Large Enterprise Sales Section Head
STC Saudi Telecom Company
مجموع سنوات الخبرة :19 years, 4 أشهر
• Develop and maintain broad and deep customer partnerships that involve building relationships at the CxO level in MARAFIQ, SATORP, SASREF, TASNEE, Shlumberger, Chevron & Gulf International Bank and expanding relationships outside of IT Research and share intelligence on customers and their respective markets.
• Ensure that teams are well-orchestrated and leveraged around accounts and opportunities, by communicating the vision and strategy for each account, handing off opportunities to team members and providing feedback as needed.
• Create strategic and actionable account plans that define a clear growth strategy.
• Develop and manage a healthy and predictable pipeline that includes qualified opportunities.
• Close opportunities by continuously reinforcing business value.
• Ensure that customers deploy the solutions acquired by working with team members on deployment plans and customer adoption of these plans.
• Sets the sales division strategies and Sales Team objectives; follow-up on implementations.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects
• Recommends sales strategies for improvement based on market research and competitive analysis.
• Sets the targets and quotas for all sales teams & regularly review progress in achieving targets.
• Review sales reports submitted by sales managers, subordinates, analyze, and provide recommendations to top management
• Ensure providing high standards of services to customers through sales channels
• Work closely with marketing to feedback customer information to the communication and product development processes & Ensure high quality of sales that leads to low churn
• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability
• Responsible for the performance and development of the all Sales Managers, Account Executives, seniors’ account executives & supervisors.
• Initiates and coordinates development of action plans to penetrate new markets.
• Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
Develop and maintain broad and deep customer partnerships that involve building relationships at the CxO level and expanding relationships outside of IT.
Research and share intelligence on customers and their respective markets.
Ensure that teams are well-orchestrated and leveraged around accounts and opportunities, by communicating the vision and strategy for each account, handing off opportunities to team members and providing feedback as needed.
Create strategic and actionable account plans that define a clear growth strategy.
Develop and manage a healthy and predictable pipeline that includes qualified opportunities.
Close opportunities by continuously reinforcing business value.
Ensure that customers deploy the solutions acquired by working with team members on deployment plans and customer adoption of these plans.
Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
Responsible for the performance and development of the Account Executives.
Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
Initiates and coordinates development of action plans to penetrate new markets.
Assists in the development and implementation of marketing plans as needed.
Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
Provides timely feedback to senior management regarding performance.
Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.
Creates and conducts proposal presentations and RFP responses.
Assists Account Executives in preparation of proposals and presentations.
Controls expenses to meet budget guidelines.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Recruits, tests, and hires Account Executives based on criteria agreed upon by senior management
Insures that all Account Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
Delegates authority and responsibility with accountability and follow-up.
Sets examples for Account Executives in areas of personal character, commitment, organizational and selling skills, and work habits.
Conducts regular coaching and counseling with Account Executives to build motivation and selling skills.
Contacts and visits prospective customers to determine needs
Qualifies prospective customer opportunities against key variables such as budget, timing, decision-making process, competitors, etc
Creates and performs sales presentations to match company's products/services with identified needs
Sells products/services through face-to-face contact
Remains knowledgeable of company's products/services to facilitate sales efforts
Maintains sales records and prepares sales reports as required
Often responsible for complex and difficult to close sales
Maintains regular contact with customers to ensure satisfaction:
Maintains a regular schedule of contact via phone/on-site visits
Alerts client to new or improved products/services
Assists management in devising direct sales plans and strategies:
Assists management in determining effective sales techniques
Determines ways to differentiate from competitors
Work with management to identify up sell opportunities
Assist marketing with design and promotional strategies
Develops relationships with client through dinners, outings, etc.
Relays client feedback to product development staff
Communicate with VIP customers to increase their value
Treat with VIP Customers and solve all their problems
Sell the VIP Customers the new product to get their satisfaction
Remains knowledgeable of company's products/services to facilitate sales efforts
Maintains sales records and prepares sales reports as required
Often responsible for complex and difficult to close sales
Assists management in determining effective sales techniques
Determines ways to differentiate from competitors
Work with management to identify up sell opportunities
Assist marketing with design and promotional strategies
Develops relationships with client through dinners, outings, etc.
Sell Zain services and handsets to retail outlet customers
Sell service features and other value added services to retail customers
Responsible for accurate data entry on the services contract.
Responsible for reporting daily sales activities to outlet supervisor
Support promotional and other company activities as directed by outlet supervisor.
Educate customers about the service and related features.
Responsible for providing the customer with the SIM card, mobile number
Responsible for acquiring numbers, handsets and SIM cards from other branches upon demand.
Solve customers’ problems and answer queries.
Responsible for inventory on daily basis for handsets and SIM cards.
Train others in concerned are
Responsible for solving problems, answering customer inquiries and assisting customers in every single aspect over the phone.
Receives calls from customers to answer their queries, solve their problems and provide solutions.
Ensure that all-confidential information pertaining to company activities or individual customer coming into ones possession is not disclosed or revealed to unauthorized person or agency.
Ensure up to date knowledge of latest products and developments in the company and the cellular industry.
Contact Customers and finding ways to settle their accounts.
Call customer back to update them about the status of their inquiry.
Contact subscribers suggesting new services, products & special offers that meet with their needs.
Answer subscribers’ inquiries & communicate to update them with accurate information on new services & educating them about existing services & products.
Suggest procedures & programs that improve performance & expedite process
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