Senior Manager - Sales (MENA)
JOB PURPOSE / VALUE ADDITION
- To grow and expand the business and presence of the company's products and brand in the MENA region.
- To create long-term, sustainable business partnerships with a long-term vision.
CRITICAL ACCOUNTABILITIES / MAJOR TASKS
Order Booking
- Achieve defined order booking for Junction Boxes, Cable Management Solutions (Cable Glands, Connectors & Clamping), Earthing & Lightning Protection Systems, and Safety PPE in MENA through existing and new clients.
- Prepare regional/product targets and budgets for the team.
- Support the team by participating in techno-commercial negotiations for large and critical orders through personal customer visits and close the deal.
- Finalize annual contracts with customers.
- Review all statutory and legal compliances associated with customer orders.
- Build project pipeline for future opportunities.
- Build and secure project approvals.
Sales
- Ensure achievement of budgeted sales numbers through alignment with Operations and Supply Chain.
- Maintain relationships and enhance engagement with key accounts through periodic business visits.
- Prepare reports for internal reviews.
- Prepare LTP and market-size assessments.
New Business Development
- Ensure continuous development of the SPANCO funnel through identification and onboarding of new customers.
- Visit and close deals with new prospects.
- Analyze new market trends and competition benchmarking, and provide inputs to Product Management for introduction of new products.
- Finalize business agreements with customers and targets/contracts with distributors.
- Drive strategic initiatives for sustainable and profitable growth across markets.
- Promote company products and brand through participation in exhibitions and online platforms.
Profitability
- Manage order booking as per pricing policy to ensure defined margins.
- Ensure timely price increases in the market to safeguard profitability.
- Ensure proper approvals are in place for discounting plans.
- Align the team for continuous focus on high-margin products and closing deals with maximum margins.
Working Capital Management
- Ensure timely collection of receivables through periodic reviews with the sales team.
- Ensure no bad debt and securitization of payment terms with customers.
- Work along with the Operations team to maintain appropriate inventory levels.
People Management
- Identify gaps and prepare development and training plans for team members.
- Coach and motivate the team to enhance engagement levels and provide support for issues faced by them.
KEY SUCCESS FACTORS
- Achievement of sales and order-booking numbers.
- Achievement of budgeted margins.
- New customer addition.
- Horizontal and vertical deployment of strategies.
- Customer satisfaction.
MAJOR CHALLENGES
- Competition with well-established international brands having local presence.
- High delivery and development lead times vis-à-vis competition.
- International regulations and geopolitical impact on the market.
EXPERIENCE, SKILLS, KNOWLEDGE & COMPETENCIES
Qualification & Experience
- BE Mechanical; MBA preferred.
- 12–15 years of experience in Sales.
Skills & Knowledge
- International Sales.
- Exposure to projects in Oil & Gas, Substations, Infrastructure and Real Estate.
- Channel Management.
- Knowledge of Export Processes.
- Key Account Management.
- Good negotiation and presentation skills.
- Ability to interact with global leaders.
- Cross-functional stakeholder management.
- Industry knowledge of Industrial and Electrical markets.
- Financial acumen.
Competencies
- Decision making.
- Team management.
- P&L management.
- Strategic business development.
Additional Experience
- Experience in projects and selling Junction Boxes, ELPS, CMS or other related products in the Middle East market.
