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Sales Manager

1 month ago

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 short-term
- 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
- Self-motivated 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