Sales Manager EMEA

4 weeks ago

Sharjah, Sharjah, United Arab Emirates Filtrona Full time
About Filtrona
Filtrona is the only global, independent market leader in the design, testing and manufacturing of specialist filter solutions and related scientific services. With a head office in Singapore, Filtrona has 8 manufacturing facilities across Europe, America, and Asia, together with 2 innovation centres, an accredited laboratory and a Centre of Excellence focused on sustainability. The company has 2,000 employees serving customers across 120 countries.
Our purpose is to support partners to transform and benefit from business growth; we succeed when they succeed. Our mission is to be a responsible, customer-focused innovation leader creating excellence in sustainable solutions for today and tomorrow.
For more information, please visit
Role and Responsibilities
The holder of this position is responsible for developing profitable sales growth, selling Filtrona's value, through proactively retaining and developing new business across the region whilst identifying opportunities to maximise revenue and profit. Performance and activity with customers are coordinated through the Regional Sales and Global KAM plans.
(A) Regional Sales Management

Key Activities:
Selling products by establishing contact and developing relationships with prospects
New business lead generation
Regional prospecting and targeting
Identification of new opportunities to deliver revenue and profitability growth
Manage Sales process from enquiry through qualification to order completion
Engagement with Key accounts
Effective customer relationships
Key Deliverables:
Delivery of the regional sales target
Researching and recommending new opportunities; profit and service improvements
Management of sales pipeline through Opportunity Pipeline Tracker
Effective and relevant customer meetings
Participation within the Key account teams
Identify new product opportunities (NPD)
Market trend analysis and competitor activity in region
Appropriate use and application of business wide support teams
(B) Sales Planning and Market Development

Key Activities:
Implementation of a Regional Sales Plan
Effective customer preparation
Delivery of market segmentation matrix
Pitching relevant products to market
Attendance of Regional Sales meetings
Key Deliverables:
Regional Sales Plan
Ensure thorough and disciplined use of Opportunity Pipeline Tracker
Longer term product lifecycle considerations
Support Customer forecasting process with relevant sites
Sharing Knowledge with team colleagues
Effective market and customer reporting
(C) Performance Management

Key Activities:
Continuous review of market performance versus the annual plan with creation of action plans to address areas of under-performance, driving new activity
Key Deliverables:
Monthly Performance Tracker to track progress
Accurate Forecasting / Monthly reporting
Tracking performance through
(D) Key Account Management

Activities:
Comprehensive understanding of customers' market dynamics, segments and trends
Identification of new opportunities to deliver revenue and profitability growth
Global and regional co-ordination of sales activity to maximise sales opportunities
Engage with our Key Accounts at all levels
Maintain relationships with key customers and participate in key customer meetings
Develop support tools and support Key Account Team members in improving skills
Be seen as an "expert" in Key Account Management process and techniques
Effective leadership in creating high performing Key Account Teams
Continuous Review of Market performance versus the annual plan and budget with creation of action plans to address under performance
Deliverables:
Key Account Strategy, Plan and implementation
Sustainable customer lifetime growth
Aligned customer objectives
Cross business resource management, when required
Key account action plans in Opportunity Pipeline Tracker
Effective and relevant customer meetings
Annual "Voice of the Customer" survey action plan
Annual customer relationship contact plan
Effective delegation of activity within team
Improved cross business engagement, when required
Ensure thorough and disciplined use of key tools
KAM team mapping and development
Monthly Performance Dashboard to track progress, with year-end projections and SMART action plans in Opportunity Pipeline Tracker
Qualifications and Education Requirements
Degree (Accounting, Engineering, Business and Marketing majors strongly encouraged)
Relevant Key Account Management (KAM) experience of 5-7 years in the industry
Experience in ERP systems (e.g. IBM Cognos), database management and advanced Excel / Access user
Excellent analytical skills; Energetic self-starter possessing self-confidence and maturity
Fluent in English, second language Hungarian, German, Spanish, Russian is a plus
Very good presentation skills
Excellent attention to detail
Very good verbal, writing and listening skills
Passion for sales and business growth Project management skills
Highly self-motivated, ambitious, resourceful and driven
Capable of working under pressure
Strong sense of prioritisation with the ability to quickly move from one task to another
The ability to travel frequently internationally
A flair for innovative business proposals
Good understanding of business processes, including sales, supply chain and customer service
Preferred Skills
Additional Notes
Key Relationships
Internal:
Filters Divisional Leadership team
Management team in plant Hungary, Thailand, Indonesia, Dubai, Greensboro and Paraguay
Global and Regional functional enablers team (Finance, HR and Innovation, Commercial Excellence)
Supporting functions: Customer Service team and Technical team
External:
External: Customers
Filtrona appointed 3rd party agent
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