Under limited supervision, the Sales manager is responsible to:
Deliver the order intake contribution according to the operative planning (OP) of the Region.
Lead sales and pre sales efforts on selected key campaigns.
Review and align sales strategy for every assigned country with Head of Sales.
Maintain a qualified sales funnel and accurately forecast order in-take and revenues, including filtering information to predict success in this area.
Maintain a competitive edge, obtain competitor information and share this promptly within SLC marketing and product portfolio strategic group.
Maintain customers\xe2\x80\x99 satisfaction.
Assist finance in obtaining full and timely payment from customers where necessary.
Act according to SLC ethic and compliance policy.
This position interfaces with all the SLC departments supporting the Sales effort, establishes peer-to-peer relationships aimed to coordinate the needed activities, creates and leads virtual sales team with the goal to grow SLC reputation and position in the target market and to identify strategies to improve winning rate.
ESSENTIAL DUTIES, RESPONSIBILITIES AND CORE COMPETENCIES
Main Responsibilities
Lead sales and pre sales effort on selected campaigns including notably:
definition of the sales strategy and the capture plan;
coordination of the commercial actions and submission of the offer prepared by the bid team;
delivery of the best commercial proposal according to the internal SLC rules;
negotiation with the customer;
Closing.
Drive business growth and expand SLC market penetration by fostering new business models and product innovations.
Develop business with public safety organizations, for critical national infrastructures, with transport companies, industries, utilities and MNOs.
Reinforce SLC commercial position by supporting relevant strategic partnerships.
Maintain a qualified sales funnel.
Get a deep knowledge of customer\xe2\x80\x99s environment, detecting needs regarding SLC products, services and solutions.
Respond to customers\xe2\x80\x99 needs with Airbus SLC solutions.
Elaborate with the Head of Sales Operating Plan and Sales Forecasts.
Analytical Skills
Synthesize complex and diverse information
Ability to challenge quotes
Use intuition and experience to complement data
Able to organise and effectively manage customer meetings
Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
Consultative approach to selling and problem solving
Being cultural aware
Business Acumen
Understands business implications of decisions
Demonstrates knowledge of market and competition
Aligns work with strategic goals
Displays focus to profitability
Impact & Influence
Pursues and wins support for ideas
Displays ability to influence key decision-makers
Achieves win-win outcomes
Uses authority appropriately to accomplish goals
Addresses divergent opinions
Innovation
Displays original thinking and creativity
Meets challenges with resourcefulness
Generates suggestions for improving work
Develops innovative approaches and ideas
Leadership
Exhibits confidence in self and others
Inspires respect and trust
Reacts well under pressure
Shows courage to take action
Motivates others to perform well
Planning & Organization
Prioritizes and plans work activities
Uses time efficiently
Plans for additional resources
Integrates changes smoothly
Sets goals and objectives
Presentation Skills
Tailors presentation to audience needs
Engages and focuses attention
Presents information logically and persuasively
Handles difficult questions and situations
Inspires audience to action
Problem Solving
Identifies problems in a timely manner
Gathers and analyzes information skillfully
Develops alternative solutions
Resolves problems in early stages
Works well in group problem solving situations
Product Knowledge
Displays knowledge of products & solutions
Responds to product & solutions questions
Explains product & solutions features and benefits
Matches products and solutions to customer needs
Strategic Thinking
Develops strategies to achieve organizational goals
Understands organization\xe2\x80\x99s strengths and weaknesses
Analyzes market and competition
Identifies external threats and opportunities
Adapts strategy to changing conditions
SKILLS AND QUALIFICATIONS
Master in Management or Master in Telecom or related degree
10+ year experience in Wireless Communications sales in governmental and professional markets in the field of communications and information systems
Experience of large campaigns management, ability to manage complex sales campaigns
Strong communication skills - verbal, written, and interpersonal
Strong leadership skills, ability to manage on-site and remote teams
Ability to build customer relationship
Ability to multi-task, prioritize tasks, make critical decisions
Ability to handle uncertainty and stress
Ability to travel at least 50% of the time
English and Arab negotiation
Position is located in Dubai, UAE
This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company\xe2\x80\x99s success, reputation and sustainable growth.
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At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.