About the Role
The Sales Manager for the IMENA region is responsible for developing, executing, and growing a profitable market position for assigned products and services. This role focuses on direct commercial ownership of specific countries and strategic accounts within the Middle East and North Africa, aiming to enhance customer engagement, identify new opportunities, and expand market presence.
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Key Responsibilities
Primary duties may include, but are not limited to:
- Develop and execute sales, account development, and customer engagement action plans to meet annual sales and growth targets.
- Maintain regular engagement with key customer stakeholders across engineering, operations, integrity, maintenance, procurement, and management functions.
- Identify, develop, negotiate, and close commercial opportunities with new and existing customers.
- Grow business within assigned markets while expanding position and share of wallet with established strategic customers.
- Proactively address customer needs, upcoming projects, maintenance programs, and operational challenges with products and services.
- Engage customers early in the project cycle to build a sustainable opportunity pipeline.
- Support the introduction and commercialization of new technologies within assigned markets.
- Establish and maintain relationships with pipeline operators, EPC contractors, engineering consultants, and industry stakeholders.
- Keep abreast of the oil and gas pipeline market, customer activities, and competitor offerings, including pricing and technology.
- Communicate competitive and market intelligence and recommend actions to strengthen position.
- Develop commercial and competitive strategies for major opportunities, including customer positioning and negotiation approaches.
- Collaborate with commercial, engineering, manufacturing, operations, project management, marketing, and legal teams to execute customer solutions.
- Coordinate with other Sales Managers for shared customer organizations across territories.
- Maintain accurate records of sales activities and opportunities using a CRM system and participate in sales meetings and reviews.
- Represent at customer meetings, technical workshops, conferences, and other industry events as required.
- Travel up to 50% of the time, including overnight and international travel throughout the IMENA region.
- Maintain a valid driver's license and/or passport.
Experience
- Bachelor's degree in mechanical engineering, civil engineering, chemical engineering, business, marketing, or a related field, and typically five (5) or more years of sales, business development, or related commercial experience, or an equivalent combination of education and experience.
- Experience in the hot tapping and isolation sector is required.
- Technical, solution-based, or engineered-product sales experience is preferred.
- Oil and gas pipeline industry experience is preferred.
- Experience managing major customers, strategic accounts, or geographic territories is preferred.
- Experience within the Middle East and/or North Africa markets is an advantage.
- Demonstrated sales leadership or ownership of major accounts and commercial opportunities is preferred.
Knowledge, Skills, and Abilities
- Strong commercial and business development skills with proven ability to identify, develop, negotiate, and close opportunities.
- Ability to foster strong customer relationships across technical, operational, procurement, and management levels.
- Capability to understand customer challenges and translate capabilities into valuable solutions.
- Strong account management and territory development skills.
- Proficient negotiation, influencing, and opportunity management abilities.
- Ability to work independently, prioritize, and take ownership of markets and customers.
- Strong collaboration skills across diverse teams.
- Knowledge of competitive positioning and the development of differentiation strategies for products and services.
- Proficiency in Microsoft Office.
- Familiarity with Salesforce and disciplined CRM usage.
- Excellent presentation and communication skills, with the ability to convey information effectively across different cultures.
- Proficiency in English is required; additional regional languages such as Arabic, Hindi, or French are advantageous.
Success Measures
Success in this role will be measured through:
- Achievement of sales and booking targets.
- Revenue and market growth in assigned countries and accounts.
- Development of a robust opportunity pipeline.
- Growth of existing strategic accounts and acquisition of new customers.
- Successful introduction and adoption of technologies.
- Accuracy in sales forecasting and CRM data.
- Strength of customer relationships and effective collaboration with the IMENA sales organization.
