About the Role
We are looking for a sales team member to lead and manage front-end sales activities for instrumentation products and product solutions in the Algeria/Tunisia markets. In this role, you will oversee the process from opportunity identification to quotation submission, ensuring a close relationship with customers alongside strong technical and commercial positioning to maximize win probability.
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About the Team
Our team consists of 18,000 employees in over 60 countries who are committed to co-innovating for a better future. We value respect, collaboration, integrity, and gratitude, creating a global culture that encourages personal and professional growth.
Key Responsibilities & Accountabilities
a. Sales Strategy
- Lead front-end sales activities for the PCI business (Field Instruments) unit across assigned sectors and key accounts.
- Support EPC key customers for the entire company portfolio.
- Define and implement sales account plans/strategies to drive market penetration, revenue growth, and profitability.
- Ensure alignment between sales targets, business development plans, and overall company objectives.
- Develop and manage the sales pipeline, forecasting, and target achievement.
- Provide timely and accurate reporting to sales management and business unit management.
b. Customer & Opportunity Management
- Identify, qualify, and develop new business opportunities with EPCs, end users, and industrial clients.
- Build and maintain strong relationships with key customers, consultants, and decision makers.
- Manage relationships with key EPC accounts and act as the primary focal point for assigned customers from opportunity identification to order booking.
- Understand customer needs and influence project specifications in favor of company solutions.
c. Sales Execution
- Lead commercial negotiations and support technical discussions in coordination with proposal and engineering teams.
- Ensure timely follow-up on quotations, tenders, and technical clarifications with customers.
- Drive conversion of opportunities into firm orders while achieving margin and volume targets.
- Support contract finalization and handover to project execution teams.
d. Coordination & Communication
- Work closely with proposal, engineering, procurement, and operations teams to ensure competitive and compliant offers.
- Coordinate with the accounts receivable team for pending payment collection from customers.
- Represent the company in customer meetings, presentations, exhibitions, and business forums.
- Promote synergy sales of other company products, solutions, and services.
e. Sales Planning & Performance Management
- Prepare sales plans, budgets, and forecasts for assigned territories or accounts.
- Track performance against targets and initiate corrective actions when necessary.
- Ensure proper CRM updates and reporting of all sales activities.
f. Process Improvement
- Standardize sales processes, customer engagement models, and reporting tools.
- Implement best practices and lessons learned to improve win rates and customer satisfaction.
- Support the digitalization of sales tools such as CRM systems and sales analytics.
- Uphold ethics and compliance in all sales and marketing activities while representing the company.
Qualifications and Experience
- Master’s Degree in Instrumentation, Control Systems, Automation, or Electrical Engineering.
- Minimum of 10 years of experience in the automation field, preferably in instrumentation project sales, including pre-sales, business development, and account management with EPCs.
- Strong knowledge of EPC project lifecycles, tender evaluation, and cost estimation principles.
- Familiarity with sales tools (CRM, etc.) and experience in the Algeria market with major customers.
- Proven track record of managing customer relationships and winning projects with EPCs.
- Good understanding of instrumentation and strong interpersonal and communication skills.
- Self-motivated, results-oriented, and capable of working under pressure.
- Willingness to travel (minimum 40% of working time) to meet clients and oversee project sites.
Required Competencies / Skills
a. Competencies
- Excellent understanding of EPC project life cycles, from design to commissioning.
- Strong technical background with the ability to explain complex technical concepts to clients and stakeholders.
- Experience with complex contract negotiations and strategic sales.
- Effective time management skills and attention to detail in data entry and document preparation.
- Professionalism, discretion, confidentiality, and a commitment to achieving assigned targets.
b. Skills
- Proficiency in Arabic, French, and English (written and verbal communication).
- Proficient in Microsoft Office and possess strong communication skills.
The company is committed to building a diverse and inclusive culture and is an Equal Opportunity Employer, promoting the hiring and development of individuals from various backgrounds.
