Global Sales Manager (UAE)
at Renaissance Learning Dubai, Dubai, United Arab Emirates
Renaissance Global has an amazing new opening for Global Sales Manager (UAE)
Company Description
Renaissance® is a leading provider of assessment technology to primary and secondary schools. Renaissance products promote success amongst students of all ages and abilities through personalised assessment and practice in reading and maths.
Our software helps to enhance literacy and numeracy skills, support differentiated instruction, and personalise learning to optimise student development. Immediate feedback and detailed reporting equip teachers with the information needed to monitor progress and measure growth. In the UK and Ireland, almost 6,000 schools and more than 1.4 million students use Renaissance products. Worldwide, we support over 18 million students, operating in 96 countries.
The Global Sales Manager, UAE is a pivotal role as part of the International leadership team to evolve the International proposition and to ensure the delivery of targets for the International Consultants and International Customer Support team. In addition, they will be responsible for managing their own regional territory.
The role will lead the teams of International Consultants and Business Development Managers who are responsible for generating new business in their territories, nurturing key accounts and ensuring revenue growth within their regions, whilst supporting the International Account Managers who are responsible for retention, cross sell and up-sell across the international business. A strong pedagogical background is necessary to ensure credibility within the market and to upskill the educational sector knowledge of Consultants. A role model to others, the postholder will lead by example with the delivery of a value-based service to customers.
The role will be working closely with the Head of Middle East, Global Sales Managers and collaboratively with other key internal teams and key stakeholders to ensure the international team are set up for future growth.
Job Responsibilities:
Manage the International Consultants (IC) and Business Development Managers in the region to ensure that the revenue targets for New business and Cross sell are achieved Provide first line management support and challenge to the team, taking responsibility for authorisations such as holiday, expenses and travel arrangements Lead the team by establishing a regular cadence of intervention to hold them accountable for results whilst actively supporting them to do so Translate the strategy into tangible working plans for the International sales team Support the IC team to develop their individual regional strategies – (key targets, prioritisation, segmentation) Develop a robust pipeline of opportunities from early stage potential to win business and ensure that these are actively and urgently developed until closed as won or lost Coach and mentor International Consultants and Business Development Managers, with focus on upskill of pedagogical knowledge to establish further credibility with customers for a long-term partnership Set annual goals for team members in line with business growth strategy Ensure development plans are set for the team for development and succession plan to mitigate retention “flight” risks Recruit and grow talent within the team to protect existing and support new business growth Ensure there are individual development plans in place to provide career pathway growth, both within the International team and across the wider business for retention of key talent. Where required, coach and mentor the wider team and ensure collaborative knowledge share across the wider function Contribute commercially focused input on behalf of International into PIA and other company processes as required Collaborate with Global Sales Managers and Key Accounts Executive to ensure effective management of commercial agreements with school groups and stakeholders Support Head of Middle East with annual budget and resourcing process. Contribute to the development and delivery of the International business plan and revenue targets in conjunction with the International Leadership team. Engage proactively with the wider business and as a senior manager, input into organisational growth thinking Collaborate with the wider leadership team and other working groups on business plans, representing the International Team.
Individual Duties:
Identify new opportunities for growing international business development Develop and deliver agreed territory target plans to include risk analysis for travel Consultative solution selling and closing sales with new and existing customers Actively engage with customers to sell products and services through a variety of channels Maintain product and market knowledge to enable successful business development activities Evaluate market data and trends, insight of international school profiles to develop regional strategies to support business growth Account management, with a focus on Premium and Key Accounts Onboarding key customers for assessment trials and further training support Source appropriate international conferences and be the “face” of Renaissance Learning and renaissance at International Events (such as COBIS or other conferences within your territory) to aid business development opportunities. Events Management: arrange and run international seminars which will involve presenting to current and prospective customers and venue arrangements Accurate and timely reporting of sales activities and forecasts using internal reporting tools and procedures. Accurately maintain records, customer details and sales activities through internal CRM and processes Relationship management and exceptional service delivery both internally and externally Achievement of agreed sales targets and Key Performance Indicators Support schools with analysing their assessment data at onboarding and post-sale stage and provide advice for best practice and analysis Build key advocates (guest speakers at conferences; case studies etc.)
Skills Required
Essential
Experience of leading and developing a sales team essential Experience of solution selling in an international market Skilful at negotiations and closing sales in an international environment, understanding the cultural challenges and opportunities; capable of closely managing revenue targets Ability to take a creative idea and put it into practise; comes up with useful ideas that are new better and unique Shows personal commitment and acts to continuously improve and learn Adaptive and able to problem solve considers multiple and varied viewpoints when addressing problems and opportunities Commercially astute; able to identify new business opportunities Proficient in Microsoft Office, CRM systems, Financial systems Ability to use your education sector knowledge to identify solutions by matching products to customer needs
Desirable
Teaching background/ pedagogical knowledge Understanding/experience of the international education market preferred PGCE or similar qualification Able to formulate a clear strategy and map the steps to accelerate the team towards its strategic goals. Enterprising – highly commercial with the ability to spot opportunities to grow revenue in a cost-effective way. Fosters collaboration among the immediate team and more widely across the business Develops others through coaching, feedback, knowledge sharing and stretch assignments. Encourages diverse thinking to promote and nurture innovation. Confidence and credibility and integrity when dealing with customers and key stakeholders. Attention to detail with a conscientious approach to getting it right first time.* Creative thinker, ability to provide innovative solutions to
