Senior Sales Executive
Senior
Your tasks
Execute daily field sales activities across an assigned territory or account set. Grow existing accounts, acquire new customers, apply the six-stage sales cycle consistently, and maintain accurate and complete records in the Customer Relationship Management system at all times.
Territory and Account Coverage
- Execute the defined visit frequency by tier: Tier A twice per month, Tier B once per month, Tier C on the route schedule
- Plan every customer visit with a defined objective and log the outcome within 24 hours
- Maintain up-to-date records for all accounts in the Customer Relationship Management system including contacts, products, and Free On Loan assets
- Manage time allocation across the territory in line with the tier framework
Revenue Generation and Pipeline Management
- Log all active opportunities in the Customer Relationship Management system with correct stage, value, and expected close date
- Maintain a pipeline coverage ratio of at least three times the monthly revenue target
- Progress opportunities through the six-stage sales cycle without skipping stages
- Submit monthly revenue forecast to the Sales Manager by the agreed deadline
New Customer Acquisition
- Identify and qualify a minimum of five new prospects per month from the approved acquisition sources
- Enter all new leads in the Customer Relationship Management system within 24 hours of identification
- Deliver the structured seven-day onboarding journey for every new account
- Classify and build a basic account plan for all new accounts within 45 days of first order
Pricing Discipline
- Apply the approved pricing framework and discount ladder without exception
- Escalate any customer request above Level 1 discount authority to the Sales Manager
- Log all discount exceptions in the discount exception log within 24 hours
- Never negotiate a price below the approved band without documented Sales Manager approval
Free On Loan Asset Management
- Maintain accurate records of all Free On Loan dispenser assets in assigned accounts
- Schedule and complete Free On Loan audits for all Tier A accounts quarterly
- Report any damaged, missing, or unserviced units to the Operations Manager within 24 hours
Customer Relationship Management
- Builds and maintains productive relationships with buying contacts across assigned accounts.
- Indicator: Maintains complete contact records; meets visit frequency by tier; receives positive feedback in account reviews.
Sales Execution Discipline
- Follows the six-stage sales cycle consistently and advances opportunities with clear next steps.
- Indicator: All opportunities logged correctly; no opportunity stalled beyond 14 days without a logged action.
Product and Portfolio Knowledge
- Maintains current knowledge of the full Dhofar Global portfolio across all categories.
- Indicator: Can present and explain all categories without referral; identifies cross-sell opportunities in every visit.
Pricing Discipline
- Applies the discount ladder correctly and escalates above authority without exception.
- Indicator: Zero unauthorized discounts; all exceptions documented and escalated correctly.
Data Accuracy
- Enters all activity into the Customer Relationship Management system within 24 hours without exception.
- Indicator: Customer Relationship Management compliance rate above 95% at all times.
Requirements
- Minimum two years of field sales experience in Fast-Moving Consumer Goods, hygiene, Facility Management supply, or a related sector
- Demonstrated ability to manage a territory and grow existing accounts
- Proficiency in Microsoft Office and willingness to adopt Customer Relationship Management tools
- Valid driving license
- English proficiency required; Arabic or local language proficiency an advantage depending on country
- Minimum educational qualification: Bachelor’s Degree or Diploma in a relevant commercial discipline or equivalent qualification
- Preferred field of study: Sales, Marketing, Business Administration, Commerce, Business Management.
- Professional certification required or preferred: Professional Selling, Negotiation Skills, Key Account Management.