Role Overview We are seeking an experienced, commercially driven and hands-on Sales Manager to lead a small team of sales professionals while personally generating new business and achieving individual sales targets. The ideal candidate will have a strong background in the B2B interior...
Additional Information
The Role Role Overview We are seeking an experienced, commercially driven and hands-on Sales Manager to lead a small team of sales professionals while personally generating new business and achieving individual sales targets. The ideal candidate will have a strong background in the B2B interior elements sector such as commercial lighting, furniture, fittings, flooring, curtains and blinds etc. Candidates with a background in interior fit-out or interior finishes will also be considered, particularly where they have an established UAE client network. This is a player-manager role. The successful candidate will be expected to lead, coach and develop the sales team while maintaining their own portfolio of clients and personally delivering agreed sales targets. This is also a hands-on, data-driven sales leadership role. The successful candidate must be comfortable working with sales statistics, analyzing CRM data and using measurable performance information to manage and improve both their own sales performance and that of the four-person sales team. Sales Leadership • Manage, motivate and develop a small team of sales professionals. • Set clear objectives and KPIs for each member of the sales team. • Monitor individual and team performance against targets. • Conduct regular pipeline reviews and sales meetings. • Coach team members on business development, client management and closing techniques. • Support the sales team with major opportunities and negotiations. • Identify areas for improvement and implement strategies to increase team performance. • Create a high-performance, target-driven sales culture. Personal Sales Responsibility • Personally generate new business and revenue. • Develop and maintain their own portfolio of key clients. • Identify and pursue new project opportunities. • Build relationships with senior decision-makers. • Attend client meetings and presentations. • Prepare and negotiate commercial proposals. • Manage opportunities from initial enquiry through to contract award. • Consistently achieve or exceed their individual sales target. • Lead by example and demonstrate best-practice sales behaviour to the team. Business Development • Develop new business opportunities across the UAE. • Target property developers, architects, interior designers, consultants, contractors, fit-out companies, facilities management companies and corporate clients. • Identify upcoming commercial, hospitality, residential and retail projects. • Develop relationships with key decision-makers and project influencers. • Build a strong pipeline of future projects. • Identify opportunities for recurring revenue, including plant maintenance and related services. • Attend exhibitions, networking events and industry functions. Sector Expertise • Commercial lighting • Acoustics • Commercial furniture • Commercial flooring • Commercial curtains & blinds • Partitions • Commercial Carpets • Interior finishes. • Decorative interior solutions. • Related interior fit-out services. Client & Project Management • Establish and maintain strong relationships with key clients. • Meet clients to understand project requirements and develop appropriate solutions. • Work closely with design, estimating and project teams. • Review project specifications and identify commercial opportunities. • Prepare quotations and commercial proposals. • Negotiate pricing and contractual terms. • Manage the sales process through to successful contract award. • Ensure a professional handover to the project/operations team following contract award. Data, Analytics & CRM • Use CRM data to manage the sales pipeline and monitor individual and team performance. • Analyse sales KPIs, conversion rates, pipeline value, win/loss ratios, average deal size, sales activity and forecasting accuracy. • Identify pipeline gaps, underperforming activity, trends and opportunities for growth. • Maintain accurate and up-to-date CRM records across the sales team. • Produce and present sales dashboards, reports and forecasts to senior management. • Use measurable data to hold salespeople accountable and improve performance. • Analyze historical and current sales data to develop actionable sales strategies. • Use Excel/Google Sheets and CRM reporting tools effectively. Reporting & Forecasting • Maintain accurate CRM and pipeline information. • Produce regular individual and team sales forecasts. • Report sales performance to senior management. • Monitor sales activity, conversion rates and pipeline value. • Track individual and team performance against KPIs. • Provide market intelligence and competitor information to management.
Requirements Key Requirements • Minimum 5 years sales/business development experience. • Experience managing a small team of salespeople is highly desirable. • Essential: Background in commercial lighting, acoustics, commercial furniture, commercial flooring, commercial curtains & blinds, partitions, carpets etc. B2B where relationships are key and sales are not one off. • Proven personal track record of achieving sales targets. • Demonstrable experience in new business development. • Strong UAE market knowledge and established industry contacts. • Experience dealing with architects, interior designers, consultants, contractors, developers and facilities management companies. • Strong understanding of project-based sales. • Excellent negotiation, presentation and communication skills. • Commercially astute with strong business development instincts. • Highly analytical and data-driven, with the ability to interpret sales statistics and translate them into actionable strategies. • Strong CRM experience and confidence using CRM reporting and analytics. • Excellent spoken and written English. Ideal Candidate • The ideal candidate will be someone who can sell as well as manage. • They should be comfortable spending part of their time coaching and managing the sales team, while also being out in the market developing their own business and closing deals. • They will have the credibility and experience to lead a sales team, but will not be someone who wants to step away from direct selling. Personal sales performance is a fundamental part of the role. • They should also be highly analytical, comfortable working with numbers and sales data, and able to use CRM information to identify trends, improve performance, forecast accurately and make commercially sound decisions
About the company KERSHAW LEONARD "WE CHANGE PEOPLES LIVES" Who we are: Founded in September 1999 The Kershaw Leonard Group was based upon professional recruitment practices laid down by the UK Institute of Employment Consultants whose values are still at the core of our success today. Inherently we believe that recruitment is a people business not a CV processing business and as such we take time and care to make sure we understand the needs of both our Clients and our Candidates. Such attention to the care side of our business together with the sheer length of time we have been established has given us a unique position. We regularly attract top class candidates who only want to work with Kershaw Leonard as they trust our confidentiality and professionalism. Similarly, more than 75% of the clients we work with come back for more when they have a new position to fill. What we do: Kershaw Leonard Group places exceptional talent on a Global scale. Our winning strategy is to partner very closely with a small number of clients so we can really understand their objectives, needs and aspirations in a way that allows us to intuitively know the kind of cultural fit they are looking for when the time comes for them to recruit new talent. Then once that talent is on board and part of the clients team, to assist wherever is needed to improve performance and leadership skills Why Us: The Kershaw Leonard Group is more than just a recruitment agency. In addition to KL Recruitment, KL Consulting offers a vast spectrum of skills from our experienced behavioural psychologist and consultants with almost two decades of HR Director level experience in the region.
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