Sales Manager

Job Summary

You will be responsible for selling iHorizons staff augmentation and resource outsourcing services to new and existing customers across various sectors, while managing the complete sales life cycle. You will own and manage all new accounts acquired, working closely with Recruitment, Sales Operations, and Delivery teams to ensure successful resource placements and long-term client relationships.

Reporting Structure

This job reports to the Sales Director.

Job Objectives

• Generate leads, convert them into opportunities, and successfully close staff augmentation and resource outsourcing deals
• Sell contract, contract-to-hire, and dedicated resource models to mid-sized and large organizations and achieve assigned sales targets
• Manage and grow accounts through renewals, upselling, and cross-selling of additional resources

Job Responsibilities

1. Sales Life Cycle Ownership

• Generate new leads by hunting for staff augmentation and workforce outsourcing opportunities through professional networks, cold calling, referrals, and market research
• Act as a trusted advisor to clients on workforce planning, staffing models, and talent availability
• Understand customer business needs, project requirements, timelines, and skill gaps to propose suitable staffing solutions
• Work closely with Recruitment and Delivery teams to align on candidate availability, feasibility, timelines, and pricing
• Own and manage staffing proposals, rate cards, MSAs, SOWs, and bid submissions in collaboration with Sales Operations
• Provide senior management with market insights, account intelligence, competitor information, and staffing demand trends
• Independently handle negotiations and closures for small and mid-sized staffing deals
• Support senior management in negotiating and closing large, strategic staffing contracts

2. Revenue Generation

• Meet or exceed revenue targets by acquiring new clients and expanding existing staffing accounts
• Sell the full range of staff augmentation and resource outsourcing services assigned to the role
• Ensure deals are closed at acceptable gross margins and aligned with company pricing strategy

3. Customer Relation Management/Account Management

• Act as a single point of contact for all staff augmentation engagements for assigned customers
• Conduct ongoing account analysis to understand client workforce plans, hiring cycles, and project pipelines
• Provide customized client support across:
  • Staffing requirement intake
  • Resource onboarding
  • Ongoing engagement and renewals
• Work closely with Delivery and Recruitment teams to track resource performance and address issues proactively
• Stay engaged from onboarding through contract completion or renewal, ensuring high customer satisfaction
• Drive account growth by expanding staffing footprint across skills, teams, and engagement models
• Maintain accurate staffing forecasts and recommend new service offerings aligned with client needs

4. Upselling And Cross-Selling

• Prepare detailed account development plans covering client staffing needs, risks, opportunities, and growth potential
• Identify and develop new staffing opportunities within existing accounts
• Increase revenue by upselling additional resources, extended contracts, or new skill sets
• Promote all new staffing models and services as they become available
• Build trust by advising clients on market trends, talent availability, and workforce optimization strategies
• Prepare business, technical, and commercial briefings related to staffing solutions

5. General Account Administration

• Support the Sales Operations team in maintaining and updating customer files, contracts, proposals, and staffing documentation
• Assist with contract renewals, extensions, and amendments
• Ensure retention of existing staffing clients and reduction of churn
• Follow up on invoices and support payment collection for staffing engagements
• Maintain full knowledge of active and historical contracts, pricing structures, and service offerings

6. CRM and Reporting

• Use the company CRM to log all sales activities, staffing pipelines, and account updates
• Generate regular sales, forecast, and pipeline reports for management
• Provide ad-hoc analysis related to staffing demand, revenue, and account performance

7. Other Ongoing Tasks

• Visit key customers regularly to strengthen relationships and uncover new staffing opportunities
• Build strong relationships with HR, Talent Acquisition, IT, Procurement, and Business leaders
• Maintain relationships with operational and technical stakeholders involved in staffing decisions
• Coordinate with Marketing to identify and execute staffing-related campaigns and lead-generation activities
• Participate in industry events, job fairs, and networking forums to promote staffing services and generate leads

Job Requirements

Educational Qualification

• Bachelor’s degree in Business Studies, Human Resources, Computer Science, or a related field
• Evidence of continued education in Sales, Staffing, or Workforce Solutions is preferred

Previous Work Experience

• Minimum 10+ years of sales experience, with at least 3 years in IT staff augmentation or resource outsourcing sales
• Proven experience selling:
  • Contract staffing
  • Dedicated resources
  • Contract-to-hire models
• Experience working with enterprise and mid-market clients
• Sales experience in the Middle East (Qatar/GCC)
• Hands-on experience with CRM software

Skills and Abilities

• Strong understanding of IT staffing and talent market dynamics
• Excellent consultative selling and negotiation skills
• Proven ability to drive revenue growth through staffing solutions
• Strong client focus and long-term relationship-building capability
• Excellent verbal and written communication skills
• Strong presentation and proposal development skills
• Self-motivated with a competitive, results-driven mindset
• Good understanding of staffing commercials, pricing, and margin management