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Regional Sales Manager Oil & Gas - Dubai

Client of OilandGas People

10 - 11 years United Arab Emirates - United Arab Emirates

Any Nationality

, Posted on February 24, 2018 1 Opening

Job Description

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Key Requirements
Turn opportunities into sales to achieve sales target
Develop market intelligence of the region as input to the sales routes of the product teams
Actively work on developing clients through sales activity management
Agent and partnership management
Business development with regional clients
Maintain and develop client relationship during order stage
Keep track of opportunities and activities in CRM (Nexus)
Secure working methods are in accordance with the Quality and Safety Management Systems
Ensuring an adequate knowledge level is maintained in the field of expertise. Developing knowledge and skills to be able to address current and future project and market demands
Sales routes
Provide market intelligence of the region to the product teams for development of sales routes, yearly updates and quarterly reports
Sales Activity Management
Develop and maintain long term relations with our clients (e.g. high/mid-level Decision Making Units, Technical Authorities)
Map the clients into market, working and buying platform based on sales routes and keep track in regional SAM sheet, monthly progress meeting
Determine client action plan together with the product teams and other regional managers to achieve yearly targets
Initiate and maintain long term development plans with key clients, possibly with joint R&D projects
Spot opportunities in the market with the defined clients and turn them into sales
Develop Opportunity to Order sheets for key opportunities
Hold bid-no-bid meetings with product team, co-develop strategy for all opportunities with product teams in line with sales routes and SAM
Understand client needs and expectations, need creation with client where possible
Map the competition
Align with other regional sales managers to determine strategy during (pre-)FEED and EPCbid stages (cross regional opportunities)
During proposal stage
Be client facer
Co-ordinate between client and product team(s)
Align with product team on technical and commercial strategy
Negotiate terms and conditions together with product team and legal department
Keep data in CRM system up to date in order to ensure proper reports can be made and colleagues are informed
Generate monthly funnel for the region
Order stage
Keep relationship with client during order execution and liaise with product team on issues with the project execution
Measure client satisfaction during order execution
Act as liaison between product team and client during escalation phase (i.e. variation orders and over due invoices)
Find new agents for new (part of) regions and agree on agency agreement together with Managing Directors
Together with product teams find new partners and agree on partnership agreement with Managing Directors
Agree commission level with agent in accordance with agency agreement and capture this in Project Agreement Sheets
Ensure relationship with agent and partners are maintained, be overall responsible for all Product Teams towards the agent and/or partner.
Develop action list and targets with agent/partner based on Sales Activity Management and Opportunity to Order
Core Competencies
Cooperation (Teamwork)
Contributing to a collective result by optimizing the balance between one s own qualities and interest and those of the group/other parties
Result orientation
Staying focused on achieving a goal, despite of problems, drawbacks, resistance or distractions
Job specific competencies
Being able to contact others and approach them with ease, in order to maintain or increase network of contacts relevant for the job
Customer Orientation
Giving a high priority to customer satisfaction and the provision of service and support and acting accordingly
Tactical Adaptation
Changing your behavioral style / tactic / strategy when problems or opportunities arise in order to achieve a set goal; the ability to improvise and adapt
External Awareness
Demonstrating awareness of subject matter, organizational, social or political developments or other relevant external factors
Being able to engage oneself with a particular task intensively for a longer period of time, even if experiencing adversity. Persisting with a plan until the desired goal is met
Initiative / Self-direction
Spotting problems or hurdles and solving them as quickly as possible. Being alert to opportunities, new situations or problems and acting upon them at an early stage
Job Description
Region Affinity
Can demonstrate regional affinity, local market knowledge, sales success and cultural awareness of clients in the assigned region
Tasks & responsibilities with regard to Quality, Health, Safety and Environment (QHSE)
Taking training courses
Using appropriate personal HSE measures (e.g. Personal Protective Equipment s)
Cooperating on quality, health, safety, environment and security improvements
Reporting incidents potential danger, accidents, near misses, damage, fire, spills
Act according the Company Policy and Code of Conduct
Follow Project and Company Q and HSE procedures/work instructions and Policies
Reporting and preventing deviations, Non Conformance and complaints
Authorities with regard to HSE
In case of an acute safety threat you are required to cease the work activities, notify the HSE coordinator directly and follow up all necessary actions
Level of education / experience
Higher education degree in a commercial direction and technology, or equivalent, with a minimum of 10 years of relevant work experience
Other requirements
Ability to speak and write English at a professional level
Knowledge of a regional language is a beneficial attribute
Willingness to travel on a frequent basis

Industry Type : IT - Software Services
Functional Area : Sales / Business Development


Service CRM Market intelligence English Policies environment health safety Action plan Management systems Sales strategy Safety management

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