Regional Director of Sales and Marketing Middle East Giudicelli International - Dubai

Regional Director of Sales and Marketing Middle East

Giudicelli International - Dubai

Job description

The Middle East organization, based out of Dubai, covers Middle East, North Africa, Egypt and Libya. This 110M$ 60 people organization sells both directly to Contractors, End Users, Integrators and through distributors, depending on the solutions sold or the size of the project.
With a direct presence in Dubai, Qatar, Lebanon and Oman, the region has set ambitious growth targets, reflecting the potential of both the region and the solutions offered by the company.
 
Reporting to the MENA Director, who happens to also be the Region Director, the Sales Director is responsible for the overall coordination, the functional management and leadership of all the sales activities of the business inclusive internal sales management.
Functions:
Sales Management

• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability, by BU and by country.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Conducts one-on-one business review with all Regional Sales Managers to build more effective communications, understand training and development needs, and to provide insight for the improvement of Branches’ sales and activity performance.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Area Sales Managers.
• Provides timely feedback to senior management regarding performance.
• Makes sure the brand strategy for the region/segment is implemented.
• Drives and is accountable for the overall profitability of the segment(s) : makes a compelling case for how revenue and market share is developed and maintained, identifying growth opportunities by matching offerings to high priority segments, defining the value proposition and a multi-year go-to-market strategy, proactively educating the sales force and/or partners in how the product/service line improve the customer's business
   
  Marketing actions in collaboration with the Product Lines
   
• Assists in the development and implementation of marketing plans as needed.
• Delivers effective sales presentations and education tailored to the segment(s) and coaches the team on how to do the same.
• Ensures sales, marketing and service coverage is in place for the segment(s) taking into account regional manufacturing considerations, and anticipates the impact of changes in coverage.
• Uses market and competitor analyses to determine appropriate pricing, discounting, supply chain and distribution model(s).
   
  Team & People Management
   
• Develops and maintains positive working relationships within own team and across other groups to create effective solutions for customers and partners, proactively communicating and assisting as necessary to meet customer, partners and internal group needs.
• Maintain open communication channels between his/her direct reports and MENA to align local strategy with HQ
• Complies with the company EMEA Legal and SHEQ policies and procedures.
• Conducts regular coaching and counselling with the sales team to build motivation and selling skills.

Desired Skills and Experience

Requirements:

• A minimum of 7 years of experience in sales management, including some experience in people management , with a total management years at least of 15 years
• Experience with large, complex, multinational organizations, preferably listed US company with strong Quarterly objectives and numerical reporting
• Experience global enterprise software solutions
• Understanding of direct project sales, specifications works, end users and contractors requirement as well as distribution management
• Extensive experience in all aspects of Supplier Relationship Management.
• Strong understanding of customer and market dynamics and requirements.
• Willingness to travel and work in a global team of professionals.
• Proven leadership and ability to drive sales teams.
• Have experience in dealing with clients at multiple levels within the client’s organization
• A good understanding of the water equipment a strong plus; if not a solid understanding of equivalent equipment
   
  Attributes:

• Focused on results and achievements
• Solid sales management skills
• Self-Motivated
• Highly organized and flexible approach
• High level of communication skills
• High level of negotiation skills
• Team player that inspires confidence with colleagues
• High level of integrity

 
 
Additional information:
The role is based in Dubai, with regular travels to the region

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