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Job title
Regional Sales Manager – MEA
Grade
Stream
Commercial & Downstream
Function
Polymer Marketing – Global Sales
Location
UAE – Dubai
Budget control
*OPEX and/or CAPEX and/or Revenue amount as relevant*
Reporting to
VP of Global sales
Direct Reports
sales managers (3-5)
Job purpose
Leading, organizing & developing the Regional Sales for the designated area; through the execution of its sales program (KPI’s, trends, product portfolio & milestones achievement of sales operational objectives, relevant data to penetrate markets), and inspiring leadership to develop the assigned staff to exceed customer expectations; in order to achieve regional revenues and profitability targets in the short, mid and long term, while saving full time employment resources.
The position will act in accordance with the Group’s Mission, Vision, Values & Strategies, as well as, policies, guidelines and international standards, supported by an IT Technology platform, HSE standards, Oman’s government & other legal justifications, and best international practices in consonance with the national objectives.
Main tasks and responsibilities
- Develop and execute the Sales long-term strategic plan for the specific region and its netback forecasts in alignment with the function and organisation strategies and identifying trends that affect current/future growth of the regional sales and profitability.
- Identify key targets (territory, customers) and optimally deploy resources (sales, agents, and distributors) to sell out volumes at the optimal price.
- Provide regular inputs for the annual sales forecasts related with his/her Region & estimating total portfolio (products) sales.
- Lead negotiations with adherence to best practices for sales activities, key customers/distributor accounts, and develop contracts for the specific Region.
- Exceed customer expectations, while maintaining profitability and business sustainability.
- Selecting, training, assigning, and counselling indirect sales channels and completing sales plans capable to execute direct sales to key customers.
- Model of professionalism to lead– high integrity & energy with a collaborative mindset and to support co-promoting partners & distributors.
- Recommend people development and retention plans. Coach to improve individuals and team performance.
- Establishes suitable contracting terms and conditions to recommend product and service enhancements to improve customer satisfaction and sales potential.
- Play a key role in resolving customer complaints and recommending acceptable industry solutions that impact the business positively.
Key interactions
Internal: Global Sales team, Global Industrial Marketing, Global Supply Chain, Finance, and Legal.
External: Agents, Customers, stakeholders, Traders, Dealers, compounders, engineers, consultants, end-users, etc., Banks, Gov. authorities (for taxation purposes) Create trusting and positive relationships including Key Opinion Leaders, Academia and Speakers.
Notable Working Conditions. Office environment, Frequent computer screen use, traveling
Education requirements
Minimum Qualifications for this position is a Bachelor’s Degree in Business, Marketing, Engineering, Management or similar.
Language requirements
As per location manage the local language
Background and experience
Competencies and skills
- 12+ years of relevant experience managing multiple regional Sales departments
- Experience Price Forecasts / Volume Availability with grades / Logistic costs / Legal support for key markets.
- Executive presence representing Business.
- Experience in managing multiple initiatives simultaneously.
- Computer literacy & Familiarity with the latest trends, technologies and methodologies in Chemicals and Polymer Marketing
Soft:
- Strong management & leadership skills to lead all aspects Global Marketing process
- Able to work collaboratively with all involved.
- Excellent interpersonal skills and multi-cultural sensitivity.
- Experience leading a team of maintenance professionals, preferably in the oil & Gas industry
- Experienced in resource control and general management
- Leadership, Strategic Thinking, Influencing, negotiation, teamwork.
- Strong communication and presentation skills
- Capable to develop trust with staff, colleagues and customers
- Analytical skills to forecast and identify trends and challenges
Technical:
- Computer literate with expertise in MS Office.
- In-depth knowledge of Chemicals & Polymer Marketing Companies and its processes.
- A clear understanding of Chemicals & Polymer Marketing business’s regulations.
- Able to develop customer value propositions for the products
