REGIONAL SALES & BRANCH MANAGER - GULF REGION
Our Customer
Our client, one of the main European actors in the commercial refrigeration sector delivering both large and small food related industries as well as many other sectors requiring reliable temperature controlled storage is looking for a Regional Sales & Branch Manager for the Middle-East area based in Dubai.
The Dubai’s HQ / office offering a human sized environment is the regional sales head office for the Middle East region. Operating through direct sales, dealers and distributors, the subsidiary provides a global service up to turn key projects and service. The Corporate Headquarter is located in Spain the historical country of the group. The region that the Regional Branch Manager will cover is the Middle East region (GCC and others).
Job Details
Your main responsibilities are:
• Establish and maintain relationships at assigned accounts/ new accounts and engaging with personnel involved to ensure effective and efficient use of resources.
• Positively impact territory sales personnel performance, sales growth, profitability and business development based on annual goals and business plans.
• Formulate annual business strategies and plans to grow overall sales and market share.
• Coordinate activities and resource allocation with other personnel as needed, including R&D, Contracting, Service, CRM, Mfg, Parts Sales, Finance and HR.
• Implement and measure all commercial programs within assigned territory and act as single point of contact for personnel, clients (End-users /Dealers /Distributors).
The Position will also drive sales by providing advanced solutions to fulfill customer needs and financial goals in his geographical area which includes:
• Network selling by optimizing the service capability of service shops.
• Involve dealers effectively in order to develop lots of local-oriented end-user customers for top line growth with standard products.
• Improve Installation and project follow up.
• Implement product marketing strategy by conducting product promotional programs approved by Marketing.
• Control expense branch budget and take a significant responsibility in PD process for optimizing the operating profit.
• Conduct/train Account Managers toward more result-oriented and profit conscious through the programs of “Value Selling”, “Price to Value”, and etc.
• 70% out of the office. Ideally based in the dedicated region.
Your Profile
Education:
University Degree in Engineering with generalist Business Administration knowledge. A Marketing Degree would be appreciated.
Professional Experience:
Ideally, the candidate will have demonstrate as a minimum of 5 to 10 years of relevant experience in the area of Business Development of High Value & Technical Products requiring installation, services and maintenance within Commercial subsidiaries of International Manufacturing Groups ideally dedicated to the world of mass retail or Retailers or other related/ similar industries. The knowledge of the Middle East market and the one of the Gulf area are key to the successful candidate.
Experience in field sales and management of dealers/distributors with standard products/pricing and deep knowledge of installation works will be also a plus.
Your Skills
Fluent in English and Arabic. Operational in French & or Spanish a plus.
IT skills:
Literate in the IT area with the Pack MS office; at ease with reporting tools
Soft Skills:
• Shows great sensitivity to needs and concerns of others.
• Listens actively to perspectives, needs and concerns of customers and employees.
• Demonstrates an ability to create positive relationship with key business and industrial leaders in the served market.
• Takes a well-ordered approach to solving problems and acts confidently despite obstacles or resistance.
• Makes difficult decision in timely manner. Exhibits a willingness to take calculated risks.
• Demonstrate the discipline and drive to meet sales goal of equipments. Strong ability to set and meet aggressive monthly and annual goals
• Demonstrate a consultative sales mentality.
• Be able to visualize innovation solutions and clearly communicate to customers
• Develops team relationships with the team below as well as with his peers.