Area Sales Manager

Area Sales Manager

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Date: Jun 28 2024

Location: Riyadh Ar Riyad SA

Company: Bureau Veritas

We are a world leader in Testing Inspection and Certification (TIC) delivering high quality services to help clients meet the growing challenges of quality safety environmental protection and social responsibility.

Purpose of Position

• The Area Sales Manager will report to the Country Chief Executive
• The position performs in line with the Bureau Veritas Quality Assurance System including the BV Code of Ethics and the BV Group policy.
• The Area Sales Manager builds and manages all aspects of a sales department inclusive of leading management account management business analytics and channel development. The Area Sales Manager also works closely with the following departments; Sales Operations Manager Finance Marketing and other sales teams for the purpose of ensuring the delivery of firstclass delivery experience.
• Lead the Business Development for CIF Division across all markets and divisions: : Oil & Gas (upstream MidStream & Down Stream) Power & Utilities Metals & Minerals etc.

Major Responsibilities

• Business Development Strategy: The Area Sales Manager plays a strategic role in building creative sales strategies aligned with Operating Group priorities and local opportunities that are focused on consumer satisfaction and revenue generation for the business. In this position the Area Sales Manager is accountable on delivering the sales and growth objectives within his/ her respective area. Sales Team Management:
• The Area Sales Manager conducts reviews on the existent sales department and weighs them against results in order to identify areas of improvement. He subsequently relays this information to senior sales and operations management for consideration and approval.

The Area Sales Manager is animating the sales team within his/her area ensuring proper alignment to LEAP strategy as well as cross selling.

• In this position the Area Sales Manager also assesses and identifies the competencies and resources required by the sales department in order to achieve optimal performance leading to financial benefit for the business.

• Analytics: In collaboration with the region sales excellence manager the Area Sales Manager also plays an analytical role in conducting research and performing analyses on the performance of the sales department ensuring prompt delivery and accuracy of various sales reporting.
• In this position the Area Sales Manager tracks sales activities and creates reports that he presents to senior sales management for use in strategic decision making.
• He/ She is in charge of Sales Team objectives setting monitoring and validation in collaboration with the Region Sales Excellence Manager. Business Development Large Proposals Management and key stakeholders engagement:
• Lead Business Development for all major/key opportunities for Area name. Development and maintenance of all projects opportunities & tenders list for large opportunities.
• key stakeholders engagement : The Area Sales Manager is responsible for building the right level of interactions and connections with key stakeholders within his/ her area. The Area Sales Manager develops and builds relationships and partnerships by being attentive serviceoriented friendly helpful and courteous to customers colleagues external partners and so forth.
• The Area Sales Manager should also be managing Large Clients relationship within his/ her area.
• In this capacity the Area Sales Manager acts as a brand ambassador taking advantage of the relationships and connections that he has established to avidly represent the business share its vision increase awareness and establish more relationships.
• Identification preparation and submission of prequalification expression of interest offers & tenders. This includes offer and contract review.
• Management and grow business with local key accounts within his/ her area.
• The Area Sales Manager also has a duty to represent the business of BV beyond the sales department. The Area Sales Manager participates in tradeshows sales workshops sales seminars and events on behalf of the business. This is for the purpose of collecting qualified leads and pertinent sales information as well as keeping up with market trends in order to ensure that the business does not lag behind of other players.
• This is also for the purpose of establishing the business as a thought leader in the market gaining the respect and trust of consumers and competitors alike. At this capacity the Area Sales Manager will serve on industry boards and committees when appropriate and maintain membership in local national and international industry organizations. He will be supported by BV offices with marketing tools such as presentation material profile catalogue reference list completion/appreciation letters etc.
• Collaboration: The Area Sales Manager also plays a collaborative role partnering up with the finance department to ensure availability of sufficient funds for the sales department in order to ensure optimal performance. He also partners with the marketing department in ensuring that strategies and objectives are aligned ensuring that marketing initiatives support sales efforts and that these strategies are all aligned to the businesss overall objectives. In his collaborative role the Area Sales Manager also works closely with senior operations management in the creation of new sales strategies and approaches.

Criteria for Performance Evaluation (KPIs)

• 3 years plan implementation
• New sales objectives as per budget
• Actual Sales Revenue and Profitability versus budget.
• Maintenance of Empanelled/prequalification/agency list with clients.

• Should be a Go to Market attitude personnel with ability to connect people client contacts at higher level & should be able to convert contacts into business.
• Analytics: A candidate for this position must also demonstrate strong analytical skills and an ability to assimilate complex data and information from disparate sources and process it to address a certain need or issue in the sales department. The candidate will be highly proficient with research solutions to sales as well as effectiveness measurement systems.
• In this capacity the Area Sales Manager will conduct regular research and analyses on the businesss market and competitive environment looking for opportunities to further the sales departments goals by adjusting strategies and approaches that enhance efficiency and performance.
• Travel within the region as per business need.
• Development of sales capabilities and upskilling of sales team within his / her area

Qualification and Experience

• Education: The Area Sales Manager must have a bachelors degree (masters preferred) in Communications Business Administration Business Management Marketing or any other related filed with an engineer background. An equivalent of this requirement in working experience is also acceptable.
• Experience: A candidate for this position must have had working experience of at least 10 to 15 years in a sales position and 5 years in managerial level within a complex and fastpaced business environment as a Sales Manager. preferably in Internationals companies . A suitable candidate will also demonstrate experience in sales research and how raw information and data is processed to become useful insights that assist the sales department in establishing appropriate strategies that lead to the achievement of goals and targets.
• A suitable candidate will have established contacts and relationships within the businesss industry in addition to having experience working with sales account databases and CRM platforms. He will also have exceptional sales skills and a consistent track record in sales conversion success and performance
• Should have dealt with both Public sector companies and Private sector companies for tendering negotiations and finalizations.

Skills & Qualities:

• Communications Skills: Communication skills are a must have for this position in both verbal and written form. These skills are especially necessary in building relationships with customers and external partners. Additionally the clarity of communication between the Area Sales Manager and the sales roles and collaborating personnel will also be a determinant of the overall performance in the department. The Area Sales Manager must also be in a position to convey even the most complex information and insights in his reports in a simple clear and convincing manner tailoring messages to suit various audiences.
• The Area Sales Manager must also be a storyteller who is able to sell the BV brand to potential clients and secure more sales for the business. In addition to this the Area Sales Manager must also be a great listener with ability to clarify and resolve issues and concerns of consumers external partners senior personnel junior personnel etc.

• Should be a Go to Market attitude personnel with ability to connect people client contacts at higher level & should be able to convert contacts into business.
• Analytics: A candidate for this position must also demonstrate strong analytical skills and an ability to assimilate complex data and information from disparate sources and process it to address a certain need or issue in the sales department. The candidate will be highly proficient with research solutions to sales as well as effectiveness measurement systems.
• In this capacity the Area Sales Manager will conduct regular research and analyses on the businesss market and competitive environment looking for opportunities to further the sales departments goals by adjusting strategies and approaches that enhance efficiency and performance.
• Travel within the region as per business need.

SHAPING A WORLD OF TRUST WHAT WE VALUE AT BV

We create trust between businesses and we are committed to cultivating an open and inclusive environment wherever we operate and so do our employees. Being part of the BV family is more than just working its being convinced that you will leave your mark. in shaping a world of trust.

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