Sales Manager

2 weeks ago


Dubai, Dubai, United Arab Emirates Gilbarco Full time

JOB TITLE:
Sales Manager - Middle East

DEPARTMENT:
Commercial Retail

REPORTING TO:
Regional Sales Director - MENEA

LOCATION:
Dubai, UAE

ADDITIONAL INFO:
Travelling Required. 50% on time

PURPOSE OF POSITION
The primary objective for the role is to drive profitable growth GVR's products and solutions in line with the accelerated growth strategy within East Africa

KEY RESPONSIBILITIES

  • Collaborating with senior executives & channel partners to execute on the sales strategy for the region
  • Driving sales in order to maximize revenue and meet or exceed corporate set targets
  • Forecasting annual, quarterly and monthly sales targets
  • Developing specific sales plans to ensure growth both long and shortterm
  • Educating channel partner sales team with presentations of strategies, seminars and regular meetings
  • Reviewing regional expenses and recommending improvements
  • Managing regional orders meticulously through strong collaboration with globally placed manufacturing facilities
  • Ensure alignment and compliance with all relevant management systems, legislation and policies
  • Funnel development and management
  • Market Segmentation, analysis and penetration
  • Develop and maintain relationships with customers, regulators, market participants and business partners
  • Channel partners development
  • Arrange training products certifications
  • Meet growth objectives
  • Oversee POC's
  • Funnel Management

DELEGATION OF AUTHORITY

As per the Delegation of Authority (DOA), section/role/approval

POSITION RELATIONSHIPS

Internal

  • Channel Management
  • Product/Marketing
  • KAM & Sales (Global/local)
  • Finance (global/local)
  • IS Analytics
  • GVR Manufacturing Facilitates
  • Legal
  • Engineering

External

  • MOC, RNOC's. Independents
  • Regulatory bodies
  • Industry bodies
  • Competitors
  • Business Partners

MEASURES OF PERFORMANCE (INDICATORS)

Leading

  • Funnel size, shape, speed and success
  • Proposals submitted
  • Customer Engagement

Lagging

  • Order Intake
  • Revenue growth
  • Market share growth
  • Number of automation sites

PERSONAL QUALIFICATIONS & EXPERIENCE

Education/achievements**- Business Degree/Diploma

  • Mechanical/Industrial Engineering degree

Experience/Knowledge**- Thorough knowledge of Middle East O&G Industry

  • People Management experience
  • Thorough knowledge of incoterms
  • Proven success in solution environment
  • Market development experience
  • Effective sales channel management
  • Strategic/tactical planning and execution
  • Middle East technical sales experience with a multinational company
  • Experience in fuel automation and management space
  • Retail & Automation Experience

Specific Skills

  • English
  • Budget management
  • Responding to RFP/Tenders
  • Developing and driving action plans
  • Results orientated
  • Drives innovation and growth
  • Customer oriented
  • Solution sales
  • Selfmotivated and great interpersonal skills
  • Great presentation skills

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS

Competency
Descriptors

Customer Driven

  • Gains insight into customer needs.
  • Identifies opportunities that benefit the customer.
  • Builds and delivers solution that meet customer expectation.
  • Establishes and maintains effective customer relationships.

Collaborative

  • Works cooperatively with others across the organization to achieve shared objectives.
  • Represents own interest while being fair to others and their areas.
  • Partners with others to get work done.
  • Credits others for their contributions and accomplishments.
  • Gains trust and support of others.

Inclusive

  • Seeks to understand different perspectives and cultures.
  • Contributes to a work climate where differences are valued and supported.
  • Applies others' diverse experiences, styles, backgrounds, and perspectives to get results.
  • Is sensitive to cultural norms, expectations, and ways or communicating.

Accountable

  • Follows through on commitments and makes sure others do the same.
  • Acts with a clear sense of ownership.
  • Takes personal responsibility for decisions, actions and failures.
  • Establishes clear responsibilities and processes for monitoring work and measuring results.
  • Designs feedback loops into work.

Champions VBS

  • Identifies and creates the processes necessary to get work done.
  • Separates and combines activities into efficient workflow.
  • Seeks ways to improve processes, from small tweaks to complete reengineering.
  • Is a simplifier, focused on cutting through complexity.
  • Prioritizes to the critical few focuses on what matters most.

Self-Aware

  • Reflects on activities and impact on others.
  • Proactively seeks feedback about shortcomings.
  • Admits mistakes and gains insight from experiences.
  • Knows strengths, weaknesses, opportunities, and limits.

Pioneering

  • Comes up with useful ideas that are new, better, or unique.
  • Introduces new ways of looking at problems.
  • Can take a creative idea and put it in

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