Regional Sales Engineer - Ground Shoring - KSA & Bahrain

  • Job Reference: 00000922-1
  • Date Posted: 25 March 2021
  • Recruiter: IhON People Recruitment
  • Website: http://www.ihonpeople.com
  • Location: KSA or Bahrain
  • Salary: On Application
  • Sector: Construction, Engineering, Sales & Marketing
  • Job Type: Permanent

Job Description

Location: Bahrain or KSA, with regular visits to head office in Dubai

To build strong and profitable relationships with customers. Partnering with customers to ensure effective formwork and shoring solutions. Delivering against agreed hire and sale revenue targets. Ensuring payment is received on time and in full. Representing Company in an ethical and professional manner.

Requirements

Relevant Industry experience

Ground shoring/piling/ground works

Knowledge of formwork and falsework systems

Proven technical sales track record, preferably in Multinational company

Engineering Diploma or Degree will be advantageous

Key Accountabilities

Attaining Sales Targets and Objectives:

  • Standards of performance relating to the above are attained when;
  • Hire, New Sale and Ex-Hire revenue values are in accordance with plan/budget/objectives
  • Total call rate does not fall below agreed minimum standard including prospecting calls
  • Key Performance Indicators (KPI’S) are achieved
  • The employee monitors own performance monthly, noting deviation from plan and suggesting remedial action to GM.
  • The employee provides forecasting information that is both complete and accurate for the Forward Revenue Report (FRR)

Sales Process and Pipeline:

  • Standards of performance relating to the above are attained when;
  • A managed and maintained pipeline capable of delivering the budget is established detailing opportunities, objectives and agreed time frame within each chamber
  • The number of Prospect calls each month does not fall below the agreed standard
  • Pre-call objectives are consulted before each call
  • Established sales practices such as the use of technical enquiry checklists, sales proposals and summary quotations are regularly used
  • Projects and tenders identified through the lead system and trade press are added to the pipeline
  • A monthly report detailing all leakages is submitted to management
  • Covering The Territory Effectively
  • Standards of performance relating to the above are attained when:
  • All existing accounts and prospects are graded by market segment and potential
  • Calls are correctly balanced between existing accounts and prospects
  • The number of new accounts opened each month does not fall below the agreed standard
  • There is full knowledge of all the Key Customers decision makers and key influencers at each location e.g. planners, estimators, buyers and temporary works departments

 Reporting Activities, Records and Conforming to Administration System:

  • Standards of performance relating to the above are attained when;
  • Reports are neatly and accurately written and forwarded on time
  • Daily reports are submitted weekly to arrive with the GM within an agreed time frame
  • Weekly planning sheets are sent to GM every Monday
  • Customer Record Cards are regularly maintained and updated
  • Customer complaints that could lead to a financial claim are reported immediately to SM
  • Expenses are submitted to the GM monthly
  • Sickness involving absence from work is reported to GM during the morning of first absence
  • Any form of accident or motor offence is reported to GM within 24 hrs of the event

Understanding fully the Products and Services of the Company:

  • Standards of performance relating to the above are attained when;
  • The full range of products and services are thoroughly understood
  • There is confidence in the ability to present each product skilfully
  • When customer queries can be answered quickly and confidently
  • There is regular analysis to ensure the full product range is offered
  • There is a clear understanding of the company’s selling edges – which are then used in sales argumentation
  • Company sales aids are used wherever possible e.g. presentation folders
  • How our products compare to the competition in the area/market

 Maximising Selling Time:

  • Standards of performance relating to the above are attained when;
  • A diary is used skilfully
  • The amount of face-to-face selling time is optimised each day
  • Good route planning reduces the amount of travelling time/miles per call ratio
  • Priority is given to calls offering the most potential
  • The call rate does not fall below the agreed standard

Keeping Company Costs to a Minimum:

  • Standards of performance relating to the above are attained when;
  • The most profitable way is sought to win and service business for the company
  • There is liaison with Credit Control on outstanding accounts
  • All company property is handled carefully and well maintained
  • Be aware of and adhere to the Company’s Health & Safety policies and procedures.

Key Competencies

Planning and organising – Organises and schedules events, activities and resources. Monitors timescales and plans

Specialist knowledge - Understands technical or professional aspects of work and continually maintains technical knowledge

Oral communication – Speaks clearly, fluently and in a compelling manner to both individuals and groups.

Written communication- Writes in a clear and concise manner, using appropriate grammar, style and language.

Commercial awareness- Understands and applies commercial and financial principles. Views issues in terms of costs, profits, markets and added value

Action orientation – Demonstrates a readiness to make decisions, take the initiative and originate action.

Interpersonal sensitivity – Interacts with others in a sensitive and effective way

Resilience – Maintains effective work behaviour in the face of setbacks or pressure