وظيفة مدير حسابات مبيعات - حلول المؤسسات لدى Mirnah Technology Systems في الرياض

About Mirnah

Mirnah Technology Systems (Mirnah) is a Saudi Arabian software company that specializes in Sales Force Automation, eCommerce, Forecasting, Asset Management and Inventory Software - revolutionizing the way businesses manage their financial transactions and inventory on the go. Our innovative software seamlessly integrates accounting processes with route planning, providing businesses with a comprehensive solution for efficient and accurate financial management.

Our Enterprise Mobility software products are designed to streamline operations for a wide range of industries, including distribution, delivery, field sales and government. With real-time tracking and automation features, businesses can optimize their routes, enhance order accuracy, and maximize productivity. The software also facilitates secure and transparent financial transactions, enabling businesses to manage sales, inventory, and customer accounts effortlessly.

The role

Mirnah’s software runs the working day for many of the region’s leading food and FMCG brands - van sales, presales and merchandising on rugged handheld devices, warehouse transactions, demand planning and analytics, all connected to ERPs such as SAP, Oracle Fusion and JD Edwards. Growing that customer base is the job of the enterprise sales team. The Sales Account Manager-Enterprise Solutions is responsible for developing new business opportunities, managing customer relationships and achieving assigned sales targets across Mirnah’s enterprise technology solutions. The role covers the full sales cycle, from prospecting and customer engagement through solution positioning, proposal preparation, negotiation and closing, to invoicing and payment follow-up, working with pre-sales, delivery and finance colleagues to turn customer requirements into business that is won, delivered and paid.

What you'll do

Business Development

• New business - identify and develop new business opportunities across FMCG, distribution, retail, logistics, manufacturing and related sectors.
• Target accounts - build and maintain a qualified database of target customers and key decision makers.
• Customer engagement - arrange and conduct customer meetings, presentations, solution demonstrations and commercial discussions.
• Market intelligence - monitor competitors, market developments and emerging customer requirements, and share what is learned with the sales and product teams.

Solution Selling

• Customer requirements - understand each customer’s operation and requirements, and position the appropriate Mirnah solutions from the portfolio - RoutePro, OrderPro, StockPro, AssetPro, ForecastPro and Business Analytics.
• Pre-sales collaboration - work with pre-sales and technical teams on complex opportunities, including discovery, demonstrations, proofs of concept and solution designs.
• Proposals - prepare quotations, proposals, commercial offers and the required sales documentation.
• Negotiation and closing - negotiate commercial terms within approved pricing and margin guidelines, and close business.

Account Management

• Relationships - develop strong relationships with customers, partners and senior stakeholders.
• Executive engagement - arrange strategic meetings between key customers and Mirnah senior management.
• Account growth - identify cross-selling and upselling opportunities across existing accounts.
• Internal coordination - coordinate with pre-sales, technical, delivery, project management, finance and management teams throughout the customer lifecycle.

Order to Cash

• Sales cycle ownership - manage the complete sales cycle from lead generation through closing and invoicing.
• Order follow-up - follow up on purchase orders, delivery and invoicing so that what was sold is delivered and billed correctly.
• Collections - follow up on collections and outstanding payments until they are received.

Pipeline, Forecasting and Reporting

• Pipeline coverage - maintain sufficient qualified pipeline coverage to achieve assigned targets.
• CRM accuracy - maintain accurate customer, opportunity, pipeline and forecast information in the CRM.
• Reporting - provide weekly and monthly sales activity, pipeline, forecast and performance reports.

Commercial Governance and Confidentiality

• Obtain the required internal approvals for pricing, discounts, payment terms and any non-standard commitment before it is offered to a customer.
• Handle customer information, pricing and commercial terms confidentially, and share them only with those who need them.
• Comply with Mirnah policies on business conduct, including gifts, hospitality and conflicts of interest.

What you'll bring

• 1 to 5 years’ experience in B2B sales, account management, business development or enterprise solutions.
• Bachelor’s degree in Business, Marketing, Information Technology or a related field, or equivalent practical experience.
• Fluent English, spoken and written.
• Strong ability to build relationships with business and technical decision makers.
• Good commercial, negotiation, presentation and communication skills.
• Ability to understand customer business requirements and translate them into solution opportunities.
• Comfortable working with technical and pre-sales teams on complex opportunities.
• Good working knowledge of CRM systems and Microsoft Office.
• Willing and able to travel within Saudi Arabia for customer meetings, presentations and site visits.

Nice to have

• Arabic is highly preferred, spoken and written.
• Experience in enterprise software, mobility, hardware, FMCG, distribution, supply chain, logistics or retail technology.
• Experience selling sales force automation, van sales, warehouse, planning or other ERP-connected solutions.
• Familiarity with ERP environments such as SAP, Oracle Fusion or JD Edwards from a customer or sales perspective.
• Established relationships with FMCG manufacturers and distributors in Saudi Arabia.
• Experience responding to RFPs and tenders.
• Valid Saudi driving licence.

How we work

• Commercial drive - pursues targets with energy and persistence, and owns the result.
• Customer insight - understands how the customer’s operation works and where Mirnah can improve it.
• Relationship building - earns the trust of decision makers at every level, from operations teams to senior management.
• Negotiation - reaches agreements that work for the customer and protect Mirnah’s margin.
• Discipline - manages the pipeline methodically, follows up without being chased and keeps the CRM current.
• Collaboration - works as one team with pre-sales, delivery and finance colleagues.
• Integrity - makes only the commitments the company can keep, and keeps them.

How success is measured

The role is measured on results across the full sales cycle, not on activity alone. These are the main measures; specific targets are set and reviewed by the Sales Head.

• Sales target - Achieves the assigned sales and revenue targets for each period.
• Pipeline - Maintains sufficient qualified pipeline coverage to achieve assigned targets, with every opportunity recorded at a realistic stage and value.
• New business - Wins new customers across FMCG, distribution, retail, logistics, manufacturing and related sectors.
• Account growth - Grows existing accounts through cross-selling and upselling across the Mirnah portfolio.
• Margin - Closes business within approved pricing and margin guidelines.
• Order to cash - Follows every deal through purchase order, delivery and invoicing until payment is received.
• Forecast and CRM - Submits forecasts that hold, and keeps customer, opportunity and pipeline data accurate and current.
• Reporting - Delivers weekly and monthly sales activity, pipeline, forecast and performance reports on time.

Working relationships

Reports to the Sales Head within the Sales / Commercial department. Works closely with Software Pre-Sales Engineers on discovery, solution design, demonstrations and proposals, and is supported by the Sales Coordinator on quotations, sales documentation and order administration. Coordinates with technical, delivery, project management and finance teams on implementation, invoicing and collections. Externally, deals with business and technical decision makers at customer organisations, and with partners.

Where and when

The role is based in Mirnah’s office in Riyadh, Saudi Arabia, and combines office work with frequent customer meetings, presentations and site visits. Travel within Saudi Arabia is required, sometimes at short notice. Working hours follow the office schedule, with occasional flexibility needed to meet customer commitments and deadlines.