Sales Manager- UAE

Posted Date 10 days ago
Location Dubai
Discipline Pharmaceuticals
Job Reference 30337
Salary 0.0

Our client is now recruiting for a Sales Manager- UAE.  You will be directly reporting to the General Manager- Wholesale

PURPOSE OF THE JOB (Describe briefly)

The Sales Manager – UAE Wholesale is responsible to drive higher levels of customer satisfaction in UAE. He / she plans, directs and leads the UAE wholesale operations with a focus on customer service, year on year increase in sales and market share and ensuring full compliance with working capital policies. The role-holder will lead a team of highly motivated sales personnel who deliver best in class customer service and strive to increase market share and achieve business strategic objectives.

SPAN OF INFLUENCE (Explain size, scope, scale etc.)

Sales Manager – UAE Wholesale is responsible for the sales in the Wholesale division of UAE CBU. He / she leads a sales team of 19 direct and indirect reports.

KEY ACCOUNTABILITIES (Ownership / Results)

  • Achieve budgeted sales and margin targets. Ensure discount budgets are used effectively in order to promote commercial interests of the Company. 
  • Maintain healthy and cordial relationships with customers and ensure improvement in customer satisfaction score year on year. Lead by example in order to drive highest levels of customer service behaviour in the sales team.
  • Develop strategies to increase market share, higher share of spend by existing customers, new customer acquisition, etc.
  • Lead a highly motivated sales team, train and develop them and ensure 100% retention of top performers.

KEY RESPONSIBILITIES (i.e. Duties & Tasks)

  • Collaborate with the General Manager –Wholesale to develop and implement the wholesale sales budget and an effective sales strategy.
  • Communicate the sales strategy and weekly targets to the Julphar and General Items sales team.
  • Review and analyse weekly sales reports to assess sales activity and ensure quality and quantity of sales meets business targets. Identify negative variances and develop appropriate action plans.
  • Develop and leverage synergies between the UAE Wholesale, Marketing and Commercial Teams to effectively identify new business and product development opportunities and undertake relevant promotional/brand/marketing activities to achieve growth in market share.
  • Effectively leverage the sales discount budget to drive higher sales.
  • Meet regularly with key clients, agencies and partners to strengthen relationship, build the business’ profile, acquire feedback and promptly address grievances. Forward relevant feedback to Marketing / Sales team.
  • Frequently monitor the outstanding receivables and ensure timely collection. In case of overdue receivables, work with Finance Manager and GM – Wholesale to devise strategies to fast track collections or take legal action. 
  • Maintain accurate records of all customers including business details, outstanding receivables, sales completed, pending orders, share of spend, etc.
  • Closely follow and analyse market trends to ensure Julphar products are competitively priced and meet market requirements.
  • Keep up to date with products and pricing of competitors.
  • Develop and implement a robust incentive plan to ensure the team is motivated and incentivized to increase sales activities.
  • Recruit, manage and coach sales team to ensure they have adequate selling skills and product knowledge to effectively improve sales. Undertake performance appraisals to identify and address skill gaps and execute relevant training.

KEY PERFORMANCE INDICATORS (Indicative only, not exhaustive)

  • Customer satisfaction score
  • Achievement of budgeted sales and margin targets
  • Market share
  • Number and value new customer acquisition

 

KEY RELATIONSHIPS & NETWORKING

INTERNAL

  • Reporting Manager : GM – Wholesale (UAE)
  • Team: Wholesale Sales Team – UAE
  • Others: Group Marketing Manager, Financial Controller - UAE, Head of Logistics - UAE, Commercial Manager - UAE

EXTERNAL

  • All Customers

QUALIFICATIONS & EXPERIENCE

ACADEMIC & PROFESSIONAL QUALIFICATIONS

  • Bachelor’s degree in Business Management or relevant field from an accredited college or university.
  • A postgraduate degree or diploma is Sales and Marketing is preferred.
  • Minimum 7 years of experience in Sales, with a proven track record in ability to maximise and deliver sales targets.
  • Experience of leading large sales teams in UAE, preferably in Healthcare sector.

 

KEY COMPETENCIES FOR THE ROLE

 Behavioural

  • Influencing & Persuasion
  • Communication
  • Team Management
  • Collaboration
  • Result Orientation

Functional

  • Customer Centricity
  • Execution
  • Negotiation
  • Planning & Budgeting
  • Commercial Acumen