work crossfunctionally with marketing product and support teams to develop gotomarket

strategies and .

• 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 longlasting 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

companys 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

• 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 DP World at all times when working; promoting and demonstrating positive

behaviours in harmony with DP Worlds Principles values and culture; ensuring the highest level of safety is
applied in all activities; understanding and following DP Worlds Code of Conduct and Ethics policies

• Perform other related duties as assigned
  

QUALIFICATIONS EXPERIENCE AND SKILLS
BASIC QUALIFICATIONS

• Bachelors degree in computer science or business administration/economics or logistics
• Minimum 58 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 presales 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

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
  

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