Regional Sales Manager
LNT
Total years of experience :17 years, 10 Months
• Develop and maintain status reports to management and customers utilizing a fully developed CRM program
• Grow Heating Systems and Heating Materials business via direct sales, supporting independent representatives, and targeting incremental opportunities
• Engage and communicate with internal and external stakeholders to verify expectations, identify opportunities and deliver results
• Routinely provide sales forecasts, budgets, and sales results for the area of responsibility
• Establish and implement action plans (including the Customer Action Plan) according to annual marketing and sales plans in cooperation with Inside Sales
• Anticipate and understand customer needs and match them with our product offering to maximize customer value and sales profit
• Provide clear customer feedback to the Ariston Management team to assist them in making decisions regarding pricing, contracts, new product development, quality issues, etc.
• Develop trust relationships with a portfolio of distributor in Ariston Products
• Acquire a thorough understanding of key customer needs and requirements
• Serve as the link of communication between distributor and internal teams
• Make Quotation and follow up signed PO, insure the shipping on time
• Find new opportunity (access) and work to move this opportunity and continue to award
• Play an integral part in generating new sales that will turn into long-lasting relationships
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Sell and promote all NP products in Iraq. ( Pumps, Turbines, Compressor control systems ), and other related solutions.
• Interface directly with customer base (End-users, EPCs) in Iraq and internally represent Company's GE NP in all in-country communication (including trades shows technical fairs, and conferences).
.Demonstrated knowledge of contracting and procurement practices and principles applied by major Oil/Gas companies.
.Demonstrated ability to manage Contractual/Commercial activities to preserve Company / Client interests
• Develop, co-ordinate, and conduct growth activities.
• Develop existing customers and generate new potential (key) customers, utilizing Company's network.
• Work closely with application engineering team in middle region to identify and evaluate customers’ project needs and specifications.
• Operational responsibility for orders booking, margin and business metrics
• Develop competitive, customer and supplier analysis
• Manager 3rd party local representation in country
• Responsible for obtaining orders and sales by driving and implementing sales strategy
• Identify opportunities to drive volume growth in all segments of the business function
• Work with customers to determine appropriate product/service solutions
• Cultivate long-term relationships at all levels of customer organizations and within GE
• Contribute to defining and implementing marketing and commercial strategies to increase orders volume and profitability
• Actively participate in generating customer Demand to Inquiry (DTI) process, establishing a systematic business-scouting program with the purpose of identifying existing and new market opportunities
• Leverage cross-functional and cross business resources in order to maximize market penetration
• Identify new market opportunities and cross-selling GE products
The position is accountable for achievement of bookings and sales growth targets in Iraq for the Rosemount Measurement and Tank Gauging business.
• Ensure sales-force in region incl. RMT and LBP has assigned and completed product and sales trainings.
• Develop direct reports in Lominger and professional competencies. Perform yearly goal-setting and appraisals.
• Identify resource needs in the region. Propose headcount additions and organizational structure and identify local talents to develop a sales team with long term commitment
• Coach and mentor any less experienced LBP sales representatives to help achieve sales targets
• Develop a culture of delivering on commitment by leading through example.
Analyzing and meeting customer needs & problems
Developing sales plans
Maintaining relationships with existing customers through regular review visits and gaining a clear understanding of customers’ businesses and requirements
Contacting clients by phone to negotiate/ to follow-up terms of an agreement and conclude sales
ensure a clear understanding of the client’s technical specifications/drawings and ensure enquiries are quoted within specific timescales . Undertake responsibility for proposal preparation which includes price structuring and other commercial and technical aspects of bid submission. Liaising with all associated external parties which include suppliers, subcontractors. Adherence to deadlines, bonds, payment terms and conditions.
Preparing offers and making all the necessary procedure in correspondence letters in English & Arabic language and technician negotiation and studies for these equipments offers
Analyzing and meeting customer needs
Developing sales plans
Maintaining relationships with existing customers through regular review visits and gaining a clear understanding of customers’ businesses and requirements
Contacting clients by phone to negotiate/ to follow-up terms of an agreement and conclude sales
Attending tenders/ bidding and preparing tender/ bid documents of the Company.
Attends product seminars/ demonstrations local and overseas
ensure a clear understanding of the client’s technical specifications/drawings and ensure enquiries are quoted within specific timescales . Undertake responsibility for proposal preparation which includes price structuring and other commercial and technical aspects of bid submission. Liaising with all associated external parties which include suppliers, subcontractors. Adherence to deadlines, bonds, payment terms and conditions.
Check site work to ensure compliance with the specifications and drawings
Analyze reports, maps, drawings
Ensure that all needed equipments, materials and manpower are available on site as required.
Prepare regular progress reports weekly and monthly as required
Monitoring welders and workers
Reading drawings and welding procedure manual and explain it to welders
MBA degree from USA
