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About the Role:
The Territory Sales Director - Fire Suppression Products is a key role within Johnson Controls International, reporting to the Regional Sales Director EMEA. This position is based in the Middle East and Africa (MEA) region and is part of the EMEA management team. The successful candidate will be directly responsible for the management of sales resources within the MEA Region.
Key Responsibilities:
- Develop and manage an annual sales growth plan and go-to-market strategy to ensure resources are aligned to delivering business objectives and focused on activities and priorities driving biggest returns.
- Develop, coordinate, and participate in account management to support global product channel growth in priority markets and ensure we are increasing our wallet share of product sales with our customers.
- Develop a robust and continual approach to account planning and sales initiative development, with clearly defined and measurable actions and outputs that will drive continual incremental and sustainable growth in the region.
- Use Salesforce CRM platform to target and measure the sales team's activity in the market, measuring visit activity (face-to-face and virtually), opportunity pipeline and conversion, account planning, and coaching plans.
- Responsible for the evolution of priority markets through a maturity model process, ensuring growth in capabilities in these priority markets. Key attributes of the maturity model capability development tool include strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management, and post-sales capabilities.
- Coordinate pricing strategies in partnership with channel.
- Drive product launches to the global products channel.
- Identify, recommend, and implement programs, tools, and support requirements necessary to advance the selling effectiveness of equipment sales organization.
Requirements:
- Degree in Mechanical/Electrical Engineering, Business, or Marketing.
- Minimum 10-15 years of experience in product sales, of which 5 years in a senior role with team leading capabilities.
- Demonstrated sales experience and consultative selling process.
- Experienced in account management, with the capability to develop relationships across multiple influencers and multiple levels of the organization.
- Strong business acumen with the ability to counsel and develop customers.
- Possess excellent presentation skills and proficient at 1-on-1 and group presentations.
- Experience in account plan construction using CRM tool.
- Experience with all Microsoft Office applications.
- Ability to travel up to 50%.
- Ability to work in a virtual environment.
- Fluent in Arabic and English.