Job Description

Purpose

To manage and develop mutually beneficial and sustainable business relationships with designated property companies, developers, interior design companies, architects, construction companies, engineers, contractors, consultants, restaurant groups, franchises etc., maximising our client's financial returns on investment and optimising brand development with each encounter.

Key Outputs

• Develop or gain agreement to a long- and short-term business plan for each business group in line with the product brand strategy and ensure effective implementation of agreed plans.
• Cultivate and maintain appropriate business contacts both personally and by co-ordinating the involvement of other key personnel, to ensure brand influence on the business strategy.
• Monitor performance vs plan by assessing critical sales driver activity for own and competition brands taking corrective action with agreed levels of authority or probable solutions
• Provide accurate short-term volume - profit forecasts, sourcing, securing information from the account.
• Contribute actively to the development of the business-to-business channel strategy and ensure appropriate co-ordination.
• Monitor and evaluate effectiveness and returnable investment recommending changes to strategy.
• Identify opportunities to further develop the business channel.
• Together with colleagues generate powerful/persuasive business propositions.

Relationships

• Target businesses at all levels
• Logistics and Finance
• Marketing
• Senior Management
• Brand engagement at regional level - Dubai

Qualifications

• Appropriate degree/qualification an advantage
• Appropriate language and presentation skills

Key Skills

• Strong interpersonal skills
• Strong negotiation skills
• Financial and planning
• Systems literate
• A strong communicator including strong presentation, influencing and written skills
• Problem solving and analysis
• Administrative
• Co-ordination of multi-functional activity
• Listening and questioning
• Coaching and people management
• Portfolio management
• Project management

Knowledge

• Sales forecasting
• Brand objective and product information
• Customer market and consumers
• Competition
• Trade dynamics
• Commercial understanding (ROI) profit
• Trading terms
• Customer management process
• Supply chain logistics
• Category management techniques
• Commercial knowledge

Experience

• Five + years key account/sales management role with ability to demonstrate successes in leading, building and developing sales opportunities
• Three years commercial role in sales / key account / trade marketing essential
• Proven track record of delivering results in terms of market share capture, market penetration, brand building, customer service and satisfaction, and volume growth.

Leadership Capabilities:

Ideas

• Produces fresh and commercially viable business-related ideas for adding value to the business

Emotional Energy

• Wins the hearts and minds of others and builds positive, proactive teams

People Performance

• Uses good interpersonal skills to influence peers and takes an active interest in own and others development.

Edge

• Focuses their area to deliver stretch goals in a disciplined and time urgent manner

Living the Values

• Is proud of belonging to our clients team and communicates an open and sincere commitment to the goals of the company.

Functional Capabilities:

Insights

• Effectively contributes to the development of insights as part of a cross-functional team. Ensures issues are clearly defined and focused. Can distinguish between information & insights that will drive growth.

Trade Strategy

• Able to identify and articulate market, competitor information to report on & input to future Trade Strategy. Prioritizes and targets brand and commercial activities using clear segmentation. Plans and organises resources to facilitate the delivery of goals.

Commercial Planning

• Drives the organization to produce ambitious 18-month commercial plans, which are aligned to brand plans, addressing future customer requirements, and competitor strategies and meet brand goals.

Managing Relationships

• Coaches others to translate Customer Propositions and is highly skilled in Persuasive Selling, Negotiation. Evaluates all activities and proactively searches & spins. Uses commercial judgement to know when to say yes/no. Develops relationships within their client base to ensure buy in and compliance. Understands the total portfolio of brands and the features and benefits of each.

Sales Drivers

• Adopts tried & tested activities for development locally. Prioritizes Sales Drivers by channel, segment & client to optimize return on investment. Sets SMART goals for each Sales Driver activity.

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