Sales Manager (Banking financial Services & Insurance)

Job Title: Sales Manager (Banking financial Services & Insurance) Job Family: Sales Location: Dubai, UCMC Job Summary: Achieving growth and hitting sales targets by successfully managing the sales. Designing and implementing a strategic sales plan that expands company's customer base and ensure its strong presence. Managing sales objectives, customer satisfaction and overall sales cycle. The successful candidate will be responsible for leading a team of high-performing sales professionals within the Banking (BFSI) sector. The role requires a strong people leader capable of driving performance, coaching team members, and creating a culture of accountability and results. Job Responsibilities: • Meet and exceed all targets for revenue attainment, territory development, territory growth, and customer satisfaction • Lead the identification and qualification process for potential opportunities • Work across the entire business development life cycle; identifying customer needs, proposing solutions, and closing the procurement process • Build and manage relationships at various levels within the assigned customer set. • Understand the assigned accounts structure and process (org chart, decision making, procurement cycle,, evaluation criteria’s, etc.) • Understand their accounts business and industry, and the dynamics around that (trends, initiatives, challenges, etc.) • Have access to C level in key accounts with ability to have financial discussions. • Full ownership and follow-ups on opportunities toward closure and accountability for the account • Align with vendors sales team • Works effectively with GBM’s technical team members to articulate customer business needs and to develop solutions which meet those needs • Position GBM as the partner of choice in the assigned customer set • Contribute to the achievement of customer satisfaction objectives • Establish and maintain customer references to be used as proof points to drive additional business • Work cooperatively with the broader GBM team • Utilize the appropriate sales enablement tools such as plans, customer acceptance letters, etc • Consistently prospect and maintain a pipeline in order to achieve/exceed quarterly revenue targets • Arrange periodic sessions and enablement for the customer to keep them updated with GBM new offerings • Define Economic Buyer(EB), Decision Criteria(DC), Decision Process (DP), problem being solved, Champion Qualifications & Education Requirements: • Bachelor’s or MBA in Marketing or related field. • Proven Track Record of consistent and positive Sales performance. • Strong UAE Banking relationships required • Core Competencies • Balanced Risk Taking • Solution Selling strategies and techniques • Negotiation (internal functions or external customers) • Leadership and Team Management • Teamwork with Organization / Function • Communication • Motivational Management • Provides analysis and interpretation of financial and business data • Presentation and Communications • Project management • Problem solving • Leverage Sales Tools, Data & Analytics • Customer Support ability Skills : • Understands and applies knowledge of various IT solutions related to the customer’s business to identify new opportunities • Effective consultative solution selling skills • Negotiates effectively with clients and other GBM functions to develop appropriate solutions • Possess understanding of industry trends and overall IT solutions landscape • Proven track record of prospecting and qualifying sales leads, communicating value propositions and selling to the C level executives • High level knowledge of IT infrastructure solutions including Infrastructure solution, digitalization, managed services, networking, and security solutions • Experience of software license and services sales • Recognizes problems and demonstrates creativity and good judgment in identifying new approaches and solutions • Completed sales training programs and has knowledge of solution selling strategies and techniques on cross platform • Have the ability to motivate people who work along to behave in a specific, goal directed way Show more Show less

Bachelor’s or MBA in Marketing or related field. Proven Track Record of consistent and positive Sales performance. Strong UAE Banking relationships required.

Meet and exceed targets for revenue attainment, territory development, territory growth, and customer satisfaction; Lead the identification and qualification process for potential opportunities; Manage the full business development life cycle from identifying customer needs to proposing solutions and closing; Build and manage relationships at various levels within the assigned customer set; Understand account structures, procurement cycles, and evaluation criteria; Gain access to C-level executives in key accounts to discuss financials; Own opportunities through to closure and accountability for the account; Align with vendor sales teams; Collaborate with GBM’s technical team to articulate customer needs and develop solutions; Position GBM as the partner of choice; Contribute to customer satisfaction goals; Establish customer references for proof points; Work with the broader GBM team; Utilize sales enablement tools and plans; Maintain a proactive pipeline to hit quarterly targets; Conduct periodic sessions and enablement for customers on GBM offerings; Define Economic Buyer, Decision Criteria, Decision Process, problem, and Champion.