The Senior Sector Sales Manager plays a pivotal role in the effective management and strategic growth of the industry account portfolio. This role is responsible for maximizing sales, customer share, and market share of the GS portfolio within the specific industry in the country or region. The Senior Sector Sales Manager is also tasked with building strong relationships with key customer stakeholders at all levels.
Key KPIs include:
Order Book and Revenue
Margins
Customer satisfaction
Hit rate Strength of relationship
Strategic information management
Develop and execute a comprehensive Sales & Marketing strategy for the industry, ensuring alignment with Line of Business (LOB) strategies
Create annual business plans, budgets, and targets specific to the industry
Collaborate with the country teams on accounts that span multiple countries
Identify new opportunities for existing products within the industry
Oversee the implementation and development of robust account management practices within the industry accounts
Provide training and guidance to the account team to keep them updated on the latest account management concepts
Foster continuous industry knowledge by participating in virtual industry Special Interest Groups (SIGs)
Collaborate with the account teams to develop appropriate marketing and pricing strategies.
Coordinate awareness programs with presales teams to ensure account managers are well-informed about new offerings.
Empower knowledge management within the team.
Maximize and monitor industry sales forecasts, success of bids, and customer satisfaction.
Drive portfolio penetration within the industry accounts.
Explore opportunities for cross-selling and introducing new products and LOBs.
Establish and maintain strong, credible client relationships.
Serve as the ultimate escalation point for any customer complaints or issues.
Collaborate with the Head of Projects and COM to ensure customer excellence by monitoring project status, change requests, and bids.
Stay vigilant about the competitive landscape, industry opportunities, and threats.
Develop account-specific marketing plans in partnership with the country manager and account managers, including events and local presentations.
Gather and document knowledge about accounts, including loss/success reviews, current business partners, client processes and timetables, client buying patterns, client strategy, business directions, and markets.
Bring in sales opportunities for the country across the assigned account, as per their sales target.
Participate in bidding decisions for country opportunities together with the Sales Manager, Country Manager or the CCO based on the DOA.
Follow-up with COM and Project Managers to monitor the progress of country projects.
Follow-up on and monitor the profit/loss status of country projects with the Project Managers and liaise with the LoBs for the profit/ loss status for common projects.
Follow-up on client proposals and monitor the order processing and cash flow status of the project.
Undertake price negotiations with suppliers, when needed.
Prepare and submit monthly progress reports on the assigned accounts to the Sales Manager responsible for their industry.
Update the CRM related to their opportunities & the accounts they’re handling including but not limited to all information required
Provide effective team management, including performance management, motivational leadership, communication, and feedback
Offer feedback to project teams working with the accounts.
Coach, develop, motivate, monitor, and evaluate team members' performance, quality, and adherence to enhance productivity and skills.
Participate in identifying and recruiting key talents for the sales team.
Lead, guide, and assist direct reports in performing their functional operations in alignment with established policies and procedures.
Set performance objectives, offer support, conduct evaluations, and provide regular feedback on performance.
