JOB PURPOSE:
Responsible for leading the growth of the sales (Services and pure Sales) and
developing new business opportunities in the defined area. Contribute to business.
planning to achieve Company’s short- and long-term sales and business development.
goals. Jobholders will also strongly contribute to our welding services diversification.
actions (downstream, Power Generation & Nuclear markets or other sectors).
- Develop and propose area marketing and media plans (Business Plan). Manage business plan.
· Implement strategic plan within his/her region.
· Take over all business development activities in the region, starting with a primary focus on Saudi Arabia to be further extended to other countries and/activites of the region in compliance with Commercial Director roadmap.
· Establish contacts with potential clients and liaise with current clients to further expand company activities and define customer needs. Acquire new customers from assigned geographic perimeter.
· Supervise and co-ordinate area marketing activities to ensure full marketing coverage of company capabilities is being pursued correctly in the area.
· Responsible for the implementation and maintenance of area marketing database, based on client's contacts.
· Maintains sales volumes, product/solutions mix and profitability by keeping current with trends and competition.
· Liaise with regional estimating Manager to prepare bids and propose bidding philosophy based on customer needs and customer risk profile, to ensure pricing consistency and to ensure resources availability (Assets/Personnel/Consumables). Ensure follow up of the offer preparation, submission, and clarifications.
· Liaise with Sales Administration for customer creation and risk profile analysis.
· Liaise with legal department to establish contract and any terms and conditions.
· Define strategy to win contracts in close cooperation with the Commercial Director and in full compliance with Company’s guidelines.
· Follow and implement in the area EMEA-CIS and Corporate Procedures/Guidelines related to his function.
· Maintain and Develop customers Portfolio in the Area.
· Report customer Feedback.
· Implement and maintain area Bid Data Base and Bid Status.
· Negotiate and finalize contract with support of the legal & Project departments.
· Responsible to handover Contract/Bid/commercial proposal to project team.
· Position requires regular domestic and international travel.
Experience & knowledge:
Experience in pipeline construction industry, Oil& Gas Downstream construction industry,
Nuclear Industry or Energy business
Demonstrated a previous experience as Key Account Manager or Sales Manager in welding
business in the area.
Core competencies skills:
· Good Interpersonal and Analytical Skills.
· Commercial and Contract negotiation skills.
· Ability to build and maintain strong internal and external relationships.
· Good analytical skills along with reporting / presentation proficiencies,
· Conduct comprehensive due diligence at various stages to ensure that our targets are met at Financial / technical level.
· Technical skills in welding especially in downstream and or powergen markets, renewable.
Business Acumen: Knows how businesses work; knowledgeable in current and possible future practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
Creativity: Comes up with a lot of new and unique ideas; easily makes connections among previously unrelated notions; tends to be seen as original and value-added in brainstorming settings.
Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Presentation skills: Is effective in a variety of formal presentation settings: one-on one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.
Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very value creation oriented to contribute to EBITDA performance; steadfastly pushes self and others for results.
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