FCM Travel Solutions is looking for a goal focused and self-motivated individual to drive the corporate business development and account management team across the UAE for FCTG's flagship corporate brand, FCM.
Position: Director of Sales & Account Management
Location: Dubai, United Arab Emirates
Reporting to: Managing Director, UAE
Key areas of responsibility: - Lead a current team of 4 Account Managers, Business Development Managers and one Implementation Manager.
- Create and drive the strategic sales plan for the corporate brands delivering sales growth, market share increases and profitability in accordance with sales targets and budgets.
- Maintaining client portfolio and commission transfer
- Drive, coach and track team performance to achieve agreed KPIs
- Providing vision and focus for your team
- Ensure high level of business development activity to ensure conversion meets required target
- Ensure business win is optimised with all potential solutions incorporated
- Develop and execute a travel cost management business plan that drives compliance, growth and details objectives, strategies and measurable targets for the Client as well as meeting FCL's strategic objectives.
- Regular assessment of client travel program & provide relevant recommendations to the client
- Forecasting travel requirements of the client & delivering solutions prudently
- Ensuring effective Client - Company relationship
- Apprising the client of primary & secondary products & services provided by the company
- Customized travel expense management for Clients depending on the nature of business & their requirements
- Implementation and adherence to all aspects of Flight Centre Travel Groups systems
- Develop and monitor team presentation skills and abilities
- Developing a flagship accounts acquisition strategy and plan
- Implementing OBW for sales process
- Lead bids and RFP responses for regional business sourced out of the UAE
- Build and maintain a network of relationships with key procurement executives, preferred suppliers, regional BDMs and AM's to generate new business opportunities.
Performance measures:
- Volume of new business transacting both individually and for the team
- Profitability of new business
- Team members individual results and business wins
- Growing corporate sales in line with the groups growth expectations of
25% * Achieving appointments numbers with win/conversion rate
30% * Maintaining new business margin for FCM
80% * 90 day pipeline maintained ahead of budgeted sales projections
20% * Client Retention
- Overall client satisfaction rating on post implementation survey
- revenue earned from additional services provided to client
Competencies: - Highly motivated and target driven with a positive attitude
- Proficient with MS desktop publishing programs
- Strong interpersonal skills
- Ability to network at senior levels in expatriate and local environment
- Exceptional written and verbal communication skills
- Well presented with a high degree of professionalism
- Strong negotiation skills and business acumen
- Excellent team player
- Strong Industry Knowledge
- Ability to build & leverage relationships
- Customer Focus
Requirements: - Minimum 5 years plus experience in a sales or Account Management leadership role
- Experience in dealing with multinational corporations from a sales perspective
- Experience in the procurement processes
- Demonstrated track record of achieving sales growth
- Previous experience in corporate travel industry
- Ideally have experience of the UAE/ GCC region
Remuneration: - Will consist of retainer, company profit, personal sales incentives and team sales incentives
- Incentive components will be based on your team's profitability and team based KPI's.
Allowances:
- Gratuity (end of service benefit)
- Medical insurance
- Return home flight each year
- 21 days annual leave each year
- Full assistance in visa processing and Emirates ID Application
Applications:
If you are interested you will need to submit;
- Your updated resume
- A cover letter telling us your FCTG story and explaining why you think you are a great fit for this role.
Applications Close: 30th August 2018
Applications close:
