Maritime Sales Executive (Hunter & Closer)
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Key skills for this role
About the Role
SITA seeks a Business Development Senior Manager to drive revenue growth in the maritime sector within the UAE. The role involves consultative selling, building executive relationships, and accelerating sales pipelines for SITA's business lines.
Key Skills for This Role
Responsibilities
- 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.
- Increase the number and frequency of interactions with key customer and industry personnel, especially executive buyers.
- Drive prospecting efforts with Sales Reps, engaging in high & early customer meetings to build pipeline.
- Accelerate pipeline and deal strategy, suggesting tactics, pricing, competitive positioning.
- Assist sales reps with active opportunities, ensuring appropriate product or business solution is included in sales proposals.
- Arm sales reps with knowledge, messaging, ideas, and suggested tactics to win in competitive situations.
- Capture and communicate common buyer objections and outline ideal responses.
- Develop customer case studies or success stories in collaboration with product marketing.
- Develop business solution, product, vertical, and buying center playbooks in conjunction with marketing and sales enablement.
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 incl. assessing, analyzing, tracking & consolidating market data
- Bachelor's degree required; Master's degree/MBA preferred
Full Job Posting
Overview
- SITA is the team that keeps airports moving, airlines flying smoothly, and borders open.
- We partner closely with over 2,500 transportation and government clients.
- The Business Development Senior Manager is accountable for engaging with Sales to achieve retention revenue, new business growth, and client satisfaction goals.
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.
- Executive relationships: Increase the number and frequency of interactions with key customer and industry personnel, especially executive buyers.
- Highly targeted and measurable demand creation activities for a set of products within SITA Business Areas/Lines.
- Drive prospecting efforts with Sales Reps. Engage in high & early customer meetings to build pipeline.
- 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, ensuring appropriate product or business solution is included.
- Competitive intelligence: Arm sales reps with knowledge, messaging, ideas, and suggested tactics to win.
- Objection response: Capture and communicate common buyer objections and outline ideal responses.
- Customer success stories: Develop customer case studies or success stories.
- 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 (depending on your team's needs).
- 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 both your local market and employment status.
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