Territory Sales Manager

2 weeks ago

Al Hufūf, Eastern Province, Saudi Arabia Celeros Flow Technology Full time
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


Reporting to the Country Director - KSA & Bahrain, the Sales Manager - Pumps OE is an essential member of the leadership team and is responsible for positively impacting end market results and the overall success of the business.

The Sales Manager - Pumps OE (Original Equipment) will be responsible for creating and driving the strategic growth plan in the Kingdom of Saudi Arabia, across the pumps portfolio of products as defined below:

_ Assigned ProductsPumps:
Clyde Union, Plenty, CPIL_


The Sales Manager - Pumps OE & AM will be responsible for achieving sales and gross margin targets for the customers and component countries within Saudi Arabia and Bahrain.

In addition, the job holder will be responsible for all aspects of direct sales and channel partners/agents and will be expected to ensure that the sales organization (people), culture, processes and systems support the strategy and performance expectations of Celeros FT.


The Sales Manager - Pumps OE will partner with all the associated Functional Leaders to develop and drive the strategic plan and performance of the pump business; a strong partnership with Product Management in particular will be critical to success.

The Sales Manager - Pumps OE will create customer demand, develop and manage relationships with end users, channel partners, strategic accounts, and EPC's.

A key part of this role will be to successfully drive the pump business to achieve expected targets.

Principle Duties and Responsibilities

  • Develops and executes Saudi and Bahrain commercial strategy to achieve the annual orders plan at or above target pricing.
  • Establishes and manages commercial performance through the pump product line bookings and price realization or margin targets.
  • Provides accurate order forecasts, front log activity and visibility of commercial activity as required.
  • Directs development and execution of commercial initiatives by product, channel, key account, or country.
  • Seeks opportunities to expand product offerings to new markets. Partners with Global Product Managers to determine appropriate strategies and initiatives.
  • Responsible for achieving sales and gross margin targets for the Clyde Union Product Line for Saudi and Bahrain region.
  • Provides comprehensive details of the product development needs to suit the local market(s):
  • Price points
  • Competitor performance, strengths and weaknesses
  • Product performance needs
  • Support of necessary NPD programs
  • Partners with Market Development to develop strategies for the Saudi and Bahrain.
  • Provides revenue and margin data and year on year growth expectations.
  • Proactively reacts to customers RFQ's (request for quotation). Completes and submits OES forms and secures the necessary internal approval to proceed with quotations. Effectively communicates to customers the intention to provide a quotation, or not. Updates the CRM or equivalent tool accordingly.
  • In close consultation with the Application Engineering Team and where necessary the Product Management Team, reviews and interprets customer enquiries. Analyses the requirements in line with data sheets, specifications, P&IDs, plans, and other project specific documents. Designs, sizes, and selects suitable products as per the customers' requirements and supports the Application Engineering Team to develop appropriate proposals / quotations.
  • Secures the necessary LEAF approval for all orders above $500,000 before issuing the quotation to the customers.
  • For both the company and the customers, coordinates the technical and commercial review of the quotations and assists with the negotiations for the same.
  • Once quotation negotiations have concluded, prior to receiving the customers PO, secures the necessary LOAF approval for all orders above $200,000 and for all orders that stipulate exceptional T&C's.
  • Develops a product strategy for Saudi and Bahrain across all assigned markets, defining organic growth and business development initiatives to support growth goals.
  • Understands competitor portfolios, develops strategies to capture market share that can be effectively implemented by the sales organization.
  • Identifies both technical and commercial innovation necessary in the region, continuously driving product differenti

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