Territory Sales Manager - Pumps OE
Al Khobar, Eastern Province, SA, 31952
Celeros Flow Technology is looking for individuals with a voice and a vision. We embrace change, diversity and promote new ways of looking at old ideas. We seek talented professionals to join our world-class team of innovators in a global, collaborative & multi-cultural environment, where you will be challenged, supported, and inspired to be extraordinary.
GENERAL SUMMARY
Reporting to the Country Director – KSA& Bahrain, the Sales Manager - Pumps OE is an essential member of the leadership team and is responsible for positively impacting end market results and the overall success of the business. The Sales Manager – Pumps OE (Original Equipment )will be responsible for creating and driving the strategic growth plan in the Kingdom of Saudi Arabia, across the pumps portfolio of products as defined below:
- Assigned Products………Pumps: Clyde Union
The Sales Manager - Pumps OE & AM will be responsible for achieving sales and gross margin targets for the customers and component countries within Saudi Arabia and Bahrain. In addition, the job holder will be responsible for all aspects of direct sales and channel partners/agents and will be expected to ensure that the sales organization (people), culture, processes and systems support the strategy and performance expectations of Celeros FT.
The Sales Manager - Pumps OE will partner with all the associated Functional Leaders to develop and drive the strategic plan and performance of the pump business; a strong partnership with Product Management in particular will be critical to success. The Sales Manager – Pumps OE will create customer demand, develop and manage relationships with end users, channel partners, strategic accounts, and EPC’s. A key part of this role will be to successfully drive the pump business to achieve expected targets.
PRINCIPLE DUTIES & RESPONSIBILITIES
- Develops and executes Saudi and Bahrain commercial strategy to achieve the annual orders plan at or above target pricing.
- Establishes and manages commercial performance through the pump product line bookings and price realization or margin targets.
- Provides accurate order forecasts, front log activity and visibility of commercial activity as required.
- Directs development and execution of commercial initiatives by product, channel, key account, or country.
- Seeks opportunities to expand product offerings to new markets. Partners with Global Product Managers to determine appropriate strategies and initiatives.
- Responsible for achieving sales and gross margin targets for the Clyde Union Product Line for Saudi and Bahrain region.
- Provides comprehensive details of the product development needs to suit the local market(s):
- Price points
- Competitor performance, strengths and weaknesses
- Product performance needs
- Support of necessary NPD programs
- Partners with Market Development to develop strategies for the Saudi and Bahrain.
- Provides revenue and margin data and year on year growth expectations.
- Proactively reacts to customers RFQ’s (request for quotation). Completes and submits OES forms and secures the necessary internal approval to proceed with quotations. Effectively communicates to customers the intention to provide a quotation, or not. Updates the CRM or equivalent tool accordingly.
- In close consultation with the Application Engineering Team and where necessary the Product Management Team, reviews and interprets customer enquiries. Analyses the requirements in line with data sheets, specifications, P&IDs, plans, and other project specific documents. Designs, sizes, and selects suitable products as per the customers’ requirements and supports the Application Engineering Team to develop appropriate proposals / quotations.
- Secures the necessary LEAF approval for all orders above $500,000 before issuing the quotation to the customers.
- For both the company and the customers, coordinates the technical and commercial review of the quotations and assists with the negotiations for the same.
- Once quotation negotiations have concluded, prior to receiving the customers PO, secures the necessary LOAF approval for all orders above $200,000 and for all orders that stipulate exceptional T&C’s.
- Develops a product strategy for Saudi and Bahrain across all assigned markets, defining organic growth and business development initiatives to support growth goals.
- Understands competitor portfolios, develops strategies to capture market share that can be effectively implemented by the sales organization.
- Identifies both technical and commercial innovation necessary in the region, continuously driving product differentiation to propel profitability.
- Participates in industry associations and working groups, interacts with industry leaders and peers to develop relationships, and monitor competitive activity.
- Supports ‘key account’ development plans across Saudi Arabia and Bahrain.
- Oversees and maintains compliance of all commercial activity with applicable procedures and policies.
- Drives the pump OE sales organization to secure commercially favourable contract terms for the company.
