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ID431850
ReferenceAS431850
TitleTechnical Sales Manager
Job TypePermanent
LocationUnited Arab Emirates
DescriptionOur client is now recruiting for a Technical Sales Manager. You will be directly reporting to the Regional Manager – MENA & Caspian.

** Ideal candidate will have experience in PASSIVE FIRE PROTECTION**

Job Purpose:
• To deliver the sales through existing channels and customers in UAE, Oman , North Africa and Iran.
• Develop new business in above markets from Oil and Gas projects for spray ( Fendolite MII) and non spray applications - Boards, Fire Stop, High performance insulation.
• Assist Regional Manager – MENA in yearly business budgeting process and plans.

Financial:
• Budget responsibility for potential EUR 2.5 M and contribution towards PME Etex Industry budget

Other key measures:
• Geographical Country Management (North Africa, UAE, Oman, Iran)
• Team Performance
• New Business Development
• Customer development
• Customer relations management
• Stakeholder management
• Personal objectives
• Deployment and delivery of business plans
• Monthly reporting

Key Accountabilities:
• Manage the commercial profitability of the business segment, strategic planning, and specific sector business analysis to ensure budgets are met within North Africa, UAE, Oman and Iran.
• Develop sales and marketing plans for submission and approval through PME and Oil & Gas Business Segment (OGBS) management team, to develop and expand the existing business.
• Generate Specifications with Clients and EPC to ensure company’s
• products are included on all key vendor list. Client Specification is essential for the success of the business unit within the region.
• Work closely with International Specification team for generation of specifications at EPC and PMC level with occasional visits and presentations at client’s premises.
• Maintain an updated CRM for projects and business details for global follow up system and forecasting.
• Maintain, establish and build key relationships with decision makers within key RTM to provide continuity and baseline sales results.
• Establish and maintain key relationships with the Agent / Distributor in North Africa, UAE, Oman and Iran to ensure future growth opportunities are maximized.
• Identify, evaluate, establish and measure performance of new and existing company. Recognized Applicators (PRA) in partnership with the Regional Manager to ensure performance against set objectives are delivered.
• Develop existing product and application opportunities and introduce new products with the support of the OGBS team.
• Liaise with OGBS team and work in collaboration with other OGBS colleagues to ensure the global success of the OGBS team.


Knowledge, Skills & Experience:
• Engineering technical / Business qualification, (to degree level)
• Construction industry background with minimum 10 year experience. Preference in the Oil & Gas industry and business to business sales/ contracting / inspections.
• Demonstrable knowledge of construction / engineering techniques with a strong commercial and technical background.
• Strong commercial acumen including business finance, contract knowledge, margin analysis, life costing etc
• Experience of strategic planning, budgeting, forecasting, Able to apply understanding of budgets, sales revenue and margin management to ensure the company sales performance is achieved.
• Proven track record of promoting and selling technical products within a specification engineering/technical environment.
• Excellent communication skills, written and verbal and able to adjust their style of communication so that it is appropriate for the audience.
• Excellent knowledge of materials/products/systems, markets and applications, and when and who would be influencing the sale
• Demonstrable and high levels of IT literacy for reporting etc…
• Good negotiation skills and strong influencer.
• Good motivator. Able to lead, inspire and motivate self and others.
• Problem solver – ability to work alone and propose solutions, rather than just being the communicator of problems.
• Demonstrable experience of working in an ambassadorial capacity for an organization when in dialogue with external parties.
• Good networking skills with all stakeholders.
• Experienced people manager (particularly experience of managing managers) with demonstrable experience of achieving business objectives through others.
• Demonstrable ability of translating strategic intent into tactical deployment with specific/defined activity plans.
• Have a complete understanding of the competition, both the products available and their current strategies.
• Experience of having worked in cross cultural (business) environments would be ideal, and a demonstrable appreciate of implications of such an environment is vital. Specific experience and understanding of the cultural aspects and knowledge of undertaking business in the Middle East would be preferred.

Job Challenges:
• This role requires a wide range of technical, commercial, engineering, cultural and varying interpersonal approaches in a diverse demanding marketplace.
• There is a high level of technical know how and expertise that is required of the role holder.
• The candidate is required to be highly adaptable to the differing styles and business detail required from a range of different audiences both internally and external to the organization.
• Cognizance of the balance between group level communication, senior management communication and communication with peers.

Additional Information:
• An understanding of the cultural aspects and knowledge of undertaking business in the Middle East would be preferred.

