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Job Purpose
Responsible for driving the growth of the company’s service contract portfolio. This includes acquiring new clients, managing existing relationships, and ensuring high retention through effective sales strategies. The role leads a sales team, collaborates with internal departments, and focuses on contract renewals and upselling opportunities to achieve revenue targets and enhance customer satisfaction.
Key Accountability Areas
Sales Strategy & Execution:
- Develop and implement comprehensive sales strategies to promote and sell service contracts to new and existing clients.
- Identify and pursue new business opportunities to expand service contract sales.
- Manage the entire sales cycle, from lead generation to contract closure.
- Monitor and analyze market trends and competitor offerings to adjust strategies accordingly.
Client Relationship Management:
- Build and nurture strong relationships with key customers and stakeholders.
- Act as the primary point of contact for service contract inquiries, negotiations, and renewals.
- Ensure customer satisfaction by addressing service contract-related concerns and providing solutions.
- Work closely with customers to identify their needs and propose appropriate service contract solutions.
Sales Forecasting & Reporting:
- Prepare and present regular sales forecasts and reports to senior management.
- Track sales performance, including revenue, pipeline, and conversion rates, to ensure targets are met.
- Use CRM tools to manage and track sales activities and opportunities effectively.
Collaboration with Internal Teams:
- Work closely with the operations and service delivery teams to ensure the seamless execution of service contracts.
- Collaborate with marketing to create effective campaigns and promotional materials that support service contract sales.
- Engage with finance and legal teams to ensure contract terms are aligned with company policies and objectives.
Contract Negotiation & Closing:
- Lead the negotiation of service contracts, ensuring profitability while meeting customer expectations.
- Prepare and present proposals, quotes, and contracts to potential customers.
- Ensure timely contract renewal and facilitate smooth transitions for contract execution.
Customer Retention & Upselling:
- Drive the renewal process for existing service contracts, ensuring high retention rates.
- Identify opportunities for upselling and cross-selling additional services or contract extensions.
- Maintain a proactive approach to managing client accounts to maximize revenue potential.
Role Accountability
HR Proficiency:
- Ability to recruit, recognize and cultivate high performers and expose them in order to create a robust second line of management.
- Ability to recognize low performers and guide them to improve or release them.
- Ability to treat subordinates equally without any discrimination.
- Assessment criteria of subordinates is performance that leads to planned results.
- Ensure availability of delegation of authority matrix to have sufficient delegations as per company policy.
Responsibility:
- Must take full responsibility for his operation as per the job description and the required deliverables from this position, taking into consideration the general company guidelines.
- Able to anticipate problems and make the necessary proactive steps to prevent them
- Ability to take necessary and proper timely decisions.
Delivery:
- Deliver the required results in timely manner with required quality and cost.
- Making a Tangible Difference:
- Must make a tangible difference to his area of operation. and exceed business expectations.
Business Planning and Performance:
- Able to transform the corporate goals into business plans.
- Able to Plan, follow-up and execute those plans, whether they are annual or development plans.
- Monitor the plan performance and initiate action to strengthen results and take the corrective action accordingly.
- Provide periodic work progress reports.
- Responsible for monitoring and controlling budgets and expenses to achieve the optimum cost efficiency.
Organizational Development:
- Develop the organizational structure according to the current requirements taking into consideration future and development plans.
- Ensure availability of job descriptions for all job roles and deployment.
Business Process Improvements:
- Develop, coordinate well-defined written systems, policies, procedures, and seek automations opportunities as much as possible.
- Should be conversant and able to navigate through IT solutions especially those relevant to his job and business.
- Promote the automated systems and using them fully, to spread its culture.
Quality:
- Quality is considered as alfanar’s prime competitive advantage as such, managers are expected to act accordingly.
Adaptation:
- Adapt to new and alternative techniques, technologies, management structures, and business models.
Health, Safety and Environment:
- Ensure a safe, secure, and legal work environment as per the standard regulations.
Academic Qualification
Bachelor Degree in Electrical Engineering or Business Management
Work Experience
6 to 10 Years
Technical / Functional Competencies
Market Analysis
Market Segmentation Analysis
Customer Relationship Marketing
Marketing and Sales Strategies
Sales Forecasting
Sales Planning
Sales Promotions
Sales Research
Sales Trend Analysis
