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Outside Sales Manager Kuwait in KWT, Al Ahmadi, Kuwait


Outside Sales Manager

-  Outside Sales Managers are assigned to each Location (sub-region) and included within the budget of each Location. -  Outside Sales Managers report into the Outside Sales Location Lead. There may also be cases where the Outside Sales Managers report directly into the Location Directors in absence of a dedicated Outside Sales Location Lead. - The Outside Sales Managers have the following core accountabilities and responsibilities:
  •      Ensure adoption of GSM policies and procedures (including alignment with the DOA) and business process outlined in GSMs Enterprise Management System (EMS);
  •  Accountable for delivering new awards sales (booking) plan including overall
  • accountability for closing the deal for identified opportunities;
  • Actively collaborate with Operations and Inside Sales to drive opening and strong middle game to position and differentiate the company and secure a profitable new award;
  • In Opening Game - develop, maintain, and advance assigned customer relationships through account strategies and customer contacts driving business advocacy and added value for our customers;
  • through Opening Game efforts, strategically tap into customers business needs or create new needs by marketing efforts and Sprint campaigns;
  • Obtain and share competitive market intel by having a deep understanding of market dynamic and competition intel;
  • Consistently advocate and adhere to GSM business process, ethics and procurement integrity guidelines set out by the business;
  • Drive the account development strategy with global cross functional teams for company identified accounts as per account classification (i.e. core, key, growth or exploratory);
  • Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy;
  • Lead development of win plans, facilitate call planning and issuance of call reports to all stakeholders throughout the GSM process;
  • Accountable for testing and validating value proposition with the customers key stakeholders in Middle Game;
  • Lead the go/no-go or bid/no-bid review and provide recommendation to the approval committee;
  • Work closely with Inside Sales Manager to drive the proposal in end game, ensure key win themes are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking;
  • Work closely with operations to align on the cost estimates and guide the management team on the profitability expectations;
  • Lead the green team/pricing review sessions with the management based on the DOA matrix;
  • For selected opportunities, lead Executive Strategy Review (ESR) in Middle Game and Gold Team review in End Game;
  • Lead customer presentations, contract and commercial negotiations and closing out deals;
  • Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the GSM process;
  • Responsible for data integrity in CSP related to accounts and opportunities
  • Work closely with Outside Sales Location Lead, Market Sector Leads and
  • Regional Sales Leads to establish new customers and markets based on strategic initiatives and growth plans;
  • Collaborate with cross lines of businesses, sectors and regions to harness Worleys capabilities to meet customer needs;
  • Collaborate with Inside Sales, wider Operations team, GSM and Management to drive the pursuit;
  • Where applicable, for on ongoing projects/programs collaborate with Operations for constantly driving Opening Game initiatives In situations, where the Outside Sales Managers report directly into the Location Directors, there will be added responsibility to work collaboratively with regional GSM leads, regional Inside Sales Managers and regional/location leadership for sales planning and periodic forecasting to support annual and quarterly business reviews; and If delegated by the business, also responsible for the management of agents in relevant geographies.
  • It is expected to administer the relationship and bridge cross sector, regional and LOB collaboration and compliance to Business Assurance and legal requirements.

REQUIREMENTS
Education: 4 year college degree in engineering, architecture, construction, business, or related field along with MBA (preferred) Experience: 810 years relevant experience, including 2 years in Inside Sales /Proposal Management (preferred). Prior management of staff is also preferred Technical: Capability in Microsoft Office Suite. Strong communication and leadership skills. Language: Effective verbal and written communication skills in English (and other languages, as applicable)Other: Work may be required after hours and on weekends, and sometimes on short notice. Must be willing and able to travel



Outside Sales Manager

-  Outside Sales Managers are assigned to each Location (sub-region) and included withinthe budget of each Location.-  Outside Sales Managers report into the Outside Sales Location Lead. There may also be cases where the Outside Sales Managers report directly into the Location Directors in absence of a dedicated Outside Sales Location Lead. - The Outside Sales Managers have the following core accountabilities andresponsibilities:
  •      Ensure adoption of GSM policies and procedures (including alignment with the DOA) and business process outlined in GSMs Enterprise Management System (EMS);
  •  Accountable for delivering new awards sales (booking) plan including overall
  • accountability for closing the deal for identified opportunities;
  • Actively collaborate with Operations and Inside Sales to drive opening and strong middle game to position and differentiate the company and secure a profitable new award;
  • In Opening Game - develop, maintain, and advance assigned customer relationships through account strategies and customer contacts driving business advocacy and added value for our customers;
  • through Opening Game efforts, strategically tap into customers business needs or create new needs by marketing efforts and Sprint campaigns;
  • Obtain and share competitive market intel by having a deep understanding of market dynamic and competition intel;
  • Consistently advocate and adhere to GSM business process, ethics and procurement integrity guidelines set out by the business;
  • Drive the account development strategy with global cross functional teams for company identified accounts as per account classification (i.e. core, key, growth or exploratory);
  • Apply selectivity principles to ensure the business pursues new profitable work that aligns with the strategy;
  • Lead development of win plans, facilitate call planning and issuance of call reports to all stakeholders throughout the GSM process;
  • Accountable for testing and validating value proposition with the customers key stakeholders in Middle Game;
  • Lead the go/no-go or bid/no-bid review and provide recommendation to the approval committee;
  • Work closely with Inside Sales Manager to drive the proposal in end game, ensure key win themes are incorporated and work with legal, assurance and estimating/commercial teams for legal, contractual, risks and commercial/pricing benchmarking;
  • Work closely with operations to align on the cost estimates and guide the management team on the profitability expectations;
  • Lead the green team/pricing review sessions with the management based on the DOA matrix;
  • For selected opportunities, lead Executive Strategy Review (ESR) in Middle Game and Gold Team review in End Game;
  • Lead customer presentations, contract and commercial negotiations and closing out deals;
  • Leverage Customer Success Platform (CSP) to manage accounts, opportunities and maximize the use of CSP throughout the GSM process;
  • Responsible for data integrity in CSP related to accounts and opportunities
  • Work closely with Outside Sales Location Lead, Market Sector Leads and
  • Regional Sales Leads to establish new customers and markets based on strategic initiatives and growth plans;
  • Collaborate with cross lines of businesses, sectors and regions to harness Worleys capabilities to meet customer needs;
  • Collaborate with Inside Sales, wider Operations team, GSM and Management to drive the pursuit;
  • Where applicable, for on ongoing projects/programs collaborate with Operations for constantly driving Opening Game initiatives In situations, where the Outside Sales Managers report directly into the Location Directors, there will be added responsibility to work collaboratively with regional GSM leads, regional Inside Sales Managers and regional/location leadership for sales planning and periodic forecasting to support annual and quarterly business reviews; and If delegated by the business, also responsible for the management of agents in relevant geographies.
  • It is expected to administer the relationship and bridge cross sector, regional and LOB collaboration and compliance to Business Assurance and legal requirements.

REQUIREMENTS
Education: 4 year college degree in engineering, architecture, construction, business, or related field along with MBA (preferred) Experience: 810 years relevant experience, including 2 years in Inside Sales /Proposal Management (preferred). Prior management of staff is also preferred Technical: Capability in Microsoft Office Suite. Strong communication and leadershipskills.Language: Effective verbal and written communication skills in English (and otherlanguages, as applicable)Other: Work may be required after hours and on weekends, and sometimes on short notice. Must be willing and able to travel


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