Sales Commercial Director
Job Description
<p><strong>Sales Commercial Director</strong></p><p><strong>Job Summary</strong></p><p>As a Sales Commercial Director, you will be responsible for leading and directing the sales team to achieve sales targets and drive revenue growth for the company. You will develop and implement sales strategies, manage key accounts, and establish strong relationships with clients and partners. This role requires a strong understanding of the market, excellent leadership skills, and the ability to drive the sales team to exceed targets.</p><p><br></p><p><strong>Job Duties and Responsibilities</strong></p><p><strong>Develop and implement sales strategies:</strong></p><p>Create a comprehensive sales strategy aligned with the company’s goals and objectives.</p><p>Identify new market opportunities and develop plans to exploit them.</p><p>Analyze market trends and competitor activities to determine the best approach for sales growth.</p><p>Set ambitious sales targets and create action plans to achieve them.</p><p><strong>Manage sales team:</strong></p><p>Provide leadership, guidance, and support to the sales team.</p><p>Recruit, train, and motivate sales personnel to achieve their full potential.</p><p>Set clear performance expectations and provide regular feedback and coaching.</p><p>Foster a positive and collaborative team environment to maximize productivity and morale.</p><p><strong>Drive revenue growth:</strong></p><p>Build and maintain strong relationships with key clients and partners.</p><p>Lead negotiations and close major deals to achieve sales targets.</p><p>Monitor sales performance and provide regular reports and analysis to the executive team.</p><p>Identify areas for improvement and implement strategies to maximize sales effectiveness and efficiency.</p><p><strong>Collaborate with other departments:</strong></p><p>Work closely with marketing, product development, and other departments to align sales efforts with overall company objectives.</p><p>Provide input and insights into product development and pricing strategies.</p><p>Collaborate with marketing to develop effective sales collateral, promotional materials, and campaigns.</p><p><strong>Stay updated on industry trends:</strong></p><p>Stay informed about market trends, customer needs, and competitors’ activities.</p><p>Attend industry conferences, trade shows, and events to network and gather market intelligence.</p><p>Continuously improve knowledge of sales techniques, products, and industry best practices.</p><p><br></p><p><strong>Technical Duties</strong></p><p><strong>Sales Process Development:</strong></p><p>Design and implement an efficient sales process that aligns with the company’s goals and objectives.</p><p>Define the stages of the sales cycle, establish sales metrics and key performance indicators (KPIs), and track progress.</p><p>Develop and document standardized sales methodologies and best practices.</p><p>Continuously evaluate and improve the sales process based on performance metrics and customer feedback.</p><p><strong>Sales Forecasting and Analysis:</strong></p><p>Utilize sales data and market research to forecast future sales trends and set realistic sales targets.</p><p>Conduct sales analysis to identify patterns, trends, and opportunities for improvement.</p><p>Provide accurate sales forecasts to support financial planning and resource allocation decisions.</p><p>Monitor sales pipeline, conversion rates, and other sales metrics to ensure accurate forecasting.</p><p><strong>CRM Management:</strong></p><p>Oversee the implementation and management of a Customer Relationship Management (CRM) system.</p><p>Ensure the sales team utilizes the CRM effectively to track leads, manage customer interactions, and analyze sales performance.</p><p>Provide training and support to sales representatives on using the CRM system.</p><p>Collaborate with the IT department to customize and optimize the CRM system according to the sales team’s needs.</p><p><strong>Pricing and Contract Negotiation:</strong></p><p>Work closely with the finance and legal teams to develop pricing strategies and guidelines.</p><p>Participate in contract negotiations with key clients, ensuring favorable terms and conditions for the company.</p><p>Analyze market pricing trends and competitor strategies to make informed pricing decisions.</p><p>Collaborate with the sales team to develop pricing proposals and competitive bids.</p><p><br></p><p><strong>Sales Technology and Tools:</strong></p><p>Stay up to date with the latest sales technologies, tools, and automation platforms.</p><p>Evaluate and recommend sales software, tools, and technologies to improve efficiency and productivity.</p><p>Provide training and support to the sales team on using sales technology effectively.</p><p>Collaborate with the IT department to integrate sales tools with existing systems and infrastructure.</p><p><br></p><p><strong>Interface With</strong></p><p>CEO</p><p>CFO</p><p>Executive Director</p><p>Finance & Accounting Manager</p><p><br></p><p><strong>Job Specifications</strong></p><p><strong>Education</strong></p><p>Bachelor of Engineering or related & MBA is a plus</p><p><br></p><p><strong>Experience</strong></p><p>Sales Leadership:> 6-year experience.</p><p>Industry: FMCG – logistics – Supply chain – Industrial Trading – Parametrical. </p><p>Business Development: >10 – year experience.</p><p>Sales Planning and Analysis :> 4 – year experience.</p><p>Team Management and Leadership: > 6- year experience.</p><p>GCC Experience or EMEA </p><p>Bilingual: (Arabic /English)</p><p><br></p><p><strong>Competencies</strong></p><p>1. Develop and implement comprehensive sales strategies and plans to achieve revenue targets and business.</p><p>2. Develop and implement contract management strategies and processes to ensure effective contract administration and compliance.</p><p>3. Develop and execute a technology strategy aligned with the organization’s goals</p><p>4. Strategic Thinking</p><p>5. Leadership and Team Management Strong leadership skills to inspire, motivate, and guide a sales team towards achieving targets.</p><p>6. In-depth knowledge of sales techniques, methodologies, and best practices.</p><p>7. Ability to build and maintain strong relationships with clients, understanding their challenges, and providing solutions.</p><p>8. Ability to align sales strategies with overall business objectives and make data-driven decisions.</p><p>9. Strong verbal and written communication skills to effectively convey ideas, negotiate deals, and present proposals.</p><p>10. Analytical mindset to analyze sales data, identify trends, and make informed decisions.</p><p>11. Flexibility to adapt to changing market conditions, customer demands, and internal priorities.</p><p>12. Resilience and persistence to overcome setbacks and maintain motivation during challenging times.</p><p>13. Willingness to continuously learn, grow, and stay updated with industry trends and sales techniques.</p>
