Head of Sales and Business Development, MENA

  • Location : Dubai, United Arab Emirates
  • Contract: Full-time
  • Department: Sales and Business Development
  • Reference No: SGJD20220224
  • Date Of Publication : 2022/02/24
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One of our partners, Authentic Vision, is looking to hire a Head of Sales and Business Development, MENA.

The role

This role will focus on the successful promotion and sales of the AV technology and solution to customers in selected markets for use cases such as Brand Protection, Licensing & Tax Compliance, and Label as a Key. This successful individual will be the face of the company to the market and our clients in the Middle East and North Africa (MENA) region and will be responsible and instrumental for driving the future growth of AV in this region in partnership with Seed Group.

Key responsibilities

  • Work with many prospects and partners already identified, the successful candidate will build and execute on key account plans, targeting several target sectors.
  • Responsible for identifying, contacting and promoting the AV solution to customers and partners for selected use cases (and selected markets)  such as Brand Protection (Enterprise Electronics, Branded Consumer Products, Consumer Electronics, Agrochemicals, Wines & Spirits, Industrial Products, Aftermarket Car Parts, Oils & Lubricants, Healthcare etc.), License & Tax Compliance (Brand Licensing, Technology Licensing) and Label as a Key (Fintech, Media & Entertainment) and any other new markets targeted by the AV management
  • Accountable for achieving the acquisition of new customers and revenue targets as set out in the AV sales budget according to the AV business plan
  • Work closely with the Chief Commercial Officer to ensure a consistent message for the AV technology on the market
  • Build close working relationships with colleagues involved in product development and customer success, to place customer advocacy at the heart of future product and solution development.
  • Work closely with the Key Account Managers, stakeholders, and management of the SEED Group, a company of the Private Office of Sheikh Saeed Bin Ahmed Al Maktoum, to engage with key prospects and customers.
  • Responsible for building and increasing the sales pipeline, championing customer and prospect needs by acting as the customer’s voice, leading commercial negotiations, closing deals, providing accurate sales forecasts, meeting sales targets, and carefully planning sales activities in close collaboration with AV management.
  • Manage long sales cycles to their natural conclusion, leveraging relationships across the clients’ organization to maximise success and deal with objections in a timely fashion.
  • After deal closing, you are responsible for establishing a solid customer relationship with all relevant customer departments and organizations.
  • Responsible for managing existing accounts, including multi-level account management with support from all AV management levels
  • Manage and coordinate all incoming partner activities; identify and support partner marketing opportunities such as webinars, industry events, and so on.
  • Evaluate and monitor competitor activities and conceive strategies to counter them; develop tactics and execute them, while collaborating with the broader AV team as necessary
  • Identify, contact, and engage with existing industry organizations and trade associations.
  • Participate and assist at trade shows, conferences, and events to promote the AV solution.
  • Attend and contribute to relevant internal meetings to liaise with other AV functions and the office where necessary.
  • Other ad hoc duties as assigned by AV management

Qualifications

  • 15+ years of successful sales and business development experience in the Brand Protection, Anti-counterfeit, Hologram, or Security Printing industry, or experience gained by working in a brand protection function at a brand
  • Experience in prospecting and qualifying companies
  • Experience in building strategic sales and account plans to drive revenue growth and acquire new customers as set out in the AV sales budget and business plan.
  • Experience engaging and influencing C-level executives, as well as familiarity with enterprise customer decision-making processes
  • Experience presenting and articulating complex concepts
  • Proven track record of exceeding sales targets using a consultative, solutions-focused approach
  • Demonstrated experience working with multiple stakeholders, including direct and channel marketing, product management, and account management teams.
  • Demonstrated sales DNA with a desire to coordinate field teams to develop and close high-profile deals.
  • Prior direct sales experience and experience working with systems integrators and consulting companies to achieve sales.
  • Experience with logistics, supply chain, materials sourcing, industrial scale systems, and tolling integration
  • Proven track record of exceeding sales targets using a consultative, solutions-focused approach
  • Experience in working with legal, marketing, product management, and internal business owners to reach mutually beneficial agreements
  • Existing network of potential clients for the Authentic Vision brand protection solution
  • Salesforce.com or other CRM tool experience

Skill requirements

  • Account management, sales prospecting, and partner management with a hunter mentality
  • Excellent verbal communication and presentation skills with the ability to communicate clearly, concisely, and professionally
  • Fluency in English and Arabic is essential.
  • A natural forward-thinker and planner who evaluates business performance critically, with the ability to weigh potential solutions against business requirements and what is realistic
  • Good organisational skills, including prioritising and managing multiple tasks against deadlines
  • Ability to take ownership of problems and influence their resolution within internal teams
  • Builds networks and relationships across the organisation and works collaboratively with others towards a shared, common goal
  • Attention to detail and accuracy
  • Diligent, self-motivated, focused, and reliable
  • Takes a partnership approach, aiming for a win-win outcome
  • Ability to continuously identify opportunities for process improvements and maintain a sense of pace and urgency so that change is driven and initiatives are implemented
  • Comfortable to interact in a global context
  • Understands how your own role links to other areas
  • Recognises and uses the internal decision-making processes
  • Aligns one’s own behaviour with the needs, priorities, and goals of the business

Additional responsibilities

  • Work with analytics, decision science, and business operations to ensure optimal ROI for marketing investments
  • Develop and maintain key vendor partnerships to shape new opportunities and to keep digital capabilities at their best-in-class
  • Analyze cross-channel attribution performance to gain insights into campaign performance and drive future campaign testing

What you will gain

  • A high-profile role within an organization developing next-generation authentication technology in a burgeoning market
  • Lead the expansion of Authentic Vision’s position across key markets in MENA
  • A high-performing peer group, all working toward a shared goal with extensive experience and knowledge of the sector
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