Refinery Sales Manager

We are hiring Sales Manager – Refinery Business, Abu Dhabi, UAE

Area of responsibility: Middle East & Africa  (GCC Countries, Egypt, South Africa, Pakistan, Jordan)

Alfa Laval is looking for Sales Manager – Refinery Business in its Energy Division who will contribute to identifying business opportunities within Middle East Refinery market and concluding sales of Alfa Laval High Efficiency Heat Exchangers (mainly Compabloc, Spiral Heat Exchanger) in accordance with the assigned targets of Business Unit WHE. Support Sales of Packinox and Olmi S&T Heat Exchanger, spot business opportunities of AIR products. Mid-senior level position demonstrating a higher level of competence, able to act independently and take on additional responsibilities. Responsible for identifying business opportunities within Middle East Refinery market, developing and executing a sales strategy. Direct manager in Alfa Laval Middle East  and  report business both locally and to BU WHE Refinery & Renewable Fuels (R&RF) Sales Team in BU WHE.

About the Company:

In Alfa Laval, we are every single day contributing to a more sustainable future for our planet through engineering innovation. Alfa Laval is the world leader within the key technology areas of heat transfer, separation, and fluid handling. Our company was founded on a single brilliant invention, and innovation remains at the heart of everything we do. With more than 3700 patents, we provide worldwide solutions in areas that are vital to society both today and for the future. The people of Alfa Laval enjoy the freedom to pursue ideas and the resources to see those ideas become reality, in an environment that welcomes drive, courage, and diversity. The result is a company where we all can be very proud of what we do.

We are dedicated to optimizing the performance of our customers' processes. Our world-class technologies, our systems, equipment, and services must create solutions that help our customers stay ahead. Please feel free to peruse our website

Key Tasks and responsibilities:

In this job the Sales Manager – EPC Business will be responsible to:

• Follow established sales processes and guidelines to promote and sell Alfa Laval High Efficiency Heat Exchangers (Packinox, Compabloc, Spiral, Olmi S&T Heat Exchanger) within Middle East Refinery market
• Be part of local sales team and also R&RF Sales Team in BU WHE and collaborate with Sales Team (training, monthly meeting, quarterly business review & report).
• Analyze and understand market insights and the customers' buying behavior and make sales plans according to the Local Sales company and BU WHE strategy and local targets.
• Look for and manage leads from the market and customers and convert them in real business opportunities in order to ensure a continuous number of projects in the CRM pipeline.
• Be active in the market and focus on making visits, meeting and interacting with customers, focusing on customer needs, understanding and highlighting the value of our products, all recorded in CRM. Build and maintain a long-term network with customers.
• Develop highly profitable quotes reflecting the customer needs, follow up, and secure a high hit-rate.
• Negotiate technical, legal and commercial parts of the quote in order to secure firm orders from customers.
• Use the CRM tool and other tools in a consistent and qualitative way, to support the sales process and take decisions.
• Work proactive and structured with the sales to optimize the sales efficiency.
• Collaborate well with the regional country sales teams to bring a cohesive customer centric approach.

Your background

• Mechanical/Chemical/Thermal Process Engineer with 10-15 years of working experience in Sales / Key Account Management in Energy Sector.
• The preferred candidate shall have direct exposure to Refinery process units such as distillation, hydrocracking, hydrotreating, FCC, CDU/VDU/ADU, reforming, and related technologies and a proven track record in technology migration or conversion projects.
• Preference will be given to candidates with regional experience; Arab nationals are encouraged to apply.

Who you are?

• You are a self-motivated team player with the ability to easily network in an international and cross-cultural environment, working in line with Alfa Laval drivers, Action, Interaction, and Satisfaction. You are self-driven and see solutions rather than problems, effectively prioritizing and executing tasks. A focus on continuous improvement is in your DNA. You build trust, by clear communication with no prestige.

Why Should you apply?

• An exciting place to build your career with the global leader, having opportunity to expand your global network inside- outside Alfa Laval with different nationalities.
• We offer you an interesting and challenging position in an international, open, and friendly environment where we help each other to develop and create value for our customers.
• The position is on local contract with all provisions governed by the Local Labor Law.

The location

• The position is in Abu Dhabi, UAE.

"We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status."