Role Summary

Responsible for developing long-term relationships with a portfolio of strategic and key clients, connecting with stakeholders up to, and including, executive level in commercial, operations and C&P. Liaise at senior level between customers and cross-functional internal teams to ensure the timely identification of customers’ needs and successful delivery of our solutions. Help devise and apply strategy for customer management, inclusive of managing training, mentoring and coordination of Account teams to optimise customer retention (KEEP) and development (GROW).

Job Requirements:

• Bachelor’s degree or the equivalent combination of education and experience
• 8+ years of relevant business development and sales experience
• Demonstrated knowledge of the service market (preferably UAE)
• Demonstrated industry expertise
• Change Management
• Excellent Communication skills with fluency in English
• CRM Knowledge Preferable
• MS Office Proficiency (Word, Excel and Powerpoint)
• Negotiation and conflict handling
• Ability to understand client/customer needs and identify solutions
• Decision making skills, problem-solving skills, and strong analytical skills

Key Responsibilities

1. Business Development

• Actively contribute to working capital health and operational cash flow health by negotiating the lowest possible contractual payment terms at <=30 days where possible.
• Build and maintain a strong sales pipeline with clear targeting strategy alignment and an extended, fully managed sales cycle. Deliver accelerated growth to meet or exceed GET opportunities budget.
• Follow a systematic, dynamic and repeatable sales approach that extends from understanding costs, defining pricing strategy, setting prices and rules, controlling transactions, and monitoring outcomes. Data-driven to employ customer-centered and contextual pricing, enabling the company to maximise profits.
• Achieve significant and sustained revenue growth, reduce price promotion spending to underpin sales revenues, notably reduce pricing cycle time and increase responsiveness to marketplace conditions.
• Achieve conversion rates of >30% conversion by ACV and identify market sector trends.
• Participate in educational opportunities including: reading professional publications, investing in personal and social media networks, participating in professional organisations and meetings - to continuously enhance market knowledge and add value to sales growth potential.

2. Account Management

• Comply with individual sales strategies for all revenue streams and identify market trends aligned by industry and geography via robust market research.
• Define and execute a coordinated segment and territory prospecting strategy
• Shape and develop lasting relationships with large clients in order to penetrate organisations both vertically and horizontally to maximise sales opportunities across segments.
• Implement processes and methodologies for continuous sales improvement with focus on faster revenue delivery.
• Utilise strategic tools (PESTLE, SWOT, Ansoff’s and Porter’s) and sales methodologies such as SPIN to maintain competitive advantage and achieve >30% conversion by ACV.
• Responsible for meeting individual sales target (GET).

3. Reporting and Analysis

• Submit monthly, quarterly and annual sales reports as required, inclusive of sales pipeline. Communicate clearly the progress against monthly/quarterly sales targets and related initiatives, to inform sales strategy effectiveness and application.
• Compile detailed records for customer analysis, including capturing contextual events of prospecting interest from open source and social media research. Define and implement sales focus by customer, segment, vertical and territory.
• Conduct competitor analysis to achieve and maintain deep market knowledge of the competitive landscape.
• Evaluate contractual terms to ensure that Parisima equities are appropriately protected through negotiation and deviation, with profit optimised and liability minimised.

4. Stakeholder Support

• Compile tenders and quotations as required. Refer all large value opportunities to the respective team and act as the technical input advisory lead. Provide commercial support to the teams when required, including major tender technical compilation.
• Liaise directly withTeam leaders to ensure that sales strategy is systemic, coherent and aligned across the Commercial Team, and that sales processes are applied in accordance with departmental governance and compliance procedures.
• Be prepared to assist in driving Commercial Department initiatives and priorities more broadly as necessary

5. Compliance

• Ensuring compliance and adherence to company policies
• Evaluate contractual terms to ensure that Parisima equities are appropriately protected through negotiation and deviation, with profit optimised and liability minimised.
• Provide pre-qualification and due diligence of clients to accurately identify the decision makers and influencers within organisations and recommend suitable credit terms.