MEA Sales Manager

at  Fluke

Job Title: Middle East Africa Sales Manager
Department: Fluke Reliability
Location: Dubai
Travel Percentage: 60%
Reporting to: MEAT Sales Director

QUALIFICATIONS/SKILLS AND KNOWLEDGE:

Degree educated with a minimum of 15 years of sales/engineering/management experience – from individual contributor to leader
At least 5 years leading sales teams, cultivating collaborative and productive relationships with both customers and internal stakeholders
Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic goals
Bias for action with strong results orientation; Willingness to take a critical view of stretch goals and initiatives to drive breakthrough results
Proven history of attracting, retaining and developing high performance sales managers
Strong executive communication and presence
Demonstrated high-intensity, high-initiative approach towards owning and growing the business
Proficiency with the test and measurement industry or an adjacent field
Advanced CRM/funnel management skills
In terms of the performance and personal competencies required for the position, we would highlight the following:

JOB PURPOSE:

The sales Manager will be instrumental in driving the growth plan (hardware and software sales) to deliver top-line growth, profitability, and market share gains. Reporting directly to the MEAT Sales Director, this role is responsible for translating organizational priorities into defined actions. He/she will also be responsible for actively engaging new customers in new verticals to drive market expansion, and generate revenue, to achieve sales and service targets, relationship-building, strategic thinking, and an intrinsic understanding of the product & services being offered.

PRIMARY RESPONSIBILITIES:

Develop and execute a regional sales plan aligned with the strategic priorities of the high-growth markets commercial team
Execute a Go-to-market strategy that delivers consistent, long-term revenue growth and market share gains
Cultivate and maintain strong relationships with key clients, understanding their needs and ensuring exceptional service.
Develop and execute strategic account plans to drive revenue growth and meet sales targets.
Work proactively with sales coordinators, finance, compliance, and customer service to ensure customer satisfaction
Collaborate with cross-functional teams, including marketing and product development, to align strategies and enhance customer satisfaction.
Analyze market trends and competitor activities to identify opportunities and threats, providing valuable insights for decision-making.
Conduct regular business reviews with customers to assess performance, address concerns, and explore avenues for upselling or cross-selling.
Drive customer engagement across the region through voice of customer feedback.
Lead and create followership through transformation; create a vision to align stakeholder engagement.
Drive change through process and metrics-driven leadership.
Work with other colleagues to provide a coordinated approach for Fluke Reliability.
Deliver consistent high market growth through the identification of new customers, verticals, and market opportunities.
Use Fortive Business System tools to manage the funnel effectively through the sales stage to close.
If necessary, create Problem-Solving Reports to address variances and create countermeasures.
Report regularly against defined objectives to the Manager.
Consistently deliver accuracy on monthly and quarterly bookings and revenue forecasts.
Share customer feedback with Service, Marketing, R&D/Engineering, Product Management.
Carry out product demonstrations and presentations to create new opportunities.
Ensure funnel management is a fundamental behavior across the commercial team.
Expand the customer contact database by working on market visibility actions and new verticals.
Utilize value-selling methodology and tools.
Build competitor strategy and increase market share in key vertical markets.