- Manages commercial expenses such travel & entertainment, marketing etc. to budget.
- Oversees resolution of customer and commercial issues or disputes including LD’s, warranty, payment delays etc.
- Directs and participates in coordination of activity and resources across key business functions including Operations, Quality, R&D, Commercial Operations, Finance, etc. as it pertains to the pump OE business.
- Meets with key clients, representative companies, and distribution companies, and assists local sales management with maintaining relationships and negotiating and closing deals.
- Partners with the management team to advise them of new developments which may affect profit, schedule, costs, customer relations, and/or inter-departmental relations.
- Establishes sales targets and monitors process for Sales Incentive Plans (SIP) across Saudi and Bahrain.
- Prepares weekly sales reports (forecast, customer visit report, etc.) showing sales volume including potential sales, monitored against the budget, with action plans to address variations.
- Prepares and delivers sales presentations and technical presentations to internal and external stakeholders.
- Participates in trade shows, exhibitions, and seminars either directly or in conjunction with local agents / distributors.
- Represents the company in a professional manner aligned to Celeros FT Values and ensures all activities comply with both legal and ethical standards.
KNOWLEDGE, SKILLS & ABILITIES
- Strong technical skills, possesses a working and theoretical knowledge of rotating equipment servicing the Power & Energy industry.
- Commercial ability to understand technical as well as commercial risks in contracts.
- Excellent communication skills across company as well as to customers or third parties.
- Sales background with the ability to make compelling sales and technical presentations to customers.
- Strong English communications skills for technical and commercial in speech and writing.
- 10+ plus experience in managing, leading and deal closing within centrifugal pumps for industrial segment.
- Focusing and guiding others in accomplishing work objectives.
- Encouraging others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitating the implementation and acceptance of change within the workplace.
- Using appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one’s own behaviour to accommodate tasks, situations, and individuals involved.
- Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions. Engages the audience and helps them understand and retain the message.
- Provide inspirational, visionary leadership to all sales partners in the business, developing a strong commercial organization with an excellent succession profile.
EDUCATION & EXPERIENCE
- Degree in an Engineering discipline (Mechanical, Manufacturing, Production, Fluid Power Technology) and ten years related experience.
- Experience in the oil & gas / power & energy / industrial market – essential.
- Relevant experience of Centrifugal Pumps, API 610, 614, 682 International Standards and major end user’s within Saudi Arabia ( Saudi Aramco, Bapco, SABIC, SWCC, SEC, Maaden etc.)
- Strong knowledge of Microsoft packages including Word, Excel, PowerPoint and Project.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Required daily to stand, sit, walk, talk, hear, and see (specific close vision abilities are required to perform computer work)
- Required occasionally to stoop, kneel, crouch and crawl
- Required daily to use hands and fingers and arms to reach (to operate a computer and telephone)
- Required occasionally to lift and/or move objects that are light to moderate
- Required occasionally to travel (usually by air or road so may be required to sit for extended periods)
WORKING CONDITIONS
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Ability to work with moderate noise (i.e. business office with computers, phone, and printers, etc.)
- Ability to work in an open planned office / individual office
- Ability to sit at a computer terminal for extended periods
- Ability to sit in a car or on a plane for extended periods
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
CELEROS FLOW TECHNOLOGY VALUES
All Celeros divisions are committed to the effective use of the Celeros Values. It is important that all employees understand and utilize these values when performing the duties of his/her position.
INTEGRITY: We work safely and respect our employees, business partners & environment. We always lead by example.
SPEED: In our mission to bring mission-critical flow control equipment to the world, energy in our actions & urgency.
ACCOUNTABILITY: We stand behind our actions and deliver on our promises.
PARTNERSHIP: We collaborate across our teams & our customers to win together. We rely on each other to deliver the best outcome & celebrate successes.
EXCELLENCE: We are passionate about being the best at engineering, manufacturing & maintaining mission-critical equipment. We seek quality & community improvement in every interaction.
QUALITY
Quality encompasses all aspects of Celeros’ business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process and the quality system. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.
CELEROS Flow Technology is an equal opportunity employer.
