Regional Sales Leader – CPE

Position Title: Regional Sales Leader- CPE
Industry: Oil & Gas
Location: Dammam, Saudi Arabia
Reports to: Sales Director – MEA

Position Overview:

The Regional Sales Leader – KSA & Bahrain is a management level position and will lead and manage a team. The role is primarily responsible for achieving the sales and ship profit margin targets for all ChemPharma and Energy products in the defined regions, projects and MRO sales target activities. The primary objective is to ensure that products are on the customers AML approved supplier list and that company is accepted as the leading manufacturer/supplier. The role also involves the motivation, coaching and training of direct reports, company distributors and agents to ensure that we maximize all opportunities and additionally working with the Regional Sales Director on the strategy to drive growth for company facility.

Principal Responsibilities:

• Achieve and exceed set targets for Projects, MRO and SP- margins for Saudi and Bahrain.
• Ensure that company products are on the End User and all customers approved supplier list and that company products are accepted as the leading manufacture/supplier. This will involve specification selling to all decision makers and influencers at end users, contractors, distributors and OEM’s.
• Identify major projects in Saudi and Bahrain, manage weekly Project (GPT) reviews with the local Saudi team and prepare the projects for the monthly global project gate reviews. Cradle to grave responsibility.
• Coordinate global calls with the vertical team, business line managers, product managers to ensure that we maximize our product opportunity within each project. Maximizing the Energy / Chempharma coverage in each project.
• Report weekly and monthly on the progress of the target projects, MRO opportunities including won/lost/forecasted and other relevant data, as required.
• Embrace and deploy CBS tools and processes in day-to-day business such as weekly report, pulse file, KPI, HRA, GPT, Sales Dashboard and QAD to monitor and track your targets and opportunities within your funnels. Drive this through your team.
• Lead, develop and coach a team of high-quality professionals to drive our strategic objectives.
• To retain our intellectual capital by developing existing employees and attract new talents to strengthen the organization and achieve the regions financial objectives.
• Establish SMART performance measurement objectives and development plans for direct reports, and their subordinates. Review performance periodically
• Effective management, motivation and training of Channel partners to achieve desired annual growth by product and end-users. Conduct quarterly business review meetings to review performance, overdue payments, bookings, opportunities, issues and challenges.
• Visit new and existing customer base, arrange and assist in meetings, demonstrations presentations & training to show company capability in delivering appropriate products and solutions for the customer’s needs. Take part in commercial negotiations with customer or sub-vendors to ensure that orders are won.
• Provide competitive, technical and commercial input for each proposal and, participate in tender vets to ensure business objectives will be met by winning orders.
• Develop contacts and relationships within the customer to ensure that we are fully aware of their needs. Communicate and liaise with Business Line Managers. Work closely with company divisions to maximize business potential & lay down the foundations for follow-on business.
• Ensure compliance with company policy, business unit policy, safety and quality program requirements. Execute to achieve key operating goals for safety, quality, on time delivery and lead time.
• Ensure technical knowledge and understanding of available products, systems and services is maintained at the highest level.
• Monthly travel plans to each region and analytical report by channel and open objectives. This position requires extensive process and administration work to be aligned with CPE business model.
• Ensure compliance with company policy, business unit policy, safety and quality program requirements. Execute to achieve key operating goals for safety, quality, delivery, cost and growth.
• To ensure that there are management controls in place which satisfy the requirements of Sarbanes-Oxley in all areas of activity.

Experience:

• 10 years’ experience specification selling of valves or similar products and having extensive knowledge of Saudi market with leading sales force.

Qualifications/ Personal Characteristics:

• Ideally, bachelor’s in mechanical on/or electrical engineering, MBA preferred.
• Had held positions in technical sales, external sales, product management and business development.
• Proficiency IT knowledge, especially in Excel, Word, PowerPoint and Outlook
• Extensive interpersonal, communication and presentation skills
• Good written and verbal English knowledge
• Confidence and drive (can do, will do)
• Passion for business and personal contribution
• Excellent organization skills
• Excellent leadership, motivation and people management skills
• Strong analytical and problem-solving skills with a data driven approach.
• A positive pro-active and results oriented mindset.
• Persuasive and credible, with outstanding written and oral communication skills
• Global thinker with a strategic perspective
• High intellect
• Open and direct style
• Emotionally resilient
• High integrity
• Technically & commercial competent

To Apply send, your CV to: info@adam-recruitment.com