General Sales Manager Middle East
Location: Dubai
As General Sales Manager, you will support the Managing Director in all sales and business development activities of the company for the MENA region, with the below responsibilities:
• Lead and manage the sales team.
• Roll-out sales and business development objectives in line with yearly Budget and five-year plan.
• Supervise sales activities and negotiations of large projects.
• Develop network of fabricators and distributors.
• Manage the team of fourteen sales professionals, each of them responsible for a specific area/product.
• Set-up targets and individual development plan for team members, following guidelines (Performance Management System, 1/1, career path, simulation remuneration packages)
• Ensure the accuracy and monthly updates of sales forecast.
• Use CRM 365 and PowerBI as collaborative and reporting tools to keep your management and team updated on progress and actions plans.
• Promote and leverage training, communication, and marketing tools to enhance team efficiency, in coordination with supporting Product Lines and Marketing teams.
Sales and Business development:
• Focus on top and bottom-line growth objectives, as assigned by your management, across all product lines and markets under your responsibility.
• Leverage all stakeholders involved in the decision-making process, with emphasis on structural designers/engineering consultants with specification work.
• Organize sales presentations to prospective clients and specifiers in relation to targeted projects, understand their need and propose optimum technical and commercial solutions bringing value to all parties.
• Define and propose marketing actions to support the Middle East sales strategy in line with agreed budget.
Marketing and Key account development:
• Maintain and develop several strategic customer accounts in your region and aim to grow sales and value with them as partners.
• Keep yourself updated on project leads and opportunities in your market and take a proactive approach on project mapping i.e., stakeholder identification and lobbying.
• Attending meetings, regional conferences, leading technical seminars and participating in exhibitions to promote products and services, in coordination with Marketing team.
• Keep close monitoring of market trends and competitive landscape.
• Provide client feedback to concerned team members and ensure customer satisfaction by coordinating prompt resolution of any issue that may arise.
Compliance, reporting, and coordination:
• Ensure that proposed contracts, quotations, price lists and related sales terms are compliant with policies.
• Strictly follow up to date Authorization charts when validating offers and any other document.
• Keep a close monitoring of live contracts and suggest renewal or amendments in coordination with your management and legal department.
• Provide monthly reports to your Management about your activities and progress.
• Participate in quarterly product line meetings and any other coordination meetings in line with your responsibilities.
• Travel across the region to visit clients and projects, in line with Travel policy and as agreed with your management.
• Proactively follow up account receivables and money collection pertaining to all customers in the region.
• Contribute to the yearly budget with updated forecast and sales objectives.
Qualifications:
• At least a master’s degree in business administration and/or Civil Engineering Degree.
• Excellent command of spoken and written English and Arabic
• Good computer literacy (MS Office)
• Curious, adaptive yet focused on the objective and direction ahead.
• Customer focused, team player, and results oriented.
• Excellent communication and negotiation skills.