Area Sales Manager

To execute the objectives to achieve regional growth in line with the Annual Operating Plan objectives for the geographies assigned. - Develop and implement sales and pricing strategies for the Countries allocated, to grow market share and the customer base. - Research opportunities, identify, evaluate and appoint key potential Channel Partners, develop business plans and deliver key agreed actions to help increase the sales and market share of the utilities brands. - Manage, drive and motivate Channel Partners to ensure we maximize all opportunities via the company Channel Management Program. - To assist in the development of Business & Marketing Plans - To identify, collate and decipher feedback on the market situation in relation to customer and competitor information for analysis and action. - To participate in the launch and marketing of new and modified products. - Training and education of customers and Channel Partners in line with business and market needs. - Implement the full utilization of the sales excellence process, to maximize the benefits to the company. Salesforce.com - To present and report on a weekly and monthly basis, accurate sales forecasts to drive improvement in the sales and operational planning process of the business - Lead and participate in tender bids and negotiations to win project business. - Recommend price strategies for the region based on competitor intelligence and customer expectations by country within the region. - Drive demand and pre-qualify Viking Johnson products with End users and Engineering Consultant/Main Contractors in coordination with Channel Partners in the assigned territory. - Conduct product presentations and visit the end users regularly and work closely with their engineering, maintenance and shutdown engineers to identify potential lead for the complete product range. - Generate meetings with decision makers in target companies. Use these meetings to understand their expectations and requirements and future plants, and the potential for the business. - Maintain strong working relationship with key procurement and engineering personnel in Consultants, Main Contractors, Installers and End User/Municipalities. - To maintain regular contact with prime contractors in the region in order to support the Channel Partners and spot/project sales. - To manage Channel Partner sales in full range of Viking Johnson & Helden utility products. - To liaise with all appropriate internal company departments in order to facilitate a smooth and orderly achievement of the above tasks. - Ensure that the Crane sales process is adhered to and the sales funnel for your respective region is maintained, updated and managed in accordance with process requirements. - Crane Business System – champion the use of CBS tools (within the team) to ensure the continuous improvement of the business. Requirements - Ideally a degree in Civil / Mechanical Engineering. - Minimum 3-5 years MENA Regional Industry experience and can demonstrate cultural awareness. - Export Sales Experience, preferably with an MNC - Business acumen and negotiation skills are important. - Computer literacy, particularly MS Excel and MS PowerPoint. - Excellent sales presentation & negotiation skills to both small groups and large audiences. - English as well as Arabic language skills (verbal and written) are essential. - A reputation as an individual that has a professional and ethical approach. - An excellent knowledge of the Utilities/Water Industry sectors and products. - Confident and assertive communicator with influencing, relationship building and networking skills. - Demonstrated proficiency in Water Industry or aligned industry direct and Channel Partner Management - Demonstrated proficiency in managing specification selling. - Disciplined Process and Personal selling techniques and skills - Disciplined, analytical approach to problem solving - Ability to deal with senior level clients as well as at site level with Contractors - Commerciallly astute you must demonstrate an ability to negotiate favourable commercial terms