Regional Sales Manager – Pumps AM
Req ID: 62785
Location: Dubai, Dubai, AE
Date: Mar 27, 2023
For over 140 years our products have helped ensure the safe, reliable operations of key industries. With a passion for precision and partnership, Celeros Flow Technology continues this heritage of high performance and dependability, providing mission critical, sustainable flow control solutions for our customers around the globe.
Celeros Flow Technology is looking for individuals with a voice and a vision. We embrace change, diversity and promote new ways of looking at old ideas. We seek talented professionals to join our world-class team of innovators in a global, collaborative & multi-cultural environment, where you will be challenged, supported, and inspired to be extraordinary.
GENERAL SUMMARY
The Job Holder will be responsible for the sales and business development of the of assigned brands/ products/ services, to key Power & Energy End Users, within the assigned territories:
Replacement parts, Pumps – Middle East, Pakistan, Caspian & Turkey
The Job Holder will proactively interact with new and existing customers to expand the customer base, develop the customer relationship, overhaul and upgrade to key Oil & Gas, Power & Water End Users, troubleshoot the specific customer concerns or problems, generate leads and opportunities, all with the objective to achieve the specified sales and business development targets. The Job Holder will also prepare and present sales presentations, sales forecasts and action plans in order to maximise the market potential and will develop goals accordingly to achieve the specified sales and business development targets. The Job Holder will act as the CFT Clyde Union / Plenty / S&N Pumps local Aftermarket technical authority.
Principle Duties and Responsibilities
Sell and promote Celeros Flow Technology assigned products, spares and services in assigned territories, either directly to the Customer or via Local Agents / Distributors (where necessary).
Where Local Agents / Distributors are necessary ensure, the appropriate procedures are followed and the required ongoing support is provided. When engaging with a new Local Agent / Distributor ensure the due diligence documents are completed and approved by the Legal Department. Continue to manage and support the Local Agents / Distributors – provide technical and commercial support, provide training and guidance, make joint visits to key Customers as necessary, set KPI’s, monitor and evaluate performance, provide feedback / escalate as necessary.
Demonstrate strong expertise for assigned products and for the industry.
Develop and expand relationships with existing and potential Customers and maintain close relationships with key Customers.
Communicate regularly and consistently with existing and potential Customers to generate leads and opportunities.
Appraise Customer’s current and future needs and advise on the appropriate Celeros Flow Technology products and services to meet their requirements and propose alternative solutions as necessary.
Follow up with Customers to ensure Celeros Flow Technology products and services are meeting their requirements and expectations.
Investigate and coordinate the resolution of complaints raised by Customers and troubleshoot their concerns.
Interface with Customers and conduct on-site meetings as necessary to understand requirements, to obtain order commitment, to finalise designs and to resolve concerns / complaints.
Collaborate with other Regional Sales Managers, sharing information and business opportunities.
Coordinate with Field Service Engineers to win Customer maintenance contracts.
Proactively reacts to Customers RFQ’s (request for quotation). Completes and submits OES forms and secures the necessary internal approval to proceed with a quotation. Effectively communicates to the Customer the intention to provide a quotation, or not. Updates the CRM accordingly or equivalent tool accordingly.
In close consultation with the Application Engineering Team and where necessary the Product Management Team, review and interpret Customer enquiries. Analyze the requirements in line with data sheets, specifications, P&IDs, plans, and other project specific documents. Design, size and select suitable products as per the Customers requirements and support the Application Engineering Team to develop an appropriate proposal / quotation.
Secure the necessary approval to quote for all opportunities above a Company defined threshold limit by seeking approvals as per the Company established approval matrix
For both the Company and the Customer coordinate the technical and commercial review of the quotation and assist with the negotiations for the same.
Once quotation negotiations have concluded, prior to receiving the Customers PO, secure the necessary approval as per Company established approval matrix for all orders above Company defined threshold limit and for all orders that stipulate exceptional T&C’s.
Organise and drive the preparation of bids and contracts.
Coordinate with the Finance / Accounts team and be aware of and problems with Supplier and Customer accounts.
Coordinate and actively participate in the order hand over meeting with the Manufacturing Facility, Project Manager and Supply Chain Team. Provide clarification on any specific project requirements and on any technical or commercial queries.
With your Line Manager / Regional Director, review the market potential for assigned products in the assigned territories and compile a strategy and action plan in order to maximize market potential and achieve targets. Continue to develop and recommend innovative ideas and tactics to increase market share and increase sales.
Execute agreed action plans to achieve targets for assigned products in the assigned territories.
Monitor market trends and competitor activity in the assigned region on a regular basis.
Report any concerns and suggested solutions and any opportunities and suggested action plans to the Line Manager / Regional Director.
Prepare weekly and monthly sales reports (forecast, customer visit report, etc.) showing sales volume including potential sales, monitored against the budget, with action plans to address variations.
Prepare and deliver sales presentations and technical presentations to internal and external stakeholders.
Participate in trade shows, exhibitions and seminars either directly or in conjunction with Local Agents / Distributors.
Represent the Company in a professional manner aligned to the Celeros Flow Technology Values and ensure all activities comply with both legal and ethical standards.
Knowledge, Skills and Abilities
Thinks both creatively and commercially; has in-depth engineering knowledge to identify technical risks, solve problems and provide solutions but also has in-depth commercial knowledge to identify risks within contracts.
Analyses and interprets common scientific and technical journals, financial reports, and legal documents.
Must be able to define the problem, assess the risks, and develop recommendations for action plans. Furthermore, must be able to execute the action plan, focus and guide others to accomplish the plan and drive change where necessary.
Encourages others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitates the implementation and acceptance of change within the workplace.
Displays exceptional attention to detail and accuracy, even when handling multiple demands and has a proven track record of meeting high performance standards.
Responds professionally to all inquiries and complaints and remains calm and composed when under pressure.
Communicates effectively, effortlessly tailoring the approach to the audience and the level of technical competence.
Possesses the ability to prepare and deliver both sales and technical presentations and to train and transfer technical knowledge to internal and external stakeholders.
Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions. Engages the audience and helps them understand and retain the message.
Uses appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one’s own behaviour to accommodate tasks, situations, and individuals involved.
Exhibits confidence with negotiations and possesses the power to influence.
Is well organized, structured and methodical.
Is self-motivated, works independently with little supervision, positively establishes relationships across multiple locations and copes well with working remotely from the team and other departments.
Is an effective team player (committed, reliable, responsible, flexible, helpful, supportive, active listener / communicator).
Communicates fluently (verbal and written) in English – essential, in Arabic – advantageous
Possesses a valid Driving Licence converted for use in the Middle East – essential
Education and Experience
Degree in an Engineering discipline (Mechanical, Chemical, Manufacturing, Production, Fluid Power Technology) and three years customer facing related experience.
Five years’ experience in the oil & gas / power & energy market – essential
Relevant experience of Centrifugal Pumps, API 610, 614, 682 International Standards and major Pump end user’s within the middle east region (DEWA, EGA, VTTI, ENOC, AGIBA, GUPCO, Jordon Petroleum, Exxon Mobil, PPC, Khalda, OGDCL, PARCO Etc.) – essential
Strong knowledge of Microsoft packages including Word, Excel, PowerPoint and Project. |
