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Sales Manager, Qatar

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Date: 20-Nov-2020

Location: Doha, QA

Company: Lloyds Register

Job ID:31781
Location:Doha : Regus Building (LR_L000245)
Position Category:Business Development
 

 

<span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">Sales Team<span style="font-family:"Calibri",sans-serif">:

<span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">The Sales team is responsible for the management of sales and the creation of strong and trusted relationships with clients so that we can understand:

  • <span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">their needs;
  • <span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">we can use this information to plan how we will meet those needs; and
  • <span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">generate sales as a result. 

<span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">The Sales and Marketing team serve as the interface between external clients, customer service and service delivery teams to ensure we develop services, marketing and sales strategies which are relevant to each specific client group so that we can grow the life time value of our existing clients and maintain our high end brand positioning.

 

<span lang="EN-GB" style="font-family:"Calibri",sans-serif">Role Purpose

<span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">To manage an array of existing accounts and build the client base in order to achieve high sales targets.

  • <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Generate new business and proactively manage specified accounts to promote LR’s products and services.
  • <span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">To build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sectors and services.
  • <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Leverage relationship with operations teams to ensure excellent service delivery, leading to client satisfaction and retention.
  • <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">To work with Operations and Customer Service to retain current client base and to sustain current relationships and improve share of wallet and profitability of existing client portfolio.
  • <span style="font-family:"Book Antiqua",serif"><span style="font-family:"Calibri",sans-serif">Work closely with other sales and marketing teams (and other relevant internal departments) to present solutions and services to clients to increase sales opportunities and thereby maximise the ability to achieve agreed business plans, strategies and budgets.

 

<span lang="EN-GB" style="font-family:"Calibri",sans-serif">Key Responsibilities:

  1. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
  2. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
  3. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of Energy services with viable solutions, to meet clients' needs.
  4. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service and operations teams.
  5. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Establish and maintain strong working relationships with customer services and technical delivery teams to ensure effective quoting and successful delivery of services to your clients.
  6. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
  7. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
  8. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Keep strong communication lines open with other sales colleagues, account managers and business development community across Energy and the wider LR Group.
  9. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
  10. <span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
  11. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
  12. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Support and represent Lloyd’s Register at industry events, local seminars and presentations as required.
  13. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
  14. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
  15. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">As appropriate, coach technical delivery and customer service teams towards a more client focused and commercial approach.
  16. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Contribute to protecting and enhancing the reputation of Lloyd's Register and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
  17. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake or sell work that compromises your or your colleague's safety or health.
  18. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.

 

 

<span lang="EN-GB" style="font-family:"Calibri",sans-serif">Technical/Professional Qualifications/Requirements:

  1. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">A bachelor’s degree in commerce or equivalent, with experience in manufacturing/power/downstream/upstream Energy sectors.
  2. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">At least 5-10 years relevant (solution selling) experience in a sales/marketing and client facing role with proven track record of winning new business.
  3. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Experience of identifying client and business opportunities, including cold calling.
  4. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Experience of preparing and submitting bids and tenders to meet client proposals
  5. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence.
  6. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
  7. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Strong understanding of sales and marketing principles
  8. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Excellent negotiation skills
  9. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Self-motivated with “can do” attitude and ability to work in a highly technical environment.
  10. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Committed to continuous personal development through continually looking for opportunities to improve sales skills
  11. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Experienced user of sales CRM systems like Salesforce.
  12. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Ability to quickly and effectively assimilate market intelligence or detailed and complex information<span style="font-family:"Calibri",sans-serif"> to support business decisions.
  13. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Good team player with skills to work effectively in a global environment with colleagues of different cultures.
  14. <span style="font-family:"Frutiger LT 45 Light",sans-serif"><span style="font-family:"Calibri",sans-serif">Ability to coach/mentor colleagues to improve team and organisational performance.

 

 

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