Area Manager, MENA - dubai, United Arab Emirates - ISTITUTO MARANGONI

ISTITUTO MARANGONI dubai, United Arab Emirates

6 days ago

Description

Location:
Dubai,Dubai,United Arab Emirates

Purpose of the position
The Area Manager is responsible for formulating and executing the strategic GTM market plan for the region. Establishing business relationships with key partners in the channel ecosystem and key end users across the region.

Meeting and exceeding monthly, quarterly, and annual sales targets and working closely with the wider local team to deliver success.

Leveraging marketing and sales programs and other SMART resources to support business objectives.

You will drive activities that will enable the growth of SMART sales within the Middle East & North Africa (MENA) regions and specific market segments.

Responsibilities and accountabilities

Leading and managing the BUY resources in MENA to optimize the strategy with maximum impact whilst collaborating with other UCE enabling teams/resources within SMART.

Being proactive in bringing together the annual FY plans, with the local team, with cross functional and enabling inputs.
Working to ensure the appropriate go-to-market and channel plan supports business objectives.

Maintaining and recruiting new channel partners across the region, as required to support scalable growth in the business across all segments.

Be strategic and tactical in planning channel activities and working on MDF planning to fuel the market activities within the guidelines.

Maintaining rigor and accountability with partners and working with the local teams to drive deeper level of engagement in managing the sales motions aligned to objectives.

Establishing and maintaining strong business relationships through proactive account management, including regular face-to-face meetings and communication at the Distributor, reseller, and end user levels Evaluating the effectiveness of our reseller channel regularly to maximize coverage of all markets including, but not limited to, education, corporate and other targeted segments, aligned to the channel partner program.

Build robust and accredited, knowledgeable channel partners, with the necessary training and onboarding aligned to the accreditation criteria of the SMART channel partner program.

Building and maintaining strong relationships with key end user accounts and channel partners at all levels, and be a tactical thinker to overcome any barriers to closing sales and delivering success to the business goals.

Working across the regional channel network to grow robust sales pipeline and managing the internal CRM to contribute to the business outlook, forecast and commit discussions.

Planning and executing strategies for maximizing sales across all business segments while minimizing potential channel conflicts. Meeting and exceeding sales quotas with new and assigned SMART resellers and specific end users.

Distributing leads and sales enquiries to resellers based on their product knowledge, allegiance to SMART and return on investment to build up the sales funnel and pipeline.

Resolving customer and reseller issues using ethical, practical, and fair methods, maintaining integrity, and adopting the company values Supporting resellers and end-users at local trade shows, seminars, conferences, and customer events together with rest of the local team Support resellers in their efforts to sell SMART products to their customers by ensuring their capabilities, capacities, interests, and commitment, and by regularly evaluating their marketing strategies and practices.

Ensuring that resellers and end users are adequately informed and trained on SMART's full range of programs and products and with new product launches.

Working with SMART education consultants to ensure that their efforts are aligned to territory and account objectives. Engage and maintain influential C-Level relationships with Government key decision makers to influence large scale tenders/projects. Monitoring market and competitor activities and providing relevant reports and information with regular market updates. Providing high-quality territory reports showing knowledge of a specific territory and suggesting plans for required improvements, as required. Responsible for territorial forecast, outlooks, and other internal reporting, such as salesforce, and pipeline together rest of the team. Traveling approximately 50-70 percent of the time throughout your territory (as needed)
Education and work experience

Degree in business, marketing, or a related field At least 8 years' experience in sales, business development, channel management with a successful, fast-paced, technology-driven business in this region.

Proven aptitude for developing relationships with key decision makers. Strategic business thinking and planning skills. Excellent written and verbal communication skills Strong presentation skills and ability to navigate sensitive or often challenging conversations. Demonstrated analytical, reasoning, and problem-solving abilities.

A high level of self-motivation Strong time-management, record-keeping, and planning skills Strong track record of delivering success and business growth.

Experience in managing multi-markets within the AV tech space. Bi-lingual (Arabic & English) proficient language skills A valid passport, or no impediment to obtaining one
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