Junior Sales Territory Manager

The mission of the Territory Sales Manager is to deliver Barco Sales plan in United Arab Emirates through the relevant End-user channels and in line with Barco Sales Strategy.

The position is based in Dubai , UAE.

Main responsibilities:

The role will be responsible for growing our Collaboration sales revenues and funnel, by actively targeting large enterprises within key focused vertical sectors as well as supporting the business development in the reseller community. The main responsibility will be designing and implementing a strategic sales plan that expands the company’s customer base and ensures its strong presence within the End-user community.

Business development activities

End Customer approach

• You need to define the best end-user approach for the territory in collaboration with the Channel Manager for UAE.
• The role will encompass new business development, through pro-actively targeting prospect accounts and presenting Barco’s technology, securing proof of concept, engaging in technical discussions to bring opportunities to sale closure.
• You are required to identify new opportunities for Barco within your account list, transferring these opportunities internally to the relevant Barco specialist, if outside of your product remit.
• You will also be provided with a list of existing managed accounts, with KPI’s on developing Barco’s share of wallet within these accounts and across the account’s subsidiaries.
• You will need to follow up on Collaboration/ Workplace end-user leads generated by Barco campaigns.
• You will need to maximize existing deployments across all local affiliates of an existing end customer and enable extensions in other affiliates as part of your MEA Role.
• You will monitor technology and market factors and provide market intelligence back to sales management/ segment marketing and product management.

• You will need to support End customers with technical / sales expertise on the Barco corporate range aiding specification of our products or launch of new products in the territory.
• You will need to proactively deliver product training/updates to identified accounts.
• You will need to market the company, ensuring that the organization receives positive exposure to enhance the brand image in the region.
• You will be required to provide weekly reporting on your activities and manage your funnel through the Barco CRM system. Feedback on your funnel for forecasting purposes will be required on a bi-weekly basis.

Teamwork

• You will need to create strong interlinks with your local team members from Channel/ BDM/ Consultant, plus work with colleagues from across other global territories to maximize sales revenues within your focus account list.
• You will need to develop strong internal relationships with functional leaders in Belgium HQ to ensure harmonious working relationships

Key Criteria

• A University degree (business, marketing, engineering) and a first sales experience in related industry/ technology.
• Speak Fluent English, Arabic is a plus.

• Spotless integrity and professionalism.
• Experience in solution selling to end customers, an established end customer network within the Corporate & Government accounts in UAE.
• Has a good understanding of IT/UCC/ AV Technologies, preferably within corporate meeting room technologies such as wireless collaboration systems.
• Should be a self-starter and prepared to hunt for business.
• Strong commercial interest and understanding of the Enterprise& Government Accounts.
• Has a proven track record of meeting and exceeding targets. A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, Incumbent is goal-oriented with a sense of urgency.
• High-level sales negotiator with outstanding relationship-building abilities.
• Able to articulate the benefits of the products to external stakeholders and is fully conversant with professional sales techniques.
• A strong and assured communicator and presenter, who can gain personal credibility with client managers. Able to interact with multiple stakeholders within the account (Procurement/ Project Management/ Facility Management/ IT + AV Managers/ Prescriber’s and C level).
• Be bottom-line oriented, budget-conscious, and metric/measurement driven.
• Can adopt a disciplined and organized approach regarding his travel, CRM pipeline management, and lead answers.
• Can effectively work across organizational and national boundaries.
• Possesses a self-assured and outgoing personality with the ability and adaptability to work practically, reliably, and flexibly, without the need for ongoing support.