Cluster Sales Manager

Encore Global • Dubai, ARE • 1d ago

Key Job Responsibilities

Revenue Generation

· Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.

· Maximise revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.

· Assist with creating high-end, large event, advanced technology solutions for Encore’s existing and potential customers.

· Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.

· Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.

· Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.

· Understand event cost structure and incorporate into solution designs according to established profitability guidelines.

Relationship Management

Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments.
Thoroughly research and understand customer history and previous experiences, in order to create more personalised customer experiences.
Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
Actively refer and guide customers through the Encore network, leveraging your contact to secure additional opportunities with existing customers.

Sales Accountability

Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
Ensure all known opportunities are in CRM and completely accurate and updated at all times.
See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.

· Learn, adopt and train team on all SOPs related to the role and any new initiatives/programmes that are implemented; ensure full team compliance with established SOPs.

· Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.

· Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.

People Development

· Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organisation’s goals and objectives.

· Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.

· Motivate and energise team members to make proactive decisions in all communications with customers.

· Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.

· Serve as the resident expert on the team, providing guidance and support to other team members for large events.

· Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.

Do the right thing by promoting a culture of health and safety, and ensures safe working environment and practices across the cluster

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