Sales Manager Middle East

Job Requirements

"Summary:
Sells and proposes products, systems, and services requiring technical knowledge of engineering and/or science and cost effectiveness. Calls on management representatives to convince them of the desirability and practicality of products and services offered. Talks and works with customers and production engineering to determine how products or services could be designed or modified to best suit customers' needs. Demonstrates to potential customers how and why products and services would suit customer needs better than competitors’ products.
Job Description:
The Field Sales Engineer is responsible for achieving annual sales program for the aluminum market. Fosters and develops existing accounts while penetrating and developing new accounts within his or her assigned territory. Create yearly territory plans that align with company goals focusing on growth and expanding market share within region. Seeks out new markets and new product opportunities to better serve accounts and region. Maintains highest level of knowledge possible of Thermbond refractory and ceramic fiber vacuum formed product lines. Works closely with application engineering team to provide superior technical support and best in class technical solutions to complex problems. Maintains cognizance of all market influences and able to provide management team competitive market knowledge and/or updates. Must be comfortable cold calling prospective customers and growth markets.
A successful candidate is a highly motivated individual that can demonstrate the ability to achieve yearly sales plan with an attention on growth and expanding his or her given territory.
Responsibilities:
• Meet or exceed sales plans.
• Growth in aluminum market for the Middle East region.
• Overnight travel expected (75% of time during the week), primarily within assigned territory
• Maximize time in front of customers. Minimize travel time. Call on accounts in clusters. Work one territory zone each day. Use loops and cloverleaves.
• Provide accurate forecasts on a regular basis (weekly, monthly, etc).
• Utilize CRM software to identify, progress, and close Opportunities. Use CRM to document and store Accounts and Contacts, Call Reports, Activities, etc.
• Complete expense reports in time and under budget.
• Create strategies to penetrate key competitive accounts.
• Understand Value Based Sales Model to extract highest value from an opportunity. Understand pain points and value selling approach.
• Work closely with application engineering team to continuously improve core knowledge on applications and products, selling skills, presentation skills and negotiation techniques.
• Continuously improve selling, business, and management acumen.
• Setup and lead regular sales calls with team.
• Make technical presentations to large audiences (i.e. lunch and learns).
• Present special programs: marketing/advertising programs, new products, training and educational seminars
• Collect competitive information and communicate to Marketing and Growth organization.
• Working closely with customer service management to manage and resolve issues and complaints: quality, delivery, AR and obsolescence.
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