Sales & Marketing Manager

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Sales & Marketing Manager

KNOWLEDGE, SKILLS & EXPERIENCE

Education:

Degree in business administration or equivalent. 

Knowledge, Skills

 Language: English and local language fluent.
 PC skills.
 P&L responsibility of its own area.
 Familiar with IT at Functional level.
 Able to define and implement Commercial strategy and track the effectiveness of the team.
 Should have a good understanding of Amadeus product and services enough to understand client demands and give adequate guidelines to his reports.
 Should master the Amadeus selling processes and pipeline management system
 Significant knowledge on Amadeus products and services.
 Selling solutions (consultative selling) and Key Account Management.

Experience:

 Experience of managing large teams of highly qualified Sales Executives.
 At least 10 years of experience in selling services/ products in service industry with intensive use of technology

ROLES & RESPONSIBILITIES

 Strategic planning & execution.
­ Develop and execute the Sales and Account Management strategies required for the Company to meet its market share and profitability objectives, directly leading the most challenging, cross-functional ACO initiatives.
­ Ensure correct development of objectives to realize designed strategy.
­ Monitor the periodic deployment of employee reviews and compliance with given objectives.
­ Manage sales budget to reflect business plan.
 Sales activity support & coaching.
­ Ensure sharing of knowledge and best demonstrated practices across departments and levels.
­ Monitor implementation and usage of tools and training programs across departments.
­ Aid sales force in the relationship with important clients/prospects.
 Employee recruiting & retention.
­ Act as a final filter in the recruiting process of candidates.
­ Monitor Department Directors’ effectiveness in ensuring retention/promotion of top performers and rapid intervention in the case of underperformers.
 Key account management
­ Initiate, follow-up and lead all stages of the sales cycle from prospecting to closure of sales deals, visiting/calling clients and performing product demos as required, liaising with the various ACO departments to ensure prospect satisfaction
­ Build, develop and maintain relationships with KA decision-makers to develop opportunities, maintain, and expand business within the accounts, visiting clients and performing product demos as required
­ Maintain a high level of current knowledge of the product portfolio and the benefits of specific products for KAs as well as of other KA-specific information (trends, strategy, competitors, pricing, etc.)
 Other.
­ Gather relevant client, market and competitor information, as well as product functionality requirements from Department Directors.
­ Receive pricing information from HQ and set general pricing guidelines for the ACO as well as specific strategic pricing levels when required.
­ Ensure a collaborative relationship between Marketing and Sales departments.
KEY COMPETENCIES 
Based on Competency language - The levels below should also be accomplished
**  Competence specially relevant for this position

 Strategy & Direction:  Level 4**
Defines a plan: Translates broad strategies into clear specific objectives and plans. Able to design, direct and adapt business strategy, weighting the risks and benefits associated with each course of action. Creates the necessary organisational infrastructure to make the vision reality
 Change Management & Flexibility:  Level 5**
Mobilizes others to change: Energizes others with a clear and compelling picture of the outcome of the change. Communicates clearly the link between the required change and the business strategy. Is recognized as catalyst for change within the industry
 Empowerment & Coaching:  Level 4**
Delegates and coaches to a tailored development plan: Delegates effectively, balancing the need to fulfill the objective against the developmental benefit for the person. Creates new opportunities for learning. Reviews mistakes non-critically, focusing on the learning points from the experience. Shows clear and explicit recognition of the work and ideas of people within the organization, lower, at the same level or above, in own area or other.
 Customer Focus & Interpersonal Understanding:  Level 5**
Acts as customer advisor: Develops a partnership of trust with key stakeholders in the customer organisation. Seeks to understand motivations, looking beyond the obvious. Works in partnership with clients to help them recognize unforeseen opportunities. Seeks long term benefits fro the customer. Knows when to influence other parts of the organisation to meet customer expectations
 Communication:  Level 4**
Convinces interdisciplinary audiences: Uses a network of contracts within the organisation. Adapts messages and level of detail to the situation and audience. Has the ability to give negative feedback in a constructive way. Able to conduct relevant, concise meetings. Challenges own assumptions about the audience’s level of knowledge when communicating
 Relationships & Team Building:  Level 4**
Facilitates collaboration: Works with other departments to ensure targets are collectively met. Shares information with team members and involves them in decision-making. Acts as an integrator of the team, motivating through own actions/ideas and support for those of others.
 Problem Solving:  Level 5
Develops solid conclusions and recommendations: Develops solid set of practical recommendations. Prioritizes recommendations based on ease of implementation and expected impact. Ensures very actionable recommendations based on insight into client implementation skills
 Negotiation:  Level 4
Builds tactics and strategies: Anticipates reactions to overcome objections. Recognises benefits for the receiver. Is able to widen the scope of negotiation as a tactic to overcome barriers and make progress. Incorporates the key strategies of key customers into the planning process.
 Accountability & Proactivity:  Level 5
Redesigns sales model to deliver breakthrough results: Creates and takes advantage of opportunities and acts on them. Ensures adequate monitoring is in place to track on-time deliver. Takes responsibility for positive and negative results.
 Industry & Business Expertise:  Level 4
Developed organizational sensitivity (internal and external) Able to understand the underlying feelings and views of people and issues in the organisation: Understands the climate and politics in the organisation. Understands the underlying organisational issues.
 Job Related Functional Expertise:  Level 4**
Translates technical problems into business solutions: Is regarded as a senior expert in IT best practices outside of own business of industry: Follows technical standards to ensure work produced is of good quality. Accurately estimates the time required to deliver work items. Takes positive steps to keep technical knowledge up to date. Able to communicate complex technical concept to non-technical people.

E-mail: [email protected]

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