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Commercial Manager
2 weeks ago
Job Purpose To work as part of an international sales team, responsible for the Saudi Arabia Market. The purpose of the role is to plan and implement sales and marketing activities with country distributors and end users to deliver consistent revenue growth. The individual will be required to travel 60% of their time, to develop and understand key vertical markets in the territories and build action plans accordingly. Find suitable distributors and set up the distribution model. Primary Responsibilities - Building Mindshare and driving growth across the distribution landscape - Promoting Fluke Reliability connected solutions. - Expanding new/uncovered verticals and regions with the territory; identify potential new partners, onboard, and deliver growth. - Execution of the distributor integration plan - Channel Partner score-carding (segmentation & focus on Strategic distributors) - Implementation of funnel management processes & forecasting - Distribution Channel Marketing Campaigns (demand generation) to drive growth. - Work with EMEA Marketing on Distribution Channel training needs 1. Responsible for achieving the regional sales target - Achieve annual sales target. - Review sales results weekly with the senior management team. - Review sales results with distributors and implement appropriate countermeasures and action plans. - Problem-solve where required and drive root cause analysis. - Build the required structure and reporting mechanisms to capitalize on growth opportunities. 2. Deliver Growth at target strategic accounts - Work closely with the line manager to coordinate and execute strategy at top accounts. - Develop and implement Channel Account Plans - Manage the Tender process and build relationships with Key Stakeholders - Plan targeted campaigns to maximize awareness and development. 3. Lead the development of the distribution development within the region - Review ongoing sales opportunities and establish standard work for funnel reviews. - Visit end-user customers within region to gain an understanding of the customers/markets. - Develop a market model map and size of the business opportunities. - Develop the Go to Market strategy within the region. - Onboard new distributors, product training, and sales training. 4. Drive results through effective marketing - Work closely with Marketing Team to: - Engage and promote online training tools. - Develop and implement effective sales - and marketing programs with the distributors. - Target key market sectors to generate the end-user pull strategy. - Plan demo equipment requirements for sales support - Carry out demo validation trials to end users. - Plan targeted campaigns to maximize awareness and development. Qualifications/Skills and Knowledge: - Ability to build partnerships at various levels with end users and distributors. - Key Account technical and commercial sales skills - Highly motivated to succeed, grow and develop. - Degree educated with minimum 5+ years in related discipline. - Large company experience with the ability to bring large company process and structure to a smaller, dynamic, growing business. - Good communicator and excellent organization skills - Ability to drive change. - Travel >60% - CRM/Funnel management skills - Arabic speaking is mandatory to cover the region. Key Performance Indicators - Achievement of sales targets - Channel performance management - Key Account relationship building - Funnel and lead management - Weekly & Monthly forecasting - Increased product portfolio coverage through distribution - Implement end-user pull strategy into key market sectors. Fortive Corporation Overview We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth.
