|Reporting to the Director - Sales in this very target driven role, the Manager – Corporate Sales should strive to match the best sales and customer on-boarding techniques in the world in order to achieve the target free zone revenue and member satisfaction scoring.
Responsible for growing DMCCs share of the large corporate sector. Identifying, targeting and converting large international corporations into DMCC licensed member companies.
This position has the responsibility for leading the outbound corporate sales team – this includes large corporate pursuit (hunting), converting and onboarding multinational companies/large corporate entities with a strong emphasis on DMCC property sales and leasing and value added service offerings. An all in one team to take each new company individually through the entire lead to license process.
The international sales program will include contributing to, implementing, and operationalizing the Free Zone’s corporate sales strategy (With Free zone Business Development team) and long term engagement plans for large corporations.
Managing a team, this role is responsible for the overall daily operations of the Corporate Sales team and providing all the necessary guidance and support required in closing sales when needed, with demanding and/or higher profile clients and to achieve the set KPIs. Closely monitor the performance of the team and maintaining a high level of motivation and efficiency.
One of the main responsibilities of this role is to work with all internal teams and departments, project teams, and department heads to ensure that the Free Zone’s full product and service offering remains competitive and attractive.
The Manager is also expected to pay close attention to the entire value chain and suggest any necessary improvements to the service level in order to ensure that the extended customer journey is as per Member Promise. Working closely with and providing input to the marketing and strategy functions to ensure that all promotional and marketing campaigns are effective and relevant to attract new clients.
Reporting to Director of Sales
Responsible for leading outbound corporate sales team and increasing the number of high value multinational member companies.
Set sales targets and lead team to achieve objectives
Ensure that a very high level of lead conversion and onboarding of all MNCs is maintained and all KPIs should meet target. Providing the Director of Sales with access to daily reports.
Keep regular and clear open communication lines with director and direct reports as well as other managers across the department and wider FZ teams.
Keep Director Sales fully briefed and up to date on performance and any serious issues.
Manage the team’s operation and maximize the efficiency and productivity of the team and regularly review and look for areas of improvement.
Continuously contribute to the improvement of the entire process and inbound sales techniques for conversion and onboarding of all new MNCs, the sales of all DMCC products and services including new value added services.
Ensuring effective tools and processes are in place for successful conversion of high value leads to member companies.
Contribute to, implement and operationalize Corporate Sales Strategy. Coordinate with Business Development team. Develop long term engagement plans for large corps.
Contribute to development and utilization of sales tools and platforms including Hub spot and opportunity management, to prioritize actions and track status of leads.
Engage in large corporate pursuit - Hunting, converting and onboarding Multinational companies/Large corporate entities.
Use in-team capability to own the lead and process from lead to License.
10+ years’ experience in Sales, Business development or Client Relationship Management with minimum of 3 years management
Experience dealing with large corporates and senior officials
Commodities knowledge and experience an advantage
Eexperience and strong communication and sales skills.
Previous client facing experience and strong people skills
Experience in managing a team.
Experience with Global travel
Strong sales skills
Strong reporting skills
Degree in business, management, or sales disciplines
Knowledge and Skills:
High level of computer literacy & power point skills
Sound understanding of the market dynamics. Aware of and responsive to economic trends, government policies, etc.
Expected to have a complete knowledge of DMCC and Free zone’s unique selling points and all products and services, as well as a good idea of the local competition. They must also be an expert on the Free Zone rules and regulation, and company formation processes in addition to a good understanding of the legal requirements and different structures of company and all solutions available
Excellent communication skills in English
Other languages an advantage
Strong sales skills, presentation skills and public speaking skills
Project Management, written communications, report writing, financial analysis
The successful candidate will enjoy the following benefits:
Market competitive basic salary
Annual flight allowance
Other alternative family benefits including schooling
Company gratuity scheme that includes long term incentive plan
Discretionary bonus schemes
Generous annual leave
Medical and life insurance cover
Free covered parking
Retail discounts with over 450 outlets across JLT