General Manager, Business Development-EMEA - Dubai in Los Angeles, CA

TitleGeneral Manager, Business Development-EMEAAbout the Hiring CompanyClient is a global leader in delivering IT and process automation solutions to marine and intermodal container terminals and port authorities. Our background includes over 700 systems on five continents with global terminal operators, railroads and the US Department of Energy. We are currently seeking a Manager, Business Development-EMEA to be responsible for selling our solutions through Europe, Middle East and Africa Middle East being the primary target. A virtual office is expected, with a preference of a Dubai or Abu Dhabi, UAE base.Job Responsible for all sales activities within the territory, from lead generation through close. Works within the Director and executive teams to deliver new revenue generation and long term account management in line with company goals. Assignments include but are not limited toResponsible for the sales of all products and services tailored exclusively to the marine terminal sector of the transportation industry. Demonstrates the knowledge and application of the Solution Selling process as required. Demonstrates detailed understanding of products, the industryoperations they impact and the inter-relationship between each. Discovers and qualifies new opportunities through multiple sources including referrals, cold calling on business owners, details collected from industry and non-industry media sources, industry conference attendance, networking, direct mail, and email. Conducts effective client meetings via phone andor face to face that identify prospects business painsgoals, the underlying reasons for those pains, the organizational impacts of the problems, and any applicable solutions. Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the assigned territory, including the use of Salesforce.com and Solution Selling Software applications to maintain accurate records to maximize territory potential. Produces professional, error free proposals and project documentation Produces error free, accurate project pricing worksheets BOMs with each bid Participates in weekly 1-on-1 discussions with direct manager to discuss issues of Associates choosing in an effort to further business plan and employee development. Develops annual business plan in conjunction with Management, which details activities to follow during the fiscal year, which will focus the Associate on meeting or exceeding sales quota. Adheres to all company policies, procedures and business ethics codes. Participates and contributes to the development of company educational programs. Understands pricing and proposal models Meets or surpasses sales quotasTargetsGoals Independently contact and qualify ten new opportunities per month within the assigned territory Independently process ten opportunities to 50 probability-to-close as defined within sales process framework. Independently process five opportunities to 75 probability-to-close as defined within sales process framework. Generate revenue of 3M-6M within the assigned territory after 6 mnth training Requirements RequirementsAt least 7yrs background leading International andor regional sales of complex IT solutions andor services to marine container terminal operators container depots, etc. Clear record of sales growth, careerterritory advancement, and strong closing skills is a firm requirement. Consistently delivering sales commissions in excess of 50k pa. In depth knowledge of Intermodalmarine terminal operations and the global supply chain Expertise to thrive in high energy environment, yet long and difficult sales cycle with minimal oversight Prior Use of advanced sales processes and programs such as solution selling. Develop and sustain external and internal relationships in a multi cultural setting. Possess outstanding verbal and written business communication expertise applicable to the territory culture, as well as good listening and comprehension skills Expertise to quickly understand complex technical concepts and services Requires extensive travel within territoryContactPlease contact Kevin Hartman at SourceAbility. [removed phone] or email removed.Listing originally posted at http

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