Cephas Consultancy Hiring for Sales Manager (17318) Job at Dubai Full Time

About Us

We are a leading technology company whose software and solutions power the demanding needs of the global supply chain, freight forwarding and logistics industries. We are, in the regions we operate, the ubiquitous choice for this industry, from small & medium businesses to large enterprises. We mine our deep domain knowledge in logistics and freight forwarding to deliver seamless cloud-based ERP software through our flagship product. In addition, we also offer outsourcing capabilities to support all the constituents of the freight forwarding and logistics industries.

Together, our software and services have 15+ years of domain specialization that supports 300+ global customers in over 30 countries including the USA, EU, UK, MEA, Asia and India.

The Role:

We have gained expansive understanding of the domain and delivered several critical services and processes including customer operations, finance, and documentation through its global delivery centres.

The proposed hunting role is to acquire new customers in the ME region and specific or select global customer logos by selling LBS (Logistics Back Office Services) opportunities. As a Sales Director/ Manager, you will manage the entire pipeline management from lead generation, opportunity management to closure management in the supply chain industry; largely covering freight forwards, consolidators, and other logistics companies. It isessentially high-quality technical services selling with deep understanding of the customer business processes and architecting how we can be the partner of their choice. You will engage across levels and roles in the customer organization including CXO’s and functional leaders.

Key Accountabilities:

• Primary: Own and drive revenue and sales quota for LBS business in the Middle East region.
• Secondary: Build pipeline of select global customer opportunities, where there is synergy with other sales motions from us. Work on deals to closure with support from other internal stakeholders wherever required.
• Work with the domain SME’s, Inside Sales and marketing to help co-create key sales assets.
• Methodically build a robust pipeline, own the opportunities, and orchestrate all internal teams for deal closures.
• Build the LBS customer value framework, adopt it for each unique customer business scenario and drive key differentiators to help customer realize the value, ROI and cost benefits for outsourcing.
• Drive and own the pilot staging successfully for each such customer opportunity and own the full deal contract closure.
• Work with different customer stakeholder team to articulate and demonstrate the full value of leveraging our LBS domain capabilities to ensure we can effectively align with the complex needs of their business and build confidence to expand the relationship in phases.
• Work closely and in tandem with the product sales teams for joint market and customer coverage. Be the owner for the LBS functional goals in such shared opportunities.

Ideal Profile:

• You have about 8-10 years plus of LBS sales experience in Middle East. People management exposure is great, even though this will initially be in an Individual Contributor role.
• Proven track record in selling back office services to customers who operate in highly complex and competitive businesses. You know how to harness a deal and how to take a small pilot to a multi-million-dollar contract.
• You have good understanding of the entire LBS sales cycles work and the ability to independently operate a start-up or a new business within a large global LBS firm.
• You have consistently delivered on quota and have often exceeded targets, better than your peers and better than your competitors. You should have a solid testament and reference from your customers/region/industry.
• Exposure to logistics / Freight Forwarding would be essential and back offices works in these businesses for quick success.
• You know how to work around the operating constraints and when things are not perfect and not lose focus on the goal and have demonstrated this consistently.
• You know the middle east market extremely well and what it takes to succeed in the region.
• Exposure to B2B SaaS businesses in logistics and high-tech businesses would be an added advantage.

Benefits:

• The ground floor of new and exciting organization
• International and diverse work atmosphere
• Be a part of a rapidly growing company expanding into new products and services
• Team meetings worldwide
• Competitive salary and commission