Sales Manager
ATOS
Total years of experience :20 years, 0 Months
Manage Business Development for Life Sciences business unit in the Western Region and lead the building & management of a profitable deal pipeline within existing accounts.
Manage end-to-end sales activities from deal pipeline to offer sign-off for farming of accounts, pulling through entire Atos healthcare & Life Sciences portfolio and enterprise capabilities.
Construct and reinforce high-impact relationships with customer stakeholders & ensure customer satisfaction.
Supervise the pre-sales phase, ensuring that suggested solutions are in line with client expectations and Atos standards (level of price, etc.) to improve customer satisfaction.
Act as the single point of contact to customer stakeholders and participate in the identification and management of growth opportunities within the account along with key Business Unit leaders & Global Client partners.
Manage key CXO (i.e. CIO, CTO, CFO etc.) and senior level client relationships within the client organization. Manage key client visits to company’s centers.
Direct, orchestrate, and functionally manage global cross-functional teams (Sales/Presales, Marketing, Technical Solution, Delivery, Account Management, Finance, Legal, Contracts, Fulfillment, HR, Contractors) to win complex proposals (RFI, RFQ, RFP et.) leading to multi-year, multi- million-dollar IT contracts.
Pitch proactive ideas to the customer, organize demonstrations of proof of concepts, and assist bid teams in answers to bids and tenders.
Use consumer insights to develop and launch sales campaigns or contribute to complex tender documents.
Review solutions and offer insights and analysis to solution teams to develop technology for clients and win new profitable business.
Collaborating with the Manager to establish and execute a sales goal for the Saudi West region.
Achieve and exceed region’s monthly, quarterly, and annual sales quota, strategic and unit sales mix objectives, profit goal and market share goals.
Develop sales plans and strategies to increase market penetration within region. Participate in annual sales strategy planning.
Develop annual sales quotas for partners.
Generate quotations to identified strategic key accounts monthly.
Write, translate and understand technical specifications for proper valve selection and optimization.
Communicate with the Director to ensure customer commitments and opportunities are captured.
Complete Field Sales Management Reports and distribute reports for each field visit.
Perform annual evaluations and conduct formal documented feedback sessions.
Develop training and conduct performance evaluations for partners.
Demonstrate a high level of energy, drive, enthusiasm, initiative, commitments and professionalism.
Managing and Leading the Opportunities.
Operational and maintaining pipeline through Salesforce.
Creation and maintaining a healthy pipeline.
Managing new projects and opportunities by establishing clear leadership and orchestration of opportunity.
Identify up-selling and cross-selling opportunities and developing activation plans.
Understanding company businesses and Highlighting total IT usage and potential expansion.
Mapping our solutions (references) with customer business needs that differentiate the customers in their markets - providing overall roadmap to customer and highlight short term and long term business needs.
Understanding customer business needs and map solutions through closely tying Channel Partner and pre-sales/solutions team.
•Provide high-level and detailed consultative solutions, technical and sales support for selected major account opportunities.
•Understand the business requirements for customer base and translate them into technical requirements.
•Perform in-depth and high-level technical presentations for customers, partners and prospects.
•Drive identified major account opportunities (technical consulting, upper level management presentations, and design validation and Proof of concept) while allowing local account team to maintain long-term ownership.
•Mentor less experienced colleagues in the assigned opportunities.
•Determines business needs and requirements,
•Effectively uses available tools and resources to design and sell solutions that meet the customer needs and requirements, and positions the solution to satisfy the customer's business needs.
•Provide pre-sales engineering for business opportunities.
•Working in conjunction with other Solution Architects and teams create, maintain and publish a set of written procedures and best practices for the delivery of pre- and post-sales engineering to customers.
•Supports Sales efforts to meet Regional financial goals.
•Actively supports the account team with solution advice, proposals, presentations, and other customer communications.
• Effective in building and maintaining relationships with strategic target accounts and decision-makers.
• Involve actively in teams of cross functional project to assist solve problems inclusive of different technologies straddling multiple work groups.
• Monitoring sub-contractors to ensure guidelines are maintained.
• Develop and maintain relationship with new and existing partners and channels
• Plan and execute channel sales strategy to achieve revenue, profit and growth targets
• Spearhead the development of new partners and channels
• To manage and resolve channels related conflicts and dispute
• Work with Account Managers and Technical
• Consultants to add value to clients’ business requirements
• Alliance role with principles and vendors
• Set an objective with partners and work on to achieve it.
• Participates in marketing program planning, development, execution and measurement to ensure that programs succeed according to plan.
• Interfaces with strategic vendor sales personnel to coordinate sales and marketing activity.
• Monitors client satisfaction and elevates issues of dissatisfaction for quick resolution.
Main Duties and Responsibilities:
•Implement suitable sales strategy to achieve business objectives in line with corporate strategies.
•Maintaining close working relationship with all leading Consultants and MEP Contractors.
•Develop strategic alliances with key Saudi customers locally to enhance long term business prospects.
•Process registration of brand with regulatory authorities and key customers as part of specification process.
•Developing and nurturing a highly motivated sales team through adequate incentives and training.
•Implementing the company’s marketing communication strategy to sustain the brand image.
•Monitoring business development including appointment of new Vendor according to sales strategy and plans.
•Travel extensively across the kingdom for business development purposes.
•Organize and participate in industry conferences, seminars and trade shows.
•Identify new business opportunities and feed leads to sales teams
•Analyzing the market and providing market intelligence to the management on a regular basis.
•Identifies and develops possibilities for future business growth
•Study the project descriptions and specifications for required standards to fulfill the technical requirements; Conform to the latest edition of technical standards and check the project specific requirements in order to submit timely and successful bid.
•Issue inquiries to sub-suppliers for other related substation equipment.
•Prepare and submit commercial and technical parts of bid to the client.
•Improve the methods for costing, contact new suppliers, study order closing calculation etc.
•Negotiate with suppliers for better pricing, and focusing on reducing costs and improving profitability.
•Support the project management with the major material procurement activities to ensure and meet the project targeted profit.
•Follow up of receivables by visiting customer to achieve cash targets.
EDUCATION Background Communication Field: Analogue communications, Digital communications, Communications electronics, Microwave, Mobile systems, Fiber optics and Satellite communication. Electronics Field: General electronics component, amplifiers, digital electronics circuits and Power electronics. Computer Field: digital circuits design, microprocessor systems and Computer networks. Power Field: Control systems, machines analysis and power systems Graduation Project Digital Tacho Meter (design and hardware build) for measuring the speed of the DC Servo Motor by two methods: photo detection method and digital voltmeter method. Training: 3 Aug 2003 – 3 Oct 2003 Fastlink (Vendor is Motorola) Jordan Engineering Department ( System Division ) : Installation of new sites and change the radio configuration of some old sites to improve the capacity of the site. Checking the Microwave links and doing path balance for it. Checking if there is any alarm on any site of the network (OMC reports) and solving these problems.