Senior Regional Sales Manager

at  Vanderlande Industries

Job Title
Senior Regional Sales Manager
Job Description
Job purpose statement

Reporting to the Commercial Director Middle East, the Senior Sales Manager performs a fundamental role in;

• Managing, improving and nurturing relationships with the relevant national and governmental authorities in the assigned area (eg. For KSA these are MATARAT, GACA, PIF, GID, etc)
• Creating and winning business opportunities within the area and accounts assigned.
• Further establishing Vanderlande’s status as a market leader in an increasingly competitive market.

In close coordination with the Sales Managers, Account Managers, Service managers, Project Managers and site teams, the Senior Regional Sales Manager is responsible for identifying and creating business opportunities in the market, building and maintaining strategic partnerships with customers & Government Authorities and ensure alignment with the roadmaps and business plans.

Qualification and job requirements

• Bachelor in Engineering, equivalent or higher;
• More than 10 years of commercial working experience;
• Saudi National
• Excellent verbal and oral skills in English and Arabic language.
• Excellent team player, take an active role in actively and successfully cooperating with the multi-disciplinary Middle East Team
• Working experience in the relevant industry is an advantage;
• Willingness to travel frequently within short notice;
• Ability to work within an international work environment and amongst different cultures;
• Proven successful in a highly competitive market

List of key activities

Ownership

• Conduct market research, generate leads, In close coordination with the Sales Managers, Account Managers, Service managers, Project Managers and site teams, gathers the relevant information on the needs, requirements and strategies of the relevant (governmental) Authorities to support development of the overall regional strategy.
• Develop and maintain account plans for the respectable accounts and authorities
• Support the Commercial Director Middle East in defining the Middle East overall strategy.
• Proactively lead the development of our Airport project and service business in the Middle East
• Lead the development of the Airport Middle East Projects Sales pipeline.
• Conduct market research, generate leads, In close coordination with the Sales Managers, Account Managers, Service managers, Project Managers and site teams, gathers the relevant information on the DMU’s and bidding process and develops win-strategy for projects.
• Work closely with the Account Managers in negotiating terms and conditions for project opportunities.
• Coordinate sales/engineering/maintenance in production of priced tender bids and sales documentation.
• Lead presentations of solutions to the customers, including pricing, products and systems layout and how the proposed system will operate to meet their commercial requirements.

Build Reputation With Customers

• Proactively lead the development of our relationships with the relevant aviation related authorities (eg. MATARAT, GACA, PIF, GID, etc) to enhance our competitive position in the ME market and sharpen our overall Middle East winning strategy.
• Proactively lead the development of our Accounts relationship to enhance our competitive position in the ME market.
• Create effective working relationships with all departments both in the Middle East and globally (as required e.g. EMEA, VOICE) to ensure that customer expectations are exceeded.

Drive To Win

• Gathers information and build valuable relationships that support the most effective overall strategy for growing the Middle East business and beating competition
• Lead the development of the APS ME Projects Sales pipeline.
• Conduct market research, generates leads, gathers the relevant information on the DMU’s and bidding process and develops win-strategy for projects.

Team Play

• Working as part of and in close conjunction with the APS ME team to ensure a smooth running of the business.

Everyday Better

• Responsible for continuous improvement of policies and procedures, learning continuously and developing professional potential and ability.

Safe Base & We Care

• Support a safe working environment through championing and encouragement of a safety-first culture.

Competences

• Possesses strong business acumen and strategic mindset;
• Excellent communication and interpersonal skills, with a creative and efficient approach to building and maintaining professional client relationships;
• Highly analytical and a natural relationship builder;
• Strong adherence to compliance and business ethics

• Managing, improving and nurturing relationships with the relevant national and governmental authorities in the assigned area (eg. For KSA these are MATARAT, GACA, PIF, GID, etc)
• Creating and winning business opportunities within the area and accounts assigned.
• Further establishing Vanderlande’s status as a market leader in an increasingly competitive market