Maritime Sales Executive Hunter And Closer
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Key skills for this role
About the Role
SITA seeks a Business Development Senior Manager to drive revenue growth and client satisfaction in the UAE. This role involves consultative selling, building executive relationships, and managing sales pipelines for air transport industry solutions.
Key Skills for This Role
Responsibilities
- Work with Sales Reps to achieve profitable sales growth in assigned Business Lines
- Generate new leads and opportunities within assigned existing customer accounts via upsell and cross sell
- Maintain a pipeline of qualified active opportunities and manage them to close
- Increase number and frequency of interactions with key customer and industry personnel, especially executive buyers
- Drive prospecting efforts with Sales Reps and engage in high & early customer meetings
- Assist sales reps with active opportunities, ensuring appropriate product or business solution is included in proposals
- Arm sales reps with knowledge, messaging, ideas, and tactics to win in competitive situations
- Capture and communicate common buyer objections and outline ideal responses
- Develop and communicate customer case studies or success stories
- Develop business solution, product, vertical, and buying center playbooks
Requirements
- 7+ years proven success in generating revenue growth in a sales and/or business development role
- 5+ years relevant industry and/or market segment experience
- 5+ years relevant product experience (preferred)
- Tele prospecting background (preferred)
- Previous marketing experience (desirable)
- Track record of achieving/exceeding sales targets
- Track record of building client relationship at Senior Management level
- Track record of building and implementing business development plans
- Bachelor's degree required; Master's degree/MBA preferred
Full Job Posting
Purpose
- The Business Development Senior Manager is accountable for engaging with Sales across their assigned Territory or Market Segment to achieve retention revenue new business growth and client satisfaction goals.
- They bring ATI and technology subject matter expertise and business acumen of customers' business processes.
- With Sales Reps they engage in a consultative selling approach throughout the course of a deal.
Key Responsibilities
- Business growth: Work with Sales Reps to achieve profitable sales growth in the assigned Business Lines.
- Generate new leads and opportunities within assigned existing customer accounts via upsell and cross sell.
- Maintain a pipeline of qualified active opportunities and manage them to close.
- Executive relationships: Increase interactions with key customer and industry personnel, especially executive buyers.
- Drive prospecting efforts with Sales Reps in high & early customer meetings.
- Pipeline acceleration and deal strategy: Drive increase in number and value of qualified sales opportunities.
- Proposal development and response: Assist sales reps with active opportunities.
- Competitive intelligence: Arm sales reps with knowledge to win in competitive situations.
- Objection response: Capture and communicate common buyer objections and ideal responses.
- Customer success stories: Develop and communicate customer case studies.
- Sales playbooks: Develop business solution, product, vertical, and buying center playbooks.
Qualifications
- 7+ years proven success in generating revenue growth in a sales and/or business development role.
- 5+ years relevant industry and/or market segment experience.
- 5+ years relevant product experience preferred.
- Tele prospecting background preferred.
- Previous marketing experience desirable.
- Track record of achieving/exceeding sales targets.
- Track record of building client relationship at Senior Management level.
- Track record of building and implementing business development plans.
- Bachelor's degree required; Master's degree/MBA preferred.
What We Offer
- Flex Week: Work from home up to 2 days/week.
- Flex Day: Make your workday suit your life and plans.
- Flex Location: Take up to 30 days a year to work from any location in the world.
- Employee Wellbeing: Employee Assistance Program (EAP) and Champion Health platform.
- Professional Development: Training platforms including LinkedIn Learning.
- Competitive Benefits: Competitive benefits that make sense with your local market and employment status.
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