Sales Manager jobs in United Arab Emirates

Job title: Sales Manager

Grade: G

Department: Sales & Marketing

Grade Level: Management

Reporting to: General Manager

Direct reports: NA

Job purpose: To drive revenue growth and expand market presence by acquiring new clients and managing key accounts within the maritime sector. This role involves developing and executing sales strategies, ensuring exceptional customer service, and coordinating with internal teams to optimize operations and client satisfaction.

Role - Sales Manager: House of Shipping provides business consultancy and advisory services for Shipping & Logistics companies. House of Shipping's commitment to their customers begins with developing an understanding of their business fundamentals. Currently, House of Shipping is recruiting for a Sales Manager on behalf of one of its clients in Dubai.

Main Tasks And Responsibilities

Business Development & Sales (with regional focus):

1. Identify and pursue new business opportunities in the maritime and ship chandling sector.
2. Establish and maintain strong relationships with shipowners, operators, and agents in the UAE and international markets.
3. Generate and respond to RFQs (Requests for Quotation) for ship supplies, ensuring competitive pricing and service excellence.
4. Negotiate contracts and close sales agreements while maximizing profitability.
5. Develop and execute strategic sales plans to achieve revenue targets and expand market share.
6. Monitor competitor activities and market trends to identify new growth opportunities.

Key Account Management & Customer Relationship:

1. Serve as the primary contact for key clients, ensuring their needs are met effectively.
2. Develop long-term relationships with customers by providing tailored solutions and exceptional service.
3. Handle client inquiries, concerns, and issues promptly to ensure high levels of customer satisfaction.
4. Ensure timely and accurate order fulfillment by coordinating with procurement and logistics teams.
5. Implement client retention strategies to maintain and grow existing accounts.

Performance Tracking & Reporting:

1. Track sales performance against set targets and prepare regular reports for senior management.
2. Analyze key account metrics such as revenue growth, profitability, and customer retention.
3. Identify areas for improvement and develop strategies to enhance sales efficiency.
4. Maintain accurate records of sales activities, customer interactions, and market insights.

Strategic Sales Planning:

1. Develop market penetration strategies to expand the company’s presence in new regions.
2. Collaborate with marketing teams to enhance brand visibility through trade shows and industry events.
3. Contribute to the development of promotional campaigns to attract new clients.

Operations & Coordination:

1. Work closely with procurement and logistics teams to ensure seamless order processing and delivery.
2. Ensure compliance with regional and international shipping regulations and standards.
3. Coordinate with port authorities and regulatory bodies for smooth execution of operations.
4. Monitor inventory levels to ensure the availability of key products required by clients.

Cross-Functional Collaboration:

1. Partner with internal teams (finance, operations, and marketing) to align sales efforts with business objectives.
2. Provide input on pricing strategies and service enhancements based on customer feedback.
3. Foster teamwork and knowledge-sharing among sales personnel to enhance performance.

Market Intelligence & Industry Knowledge:

1. Stay updated on ship chandling industry trends, pricing structures, and competitive offerings.
2. Understand regional variations in demand and tailor sales approaches accordingly.
3. Maintain expertise in maritime supply chain operations and emerging market opportunities.

KPIs:

1. New Customer Acquisition: Number of new clients acquired per month/quarter (Weightage: 15%)
2. Sales Target Achievement: Percentage of monthly/quarterly/annual sales targets met (Weightage: 15%)
3. Revenue Growth: Increase in revenue from new and existing accounts (Weightage: 10%)
4. Gross Profit Margin: Profitability of sales contracts and deals closed (Weightage: 15%)
5. Market Expansion: Increase in market share within specific regions (Weightage: 10%)
6. Customer Retention Rate: Percentage of key accounts retained year-over-year (Weightage: 10%)
7. Customer Satisfaction Score (CSAT): Measured through surveys and client feedback (Weightage: 10%)
8. Participation in Trade Shows & Events: Engagement in industry networking and promotional activities (Weightage: 5%)
9. Sales Forecasting & Reporting Accuracy: Timely and accurate reporting of sales performance and market trends (Weightage: 5%)
10. Cross-Functional Collaboration: Effectiveness in working with procurement, logistics, and finance teams (Weightage: 5%)

Key interactions (Internal | External)

External: Local and International Customers | Vendors | Shop Owners & Operators | Port Authorities & Regulatory Bodies

Internal: Finance | HR & Admin | Operations | Marketing team

Education Requirements:

A bachelor’s or master’s degree in Business Administration, Sales, Marketing, or International Business. Additional certifications in sales management, negotiation, or international trade compliance are preferred.

Language Requirements:

English Fluent (required)

Background And Experience:

Competencies and skills:

1. At least 5 years of experience in sales within the ship chandling, maritime, or logistics industry.
2. Proven track record in key account management, B2B sales, and contract negotiation.
3. Experience handling regional and international markets, with an understanding of different business cultures.
4. Willingness to travel for client meetings and industry events.

Core Competencies:

1. Customer Focus: Understanding and meeting customer needs to build long-term relationships.
2. Communication & Negotiation: Effectively conveying ideas and negotiating favorable terms.
3. Problem-Solving & Decision-Making: Identifying issues and implementing effective solutions.
4. Adaptability & Resilience: Managing change and overcoming challenges in a competitive market.
5. Collaboration & Teamwork: Working effectively with cross-functional teams.
6. Business Acumen: Understanding the industry, market trends, and financial implications of sales.

Role-Specific Competencies:

1. Sales & Business Development: Driving revenue growth by acquiring and managing key accounts.
2. Market Knowledge & Intelligence: Understanding regional and global shipping industry trends.
3. Client Relationship Management: Building and maintaining strong, long-term relationships.
4. Contract Management & Compliance: Negotiating and managing contracts while ensuring regulatory compliance.
5. Financial Acumen in Sales: Understanding pricing, margins, and profitability.
6. CRM & Sales Analytics: Using data-driven insights to track sales performance and customer behavior.
7. Logistics & Supply Chain Coordination: Ensuring seamless coordination between sales, procurement, and logistics teams.

Leadership Competencies:

1. Strategic Thinking & Planning: Developing and executing sales strategies aligned with company goals.
2. Influence & Persuasion: Inspiring and convincing stakeholders to support business growth.
3. Decision-Making Under Pressure: Making timely and effective decisions in a fast-paced environment.
4. Performance Management & Coaching: Guiding and mentoring sales team members to achieve targets.
5. Innovation & Continuous Improvement: Identifying new opportunities for growth and operational efficiency.
6. Cultural Awareness & Global Mindset: Navigating diverse business environments and international markets.

Disclaimer: This job description is not an exhaustive list of accountabilities and activities. Job incumbents may be required to perform additional job-related tasks and duties as assigned.