Area Sales Manager

Roles and responsibilities

Role Overview:

The primary task of the Area Sales Manager (ASM) is to deliver ENVEA's goals for sustainable revenue generation within the GCC region.

Responsibilities:

• Using best practice sales and business development techniques, identify and prioritize key market opportunities within the territory, from a national to end-user level.
• Identify the key stakeholders in the region: current and future sales partners, industrial end users, EPCs, engineering companies, integrators, governmental organizations, and other commercial entities that seek to procure or influence the procurement of the ENVEA's products and services.
• Develop new routes to market, defining a strategy of how to access target sectors, creating and implementing a plan for growth, taking ownership of and delivering on sales targets.
• Prioritize ENVEA products and services for promotion in the territory, developing credible commercial and technical knowledge, to deliver sales presentations to the target audiences.
• Appoint, manage and motivate a channel partner network, addressing core industry verticals and support customers throughout the territory, to deliver sustainable growth.
• Manage and maintain all active enquiries for the defined territory and or customer base, ensuring the necessary commercial and technical delivery of project-specific quotations, proposals and tender submissions, within the required timescales.
• Own and deliver on agreed sales targets for the region, with full responsibility for success.
• Deliver excellent customer service by responding promptly to enquiries with technical and application expertise. All opportunities will be managed and tracked through the use of Salesforce as the designated CRM tool, as per the business’ policies and procedures.
• Attend exhibitions, trade shows and conferences, delivering papers as appropriate) alone or with product manager support. Give seminars and technical presentations to distributors and end users.
• The ASM’s time is prioritized towards customer interaction and delivering value to the region. The primary performance indicator shall be revenue growth against target, with ownership of the territory and delivering the agreed strategies and objectives.
• The position reports directly to the Regional Director and requires a transparent and collaborative approach to ensure that the goals are met. The role is to be delivered from within the territory and will require extensive travel inside the region. All employment duties shall be performed with strict adherence to ENVEA’s ethical codes of business.

Desired candidate profile

Profile:

• A minimum of five years’ experience in a similar B2B role, within the GCC region, in a related commercial sector, within demonstratable commercial success.
• Instrumentation sales experience, ideally from within ambient air quality, emission monitoring and or process monitoring sectors.
• Proven market knowledge of the core industrial verticals and municipal / government sector business within the region.
• Knowledge of the regulatory framework and the industrial project sectors within the region.
• Ability to deliver technical sales arguments, focused on value-add and solution differentiation.
• Familiarity with modern sales techniques, complex sales project management skills and pipeline management.
• Recognizing the importance of CRM tools, pipeline management and accurate forecasting.
• Fluent in English, both written and spoken.
• Competence with MS Office as the primary software platform.
• Current residence in the region, with a desire to travel extensively to fulfil the duties of the role.
• Technical and commercial expertise with ambient air quality monitoring, continuous emission monitoring, and process control and optimization solutions would be ideal.
• An established network of connections within the key stakeholders inside the territory, particularly within the core verticals of the region’s industrial sector.
• A developed understanding of global projects, the role of consultancies, engineering companies, EPCs and integrators within the core industry verticals, recognizing the role of project influencers and sponsors, from FEED through to final bid submission.
• Excellence in the use of Salesforce as the established CRM.
• Arabic language would be a strong advantage, with French or German speaking of benefit.