Sales Manager

Sales Manager – Aftermarket Services – Rotating Equipment – KSA

Roles and Responsibilities to Include but not limited to:

Sales Development

• Sales Strategies

• Ability to develop and implement sales development strategy procedures and targets
• Ability to identify prospects new markets new services and generate leads from clients for possible sales and negotiate terms with clients and business partners.
• Ability to lead client registrations in appropriate categories to ensure tenders and enquiries are received by the company.

• Sales Calls

• Ability to implement an approved sales framework.
• Ability to manage the communication within internal departments and manage documentation and close out eventually
• Ability to plan activities within a country and phases of sales calls and develop a sales framework to be followed by the sales team.

• Sales Monitoring

• Ability to monitor sales targets and plans.
• Ability to analyze reasons for winning or losing any tender and develop appropriate action plans.
• Ability to develop and implement sales tracking mechanism to ensure sales targets are met.
• Ability to identify analysis and reports required to perform sales monitoring.

Research and Intelligence Gathering

• Market Knowledge

• Has thorough knowledge of companies within the oil and gas industry power generation and distribution industry manufacturing and process industries marine and general industry municipalities and other industries where rotating equipment aftermarket services can be offered. Has knowledge to identify competition and their strengths and weaknesses.

• Intelligence and Data Analysis

• Ability to interpret data regarding new markets clients services and products offered competitors’ offerings marketing strategies and costs and plan strategies accordingly.
• Ability to advise on how to close gaps in product and service offerings of organization against market expectations.
• Is subject matter expert in the aftermarket and reliability services which are offered by the company and can identify opportunities. Understanding of API Q1 specifications (API 5CT API 6A API 7-1 API 16A API 16C) will be an advantage.
• Has a deep network in the industry and hence can advise on upcoming projects.
• Ability to put in place systems for gathering market intelligence

Client Relationship Management

• Partnership and Alliances

• Ability to identify and explore opportunities with potential new clients within a specific territory and introduce/ promote HME products and services and create awareness.
• Ability to interface with third parties and business partners at a regional level to discuss commercial/ contract arrangements.
• To identify market gaps and collaborate with partners to fill those gaps by using our infrastructure and skill sets to grow our market share.

• Client Relations

• Must be inclined to go out and meet customers.
• Has the techno commercial awareness to understand client requirements.
• Has the ability and persistence to regularly follow up and keep in contact with key clients.
• Ability to compile the pre-qualification document for client by retrieving the required information from different sources coordination with internal departments.
• Ability to advice on prioritization of work within the shop floor based on client needs and areas for focused efforts.
• Ensures solution is provided to the client after consultation with technical team.

Branding / Marketing

• Branding / Marketing

• Ability to implement marketing plans branding activities and communication channels as per required procedures ensuring that the implementation is within the approved budgets
• Ability to implement plans to participate in exhibitions technical seminars conducting workshops with client / potential client teams.

Commercial Awareness

• Financial Performance Statements and Contracts

• Can read and understand financial statements and can implement improvement plans.
• Ability to interpret contractual obligations / variations in tenders and seek appropriate guidance.

• Estimation Support

• Provide support to Estimation for bids and projects when needed.
• Prepare quotes and work with estimation head to ensure quotes go out to clients when needed.
• Ability to advise on final estimate costs and any changes needed in order to help win the tender.
• Gather competitive pricing and create matrix for lost orders.

Minimum Qualifications: Engineering Graduate/Diploma (Mechanical Preferred)

Minimum Experience: Overall 8 to 10 years of experience with at least 5 years of relevant industry experience and 3 years of team management experience.

Job-Specific Skills:

• Must be able to work within strict HSE guidelines.
• Knowledge and experience of selling products maintenance and reliability services preferably in the aftermarket rotating equipment industry.
• Must have knowledge of rotating equipment including but not limited to centrifugal pumps compressors turbines and be able to identify customer’s pain areas with these assets and suggest engineering solutions.
• Understanding of pump curves ancillaries parts manufacturing processes material selection will be beneficial.
• Understanding of aftermarket sales and certifications services under API 5CT API 6A API 7-1 API 16A API 16C will be beneficial
• Must have industry knowledge and must be able to leverage his/her relations to influence the customer to use our services.
• Must have the ability to support bid coordination and estimation as required.
• Guide the procurement / purchase team to ensure on time and cost effective purchasing on major projects as required.
• Must have very good negotiation skills.
• International experience and working in multi-cultural environment.
• Performance management & process improvement skills/experience.

Generic Skills:

• Computer literate with very good Interpersonal and communication skills.
• Strong financial analytical and negotiation skills.
• Good understanding of engineering good practice and principles.