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Overview:
How is it accomplished/Key Performance Indicators?
How is it accomplished/Key Performance Indicators?
High Level Requirements of Position:
Experience (required):
Education (required):
Education (preferred):
Travel:
This position reports to the PPE Regional Sales Leader, Middle East and is responsible for new business development, management of the channel partners’ network and customers relationships within the assigned Territory. Also responsible for implementation of common processes, tools and programs that will enable MSA better utilize existing resources while increasing the customer coverage and market share. Provides support to Regional Sales Leader in planning organizational development, sales and growth plans regarding assigned territory :
Responsible for regional growth in Industrial sales with Qatar territory focus area. This position will be responsible for the development of core products sales to key market segment OGP, utilities and construction.
Critical requirements for the role:
- Demonstrates an understanding of sales and distribution strategy at the field level.
- Manages growth expectations in Qatar industrial market with key focus at strategic end users
- Trains customers & channel partners on products, holds customer seminars and product demo days
- Understands product application, standards, applicable laws, local regulations and internal policies
- Understands competitive landscape and key PPE market drivers
- Achieves revenue targets and develops strong network of relationships to drive business growth
- Identifies and focus on most promising and profitable accounts within assigned territory
- Understands channel partner compensation programs.
- Reports trends/conditions, competitive actions and sales opportunities to sales management
- Understands and takes full advantage of available digital tools and online programs
Responsibilities:
% of Time
#
Major Responsibilities
80%
1.
1.1)Manage the sales through the channel partner network within the assigned territory in order to deliver on goals and sales targets by understanding both local market specifics and local organizational resources.
1.2) Executes actions on Product Portfolio Management which should result in constantly improving customer coverage by offering Best Product Mix.
1.3) Organize/attend meetings and events with channel partners and end users
1.4) Support sales teams of channel partners in their efforts to grow sales of MSA products
Approximately 75% of the time is required to be allocated on business trips within the assigned territory
How is it accomplished/Key Performance Indicators?
- Generating new business opportunities by meetings with customers (End Users and Channel partners)
- By providing training, guidance and support to channel partners
- Focus on effective utilization of resources to achieve high performance
- Monitor the Sales activities results on regular basis
- Support PPE Regional Sales Leader to pro-actively manage Channel Partner agreements that will increase MSA share of customer, while supporting Channel partner Market Development plans
- Monitor competitors to gather insight into market size and trends
- Understand regulatory and cultural environment
- Understand customer needs/drivers to improve Customer acquisition and loyalty
- Suggest improvements that can boost MSA strategic position on local markets
15%
2.
Implement programs that will increase market share, customer coverage and product coverage within the territory assigned, while focusing efforts on Core products and products with high fitness and profitability rankings. Prioritize Business opportunities and responsibly plan how to utilize resources.
How is it accomplished/Key Performance Indicators?
- Work in close cooperation with Sales, Channels and Marketing Managers within Middle East in order to capitalize on available Marketing programs and apply them in the territory
- Implement local Demand Creation programs leading to higher MSA brand awareness and safety awareness
- Identify and offer to Regional PPE Sales Leader strategic partnerships within the assigned Territory
- Understand local markets growth potential and MSA capability to utilize it
5%
3.
Prepare sales and market reports for the Regional PPE Sales Leader
How is it accomplished/Key Performance Indicators?
- Carefully analyzing customer and channel partner feedback (meetings, surveys, etc.)
- Providing valuable sales and business reports in alignment with the tools provided by the direct supervisor
Qualifications:
High Level Requirements of Position:
Experience (required):
- 3 years in Personal PE sales or similar business field (industrial customers)
- Fluent in English
Experience (preferred):
- 3 Years in managing end users and channel partner relationships
- Fluency in Arabic
Education (required):
- Economic or Engineering university degree
Education (preferred):
Travel:
Estimated 75%
