Description : Position Summary
The Regional Sales Manager will manage the sales process for QUALITROL’s offerings to Qatar, Oman & Kuwait markets. The Regional Sales Manager will engage with our customers, employees and channel partners to increase customer satisfaction and grow QUALITROL’s sales in the region.
Located in Qatar, the candidate will work directly with the Sales Director and QUALITROL’s leadership team to establish and implement sales plans and tactics for the region.
The candidate is responsible for executing all aspects of the sales process including developing and managing relationships with customers (OEM, EPC and End Users), channel partners and employees.
The candidate will also provide and be accountable for sales forecasts and will maintain the region’s opportunity funnel in QUALITROL’s CRM.
Essential Functions / Responsibilities :
Manages, directs, and executes sales efforts in the assigned territory.
Develops and implements sales strategies and tactics in concert with the Company’s strategic plan, product roadmaps, annual budget and governance policies.
Recruits, develops and formally manages channel partners in the territory to ensure their business plans are aligned with and remain focused on QUALITROL’s business objectives.
Engages customers at all levels and communicates the needs of customers without emotion.
Maintains confidentiality in all aspects of staff, business strategy and financial information.
Develops and executes sales and support strategies for sustainable sales growth.
Develops and executes a plan to increase penetration (depth and breadth) in the region and become the preferred vendor in the local markets.
Performance, Metrics & Reporting
Establishes sales objectives by forecasting on a monthly, quarterly and annual basis (regional, employee and channel level).
Develops territory forecasts and maintains an opportunity funnel for the general business and solutions opportunities.
Conducts research, compiles data and prepares reports for QUALITROL’s Sales Management team.
Utilizes FBS, performs analytical reviews, recommends and implements corrective actions for exception conditions.
Monitors and analyzes historical data to determine order frequency, product trends and life cycles.
People Management & Employee Development
No prior experience required. There ARE no supervisory responsibilities for the current role.
Accountability, Planning & Reporting
Is responsible for the collective sale of products and services in assigned territory.
Meets or exceeds established quotas in the region.
Develops regional sales plans and contributes to global sales plans.
Develops and maintains a knowledge of products, features, benefits and applications.
Compiles routine reports including status on each channel’s performance, plans and sales tactics.
Communicates the needs of the regional sales organization to meet the Company’s objectives.
Communicates to the Company the business climate of the assigned territory.
Creates vision and removes barriers.
Responsible for customer and channel partner relations in the assigned territory.
Conducts sales calls and travels to customer sites as required by market opportunities.
Understands the customer needs and applications, and maps QUALITROL’s solutions to those needs. Presents solutions establishing value for the customer.
Knowledge, Skills & Experiences
A well-organized and self-directed individual who is a team player.
Proven ability to carry and deliver against multi-million-dollar quotas.
Proven track record of maintaining high-level customer relationships.
Ability to deal with customers and the factory where tact may be required to maintain continuing harmonious relationships.
Demonstrated ability and willingness to make decisions, popular or unpopular, in the best interests of the company.
Excellent communication skills (verbal and written) and the ability to interact effectively in English.
Computer fluent, with specific attention to e-mail and Microsoft Office product skills; CRM and sales funnel tools.
Job Requirements :
Bachelor’s degree in Electrical Engineering.
A deep understanding of electric power facilities.
Experience structuring, advocating and closing electric power deals at all levels of management including the C-suite.
Minimum of 5 years of experience working with channel partners (representatives and distributors) in the Region.
Demonstrated knowledge of Qatar market business practices and culture.
Ability to travel extensively within the region.
A strong contact database and personal references in the Power Engineering industry.
QUALITROL values candidates who are team oriented and have the ability to combine strong interpersonal skills with effective leadership and well-structured processes.