Senior Manager

2 weeks ago

Doha, Qatar Infinium Associates Full time

**Key Roles & Responsibilities**
Commercial Competence
1. Assess commercial skills, knowledge, & ability against current and future needs, and establish & implement strategic plans to ensure that gaps are addressed, and strengths are leveraged in order to maximize sales and customer service.
2. Develop and execute global training programmed (for field sales and field sales support) that Business Leaders and Sales Managers can use to improve selling behaviors and exceed overall performance goals versus the annual targets.
Commercial Performance (Approach, Systems, Processes & Tools)
3. Lead the design of commercial process improvement projects across M&L, and drive continuous improvement of sales process, sales capabilities and tools and supporting system.
4. Drive the digital transformation of commercial activities within M&L.
5. Create and execute a rigorous sales process management that integrates coordinated review and execution of sales pipeline, account opportunities and leads across M&L.
6. Develop programs, tools and metrics that increase the adoption of the most effective sales behaviors and outcomes, e.g. account and call planning, pipeline forecasting, win rate, deal velocity, customer retention and forecast.
7. Establish and execute the process for monitoring and follow-up on M&L commercial KPIs, including visual management system for monitoring KPIs and relevant business performance.
8. Coach and enforce the practical utilization of the standard sales metrics and utilize interactive analytics dashboards to generate actionable insights.
9. Implement and drive sales performance management and proactive sales pipeline analysis, and support sales teams to drive sales growth and efficiency and proactively analyses variances versus budget and sales history.
10. Execute the actual sales process as needed to support, develop and lead by example.
Product Development & Solutions
11. Analyze & anticipate external competitive segment trends, customer needs, opportunity gaps, and internal technical capability, and then pitch multi-product & solutions development to obtain internal buy-in from Sales & product owners for implementation.
Customer Service (Standards & Retention)
12. Develop, standardize, and provide oversight of customer service procedures, process, communication channels, systems, scripts, and escalation process so that the customer service approach across the pillar is consistent and to the highest standard, and so that the administration of order entry, shipment tracking, and delivery of products to customers are accurate, efficient & timely.
13. Review monthly reports of service failures, root causes, and implement sustainable mitigation plans via liaison with Customer Service and Service Delivery Teams.

**Education & Professional Qualification**:

- Engineering Degree or Bachelor Degree in Business Administration or equivalent
- Master of Management, Business Administration or relevant is preferred

**Professional Experience**:

- **10 years work experience with at least 5 years of experienc**e handling similar role
- Experience from multi-national companies is preferred
- Experience in building, designing and deploying tender/pricing management and value propositions is preferred

**Geographic Experience**:

- International experience
- 3 to 5 years **GCC experience is preferred**

**Market/Industry/Functional Knowledge**:

- General experience in commercial functions
- Expertise in designing commercial value propositions
- Overall knowledge of the **transport industry, container shipping and logistic**s is preferred
- Good understanding of international **transportation, logistics, supply chain** dynamics and practices is a preferred

Application Question(s):

- Do you have 5 years' of experience as a Senior Manager - Commercial Excellence?
- Do you have experience in building, designing and deploying tender/pricing management and value propositions ?
- Do you have experience in transport, container shipping and logistics, supply chain industry?
- Do you have 3 years of experience in GCC ?

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