Area Sales Manager
Specialized Oil & Gas Engineering Co. / Kabbani Construction Group
Total years of experience :13 years, 3 Months
•Prepare and implement the annual area Sales Plan
in coordination with Deputy general manager to
support the overall strategic objectives of the
company.
•Identify, design and implement strategic plan for
projects sales activity, as and when required.
•Manage and coordinate with concerned the
preparation of the operating area budget.
•Develop, implement and maintain the area policies
and procedures.
•Manage, develop, evaluate and lead the regional
sales team to execute the assigned tasks.
•Ensure compliance with all internal as well as
external regulations.
•Manage and evaluate the performance of
regional/area work staff members; provide on-the-
job training to staff members as required.
•Coordinate area operations with other company
operations.
•Achieve Regional sales target through unit Business
Development team management and support.
•Administer the operation of the budget work
programs established for the region, procures
needed equipment and supplies, and negotiate
contracts.
•Supervise and work in close coordination with area
Technical and Operation Engineers, HSSE, and Cost
Control to accomplish the efficient and timely
completion of regional projects, operations and
maintenance requirements.
•Provide for the maintenance, security and control of
offender records assigned to the area.
•Review the operating results of the regional sales
unit and compare them to established goals and
objectives to ensure that departments are operating
effectively to support the operations and follow-up
with the respective departments to ensure that
appropriate measures are taken to correct
unsatisfactory results.
•Submit reports as needed to the Deputy general
manager covering data such time activities and
other significant events.
•Consult with Deputy general manager as necessary
in his resolution of emergency or extraordinary
correctional problems.
•Carry out development programs tailored to the
needs of the unit employees.
•Drive the area estimation/quotes to ensure that the
quantities needed are correct and sufficient for the
completion of the project.
•Assist in preparing proposals after determining the
estimated work cost.
•Any other tasks related to the job assigned by the
Deputy general manager.
-Sales / Business Development Activities:
-Work with and develop the current prospect database within
specified business sectors to generate effective leads &
exceed sales targets for the business.
-Responsible for heading up company expansion in new
markets as well as continued expansion among existing
clients.
-Developing a business plan covering sales, revenue, and
expense controls, meeting agreed targets, and promoting the
organization’s presence throughout Riyadh and Overseas
EPC Contractors.
-Technical and commercial evaluation and acceptance /
rejection of enquiries received either directly from the
customer or via the office.
-Discusses and consults with other managers on latest
business trends with a view to introduce innovative products or
services in future.
-Understands the company's reputation and ensures to retain
that image by continually enhancing the organization’s
performance.
-Actively manage key relationships with existing and
prospective clients.
-Attend trade shows, conferences and other marketing events.
-Sales collection vs. Actual Sales
-Tendering Activities:
-Review the tender documents, i.e. B.O.Q, drawings and
specifications to recognize the scope of the project and the
applicable standards to be applied.
-Look after all commercial aspects of project planning,
estimation and cost management consisting of tender
preparation, risk analysis and quantity survey of the projects.
-Preparing Technical Proposal and Pre-Design (Tendering
stage).
-Assists purchasing in the subcontractor solicitation process,
evaluating, and analyzing Subcontractors’ proposals.
-Attend pre & post contract interviews, client meetings etc.
-Preparation of the Final Tender's Technical and Financial
Proposals.
-Contractual Activities:
-Reviews various contracts administration, contract terms and
conditions including scope of work, exclusions, delivery,
schedule, payment terms and liquidated damages to ensure
compliance, where applicable with company contracting policy
and procedures.
-Manage and coordinate the process of negotiating and
closing/renewing the contractual agreements with the Key
Accounts.
-Provide professional advice, expertise and practical
assistance to all assigned departments of
the company in the review and preparation of scopes of work,
including the verification of the completeness and accuracy of
the technical information supplied.
-Prepare work orders for direct supply of materials orders.
-Prepare the Breakdown for billing department.
-Give the final approval to issue any invoice related to the
awarded projects, after liaising with the concern department.
-Assist and support the collection department to manage on
time collection.
-Managing a team of two sales engineers, following up their daily reports and helping them in
Closing the deals.
-Map the potential customers in the market, the expected new chances and market potential.
-Arranging all the required documents and certificates of the delivered products.
-Meeting the client requirements through local suppliers.
-Establishing new, and maintaining existing, long-term relationships with customers.
-Managing and interpreting customer requirements and representing the equipment to
customers and at field events such as conferences, seminars, etc.
-Choosing the suitable size, capacity and type of equipment to be used in the projects (Generators, Tower Cranes, Asphalt & Concrete Plants ... etc.).
-Persuading clients that a product or service will best satisfy their needs.
-Calculating client quotations.
-Analyzing costs and sales.
-Invoicing, Collection and preparing reports for head office.
-Negotiating tender and contract terms.
-Negotiating and closing sales by agreeing terms and conditions.
-Offering after-sales support services.
-Meeting regular sales targets.
-Providing pre-sales technical assistance and product education for new sales engineers.
-Liaising with other members of the sales team and other technical experts.
-Solving client problems.
-Complete estimation, Choosing the effective C.P. System and preparing C.P. Materials
take off (I.C.C.P. System and Sacrificial System) for Pipelines, Vessels, Plant Piping,
Concrete Structures and Tanks.
-Managing and interpreting customer requirements & standards (Sabic, Aramco, SWCC,
RC …).
-Making technical presentations and demonstrating how our services will meet client needs.
-Attending all meetings concerning progress, technical matters and negotiating contract
terms
-Calculating client quotations.
-Analyzing costs and sales.
-Invoicing, Collection and preparing reports for head office.
-Meeting regular sales targets.
-Following up with the existing clients and searching for new clients who could benefit
from our services in our designated region.
-Travelling to visit potential clients.
-Establishing new, and maintaining existing, long-term relationships with customers.
-Supporting marketing by attending trade shows, conferences and other marketing events.
-Providing training and producing support material for other members of the sales team.