Regional Sales Manager - Pumps AM

ABOUT THE ROLE
The Regional Sales Manager – Pumps Aftermarket will oversee the sales and business development efforts for Pumps Aftermarket products to key Power & Energy End Users in Iraq, Libya, Syria, Yemen, and Jordan. This position is pivotal in driving sales growth, market development, and customer engagement across the Power, Oil & Gas, Water, and Industrial sectors. The successful candidate will focus on expanding market share, developing strategic customer relationships, and delivering sustainable revenue growth through aftermarket solutions, which include spare parts, repairs, upgrades, reverse engineering, replacement pumps, engineered solutions, and field services.

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Develop and execute regional sales and business development strategies to grow the Pumps Aftermarket business across assigned territories.
• Identify, develop, and maintain strong relationships with key end users, EPC contractors, channel partners, and service providers.
• Drive sales of aftermarket products and services including:
  • Pump spares
  • Repair and refurbishment services
  • Replacement pumps
  • Engineered upgrades and retrofits
  • Reverse Engineering
  • Field and site services
  • Reliability and lifecycle solutions
• Develop opportunity pipelines and manage customer accounts to achieve annual sales targets and profitability objectives.
• Conduct regular customer visits and market engagement activities to identify upcoming shutdowns, maintenance projects, and brownfield opportunities.
• Prepare technical and commercial proposals in coordination with internal engineering and proposal teams.
• Lead contract negotiations and commercial discussions with customers.
• Monitor market trends, competitor activities, and customer requirements to identify growth opportunities.
• Support channel partner development and regional distributor management where applicable.
• Work closely with operations, engineering, service, and commercial teams to ensure successful project execution and customer satisfaction.
• Coordinate with the Finance / Accounts team regarding supplier and customer accounts.
• Participate actively in the order handover meeting with the Manufacturing Facility, Project Manager, and Supply Chain Team.
• Collaborate with the Line Manager / Regional Director to review market potential for assigned products in designated territories and compile strategy and action plans.
• Execute agreed action plans to achieve targets for assigned products in the assigned territories.
• Prepare weekly and monthly sales reports (forecast, customer visit report, etc.) to monitor sales volume against the budget, addressing any variations.
• Prepare and deliver sales and technical presentations to internal and external stakeholders.
• Represent the company professionally at trade shows, exhibitions, and seminars.

KNOWLEDGE, SKILLS AND ABILITIES

• Strong engineering knowledge to identify technical risks and provide solutions, combined with commercial acumen to identify contract risks.
• Ability to analyze and interpret scientific and technical journals, financial reports, and legal documents.
• Capable of defining problems, assessing risks, and developing actionable recommendations.
• Encourages innovative approaches to address problems and facilitates acceptance of change in the workplace.
• Exceptional attention to detail and accuracy while maintaining high performance standards.
• Professional communication style, able to tailor messages to various audiences.
• Experience in preparing and delivering sales and technical presentations effectively.
• Ability to engage audiences and ensure retention of key messages.
• Proficient in utilizing interpersonal techniques to gain acceptance for ideas and plans.
• Strong negotiation skills and the ability to influence outcomes.
• Highly organized, self-motivated, and capable of working independently and remotely.
• Team player with great interpersonal communication and supportiveness.
• Fluent in English (verbal and written) is essential; Arabic is advantageous.
• Possession of a valid Driving License converted for use in the Middle East is essential.

KEY PERFORMANCE INDICATORS (KPIS)

• Revenue and margin growth
• Order intake achievement
• Pipeline development
• Customer retention and account growth
• Market penetration across assigned territories
• Conversion of service and upgrade opportunities
• Frontlog management and forecast accuracy

EDUCATION AND EXPERIENCE

• Degree in Mechanical Engineering and ten years of related experience.
• Five years’ experience in the oil & gas / power & energy market is essential.
• Proven experience with the technical aspects of reverse engineering for pumps is essential.
• Relevant experience with Centrifugal Pumps, API 610, 614, 682 International Standards, and major Pump end users is essential.
• Strong knowledge of 3D drafting software, such as Solid Works / Auto CAD, is essential.
• Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Project).

PHYSICAL DEMANDS
The demands described here represent the necessary physical capabilities for successful job performance. Reasonable accommodations may be made for individuals with disabilities.

• Daily tasks require standing, sitting, walking, talking, hearing, and seeing (specific close vision abilities are essential).
• Occasional requirements include stooping, kneeling, crouching, and crawling.
• Daily use of hands and fingers to operate computers and telephones.
• Occasional lifting or moving of light to moderate objects.
• Required travel may necessitate prolonged periods of sitting.

WORKING CONDITIONS
Work environment characteristics typical for performing the essential functions of this job include:

• Moderate noise levels typical of business offices (computers, phones, printers, etc.).
• Open-planned office or individual office settings.
• Extended periods sitting at computer terminals.
• Extended travel periods while sitting in vehicles or planes.

THE COMPANY VALUES
All divisions are committed to the use of key organizational values:

• INTEGRITY: Safety and respect for all stakeholders.
• SPEED: Energetic and urgent response to mission-critical needs.
• ACCOUNTABILITY: Commitment to delivering on promises.
• PARTNERSHIP: Collaboration across teams to achieve the best outcomes.
• EXCELLENCE: Dedication to quality and community improvement in all interactions.

QUALITY
All employees share the responsibility to ensure quality in all aspects of the business. This includes identifying and reporting nonconformities to processes, products, and quality systems, and facilitating solutions.