Relevant tertiary qualifications essential.
MBA or similar qualification highly regarded.
Proven capability at executive level.
A minimum of 5 years’ experience of working within a supply, consulting or engineering construction environment leading sales and/or commercial activities.
Experience of working within a matrix structured organization is preferred.
Demonstrable broad understanding and experience in sales, business and customer development management within an international environment.
Knowledge of commercial terms and conditions in Contract/Tenders negotiations.
Capability to turn strategy into real outcomes for the business with tenacity to pursue goals and targets in challenging market conditions.
Strong intellectual ability and analytical skills.
A proven ability to use logical and systematic approaches to making decisions and developing solutions.
A genuine desire to lead, coach and develop talent at all levels throughout the business.
Strong influencing and collaboration skills.
Well-developed written and verbal communications skills with the ability to communicate and engage effectively at all levels.
Focus on improvement and innovation to improve the business.
Self-confident with strong negotiation, influencing and persuasion skills.
Excellent financial analytical capability and numerically astute.
Passionate customer service orientation with extensive experience in managing multiple stakeholders.
Is confident to challenge ideas at any level to achieve the very best business outcome
Deep desire and commitment to harness cross functional input and support.
Ability to travel frequently.
Role & Responsibilities:
Lead for the sales function across the ME & India, working in conjunction with the Regional Director and Country MD’s develop and implement strategies, frameworks and sales structures to drive profitable revenue growth, expand market and sector share and improve customer acquisition/retention across the region, in line with Company’s growth aspirations and vision. To ensure the customer is at the centre of what we do through a consistent approach, emphasised in major project opportunities identified in the region, while mitigating risk via robust commercial governance and contract review.
To support the delivery of the region’s revenue and development goals through;
Establishing sales objectives by creating a customer strategy across the region and optimising sales structures to drive opportunity led and new customer growth.
Taking a lead role and guiding commercial strategies, account management, rate reviews, major tenders, contract reviews and new business growth.
Collaborating with regional MD’s and senior sales executives to establish and execute sales strategies & goals across the region.
Recommending product lines by identifying new product opportunities, and/or product and service changes; surveying consumer needs and trends; tracking competitors.
Analysis of competitor performance, both company and product/method, leading to an insightful understanding of the competitor environment in which the business operates, including delivery of commercial strategies to drive growth and market share.
Working with the Regional Strategy and Performance manager and country teams to aid the production of robust business cases for growth opportunities.
Delivering a best practice, consistent approach to major projects in the region, including identifying, targeting and presentation of tenders and quotes to facilitate greater conversions.
Being a collaborative part of the ME regional management team to achieve/exceed Country & Regional budgets and projected growth targets.
Challenging and supporting Regional MDs to progress and achieve performance goals and objectives, and through taking a lead role with specific initiatives as directed by the DOD.
Monitoring and building sales capability and effectiveness across the region through the implementation of training and development initiatives and recommendation on succession planning.
Providing relevant commercial reporting frameworks for sales functions across the Region.
Ownership, management and continuous development of the Regional CRM system.
Taking a lead role in driving Key Account Management and Key Account acquisitions in respect of major inter-region customer accounts and through collaboration with regional counterparts, intra-region customer accounts.
Driving the commercial agenda aiding the retention and growth in market share and penetration into alternate sectors through collaboration and demonstratable strong leadership.
Delivery of OC and regional revenue budgets in line with financial goals.
Provides a full contribution to the business development and sales teams; driving the Divisional and Regional sales and commercial agenda.
Leads and inspires the Business Development and sales teams to achieve superior results through collaboration with direct or indirect reporting lines.
Conducts regular performance reviews; provides timely feedback and achievement against targets.
Ability to motivate performance and similarly takes decisive corrective action if performance targets are not being met.
Demonstrates effective and collaborative leadership and models desired behaviours at all times, to ensure a positive working environment.
Coaches, mentors and develops existing team members to meet future resources needs and recruits externally for new skills as required.
Acts and leads training and development activities for entire sales force working closely with Human Resources.
Creates a culture that emphasises the importance of Health and Safety in all that we do.
Effective oral and written communication skills that enable personal impact with the Board.
Strength of character to both present a point of view under challenge and act on positive feedback.
Strong planning, communication and delivery skills to demonstrate the ability to get things done in an agreed timescale.
High degree of confidence, maturity, self-reliance and an ability to hit the ground running.