We Offer:
• A challenging position in an international environment.
• Opportunity to grow within group locally and internationally.
• A competitive salary package with benefits.

Main SkillsOur client is now recruiting for a Technical Sales Manager. You will be directly reporting to the Regional Manager – MENA & Caspian. ** Ideal candidate will have experience in PASSIVE FIRE PROTECTION** Job Purpose: • To deliver the sales through existing channels and customers in UAE, Oman , North Africa and Iran. • Develop new business in above markets from Oil and Gas projects for spray ( Fendolite MII) and non spray applications - Boards, Fire Stop, High performance insulation. • Assist Regional Manager – MENA in yearly business budgeting process and plans. Financial: • Budget responsibility for potential EUR 2.5 M and contribution towards PME Etex Industry budget Other key measures: • Geographical Country Management (North Africa, UAE, Oman, Iran) • Team Performance • New Business Development • Customer development • Customer relations management • Stakeholder management • Personal objectives • Deployment and delivery of business plans • Monthly reporting Key Accountabilities: • Manage the commercial profitability of the business segment, strategic planning, and specific sector business analysis to ensure budgets are met within North Africa, UAE, Oman and Iran. • Develop sales and marketing plans for submission and approval through PME and Oil & Gas Business Segment (OGBS) management team, to develop and expand the existing business. • Generate Specifications with Clients and EPC to ensure company’s • products are included on all key vendor list. Client Specification is essential for the success of the business unit within the region. • Work closely with International Specification team for generation of specifications at EPC and PMC level with occasional visits and presentations at client’s premises. • Maintain an updated CRM for projects and business details for global follow up system and forecasting. • Maintain, establish and build key relationships with decision makers within key RTM to provide continuity and baseline sales results. • Establish and maintain key relationships with the Agent / Distributor in North Africa, UAE, Oman and Iran to ensure future growth opportunities are maximized. • Identify, evaluate, establish and measure performance of new and existing company. Recognized Applicators (PRA) in partnership with the Regional Manager to ensure performance against set objectives are delivered. • Develop existing product and application opportunities and introduce new products with the support of the OGBS team. • Liaise with OGBS team and work in collaboration with other OGBS colleagues to ensure the global success of the OGBS team. Knowledge, Skills & Experience: • Engineering technical / Business qualification, (to degree level) • Construction industry background with minimum 10 year experience. Preference in the Oil & Gas industry and business to business sales/ contracting / inspections. • Demonstrable knowledge of construction / engineering techniques with a strong commercial and technical background. • Strong commercial acumen including business finance, contract knowledge, margin analysis, life costing etc • Experience of strategic planning, budgeting, forecasting, Able to apply understanding of budgets, sales revenue and margin management to ensure the company sales performance is achieved. • Proven track record of promoting and selling technical products within a specification engineering/technical environment. • Excellent communication skills, written and verbal and able to adjust their style of communication so that it is appropriate for the audience. • Excellent knowledge of materials/products/systems, markets and applications, and when and who would be influencing the sale • Demonstrable and high levels of IT literacy for reporting etc… • Good negotiation skills and strong influencer. • Good motivator. Able to lead, inspire and motivate self and others. • Problem solver – ability to work alone and propose solutions, rather than just being the communicator of problems. • Demonstrable experience of working in an ambassadorial capacity for an organization when in dialogue with external parties. • Good networking skills with all stakeholders. • Experienced people manager (particularly experience of managing managers) with demonstrable experience of achieving business objectives through others. • Demonstrable ability of translating strategic intent into tactical deployment with specific/defined activity plans. • Have a complete understanding of the competition, both the products available and their current strategies. • Experience of having worked in cross cultural (business) environments would be ideal, and a demonstrable appreciate of implications of such an environment is vital. Specific experience and understanding of the cultural aspects and knowledge of undertaking business in the Middle East would be preferred. Job Challenges: • This role requires a wide range of technical, commercial, engineering, cultural and varying interpersonal approaches in a diverse demanding marketplace. • There is a high level of technical know how and expertise that is required of the role holder. • The candidate is required to be highly adaptable to the differing styles and business detail required from a range of different audiences both internally and external to the organization. • Cognizance of the balance between group level communication, senior management communication and communication with peers. Additional Information: • An understanding of the cultural aspects and knowledge of undertaking business in the Middle East would be preferred. We Offer: • A challenging position in an international environment. • Opportunity to grow within group locally and internationally. • A competitive salary package with benefits.
IndustryIndustrial
FunctionsOperations
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