About the Role
The role involves promoting and selling fire alarm and life safety solutions within the designated territory, with the goal of achieving annual sales plans and driving long-term business growth. The candidate will collaborate across various functions and product lines to create a coordinated market approach, engage key influencers, stakeholders, and channel partners, and capitalize on high growth opportunities in the assigned territory or countries.
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Responsibilities
- Achieve 100% of channel sales target according to AOP.
- Develop and maintain the customer base in verticals including Industrial & Infrastructure, Ministry Buildings, Government buildings, and the Commercial Sector, while adhering to the overall channel sales and marketing strategy of the company.
- Conduct frequent meetings with customers to agree on annual sales plans and hold regular quarterly review meetings.
- Engage with end customers and consultants for approvals and specifications, participating in trade shows and relevant events.
- Provide timely feedback on time management, call reports, market requirements, customer issues, competitor activity, new business opportunities, and vital relationship maintenance.
- Develop a deep understanding of the marketplace with a focus on consultants, specifiers, developers, strategic partners, and key stakeholders in fire and security projects.
- Collaborate with marketing and functional leaders to create strategic plans for key growth segments and provide timely input for STRAP and AOP processes.
- Assist marketing in implementing partner programs and pricing models.
- Work with legal and finance to establish long-term supply and support agreements with key partners.
- Develop new strategic partnerships with major system integrators and distribution providers.
- Ensure a complete product portfolio across all segments and strengthen the new product introduction process.
- Collaborate with partners to build consumer-focused communication plans centered on safety, security, and peace of mind.
- Ensure cost-effective terms with the supply chain team.
- Align strategies and next steps with cross-business efforts to position solutions and technology effectively.
Growth & Customer Focus
- Responsible for achieving and exceeding quarterly channel sales and pricing goals to maintain desirable margins.
- Prepare and agree on the AOP that outlines maximum growth opportunities and necessary actions for execution.
- Plan, promote, and launch new products and solutions, ensuring each has a clear message and value proposition.
- Implement a robust management operating system and tier meeting process linking all key stakeholders.
- Conduct periodic business reviews with customers to assess performance against plans and identify opportunities for improvement.
- Ensure regular communication with customers through various media to develop connectivity and partnership excitement.
- Manage and review pricing strategies and discount schemes to optimize profitability while ensuring market parity.
Qualifications
- Bachelor’s degree in Electrical/Electronics or Computer Engineering.
- Experience in selling fire alarm/suppression systems within sectors such as ELV systems, specifying, consultancy, or contracting in the GCC market.
- Proven experience in developing business plans within the fire alarm/suppression systems.
- Awareness of legislation impacting technology provision, product import, and competitive landscape.
- Experience with the construction cycle process from conception to delivery is preferred.
- Strong presentation skills and ability to convey clear messages to diverse audiences.
- Experience in working with long-term strategic vendors or partners.
- Background in design, marketing, and sales of fire alarm systems across various segments and standards.
- Proven metrics on NEX usage, overdue percentage, pipeline ratio, and conversion rates as follows:
- Clear understanding of opportunity utilization and maximization;
- Maintain overdue percentage of open opportunities below 5%;
- Achieve a pipeline ratio of 4x coverage for upcoming quarters;
- Ensure conversion rate exceeds 30% in the past 12 months.
- Minimum of 30 customer visits per month, balancing partner and non-partner interactions.
- Forecast accuracy of 60% (2.5 months rolling).
- Regularly update sales activities and attend internal meetings.
We are an equal opportunity employer and value diversity in our workforce. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability. We ensure individuals with disabilities are provided reasonable accommodations to participate in the application or interview process, perform job functions, and receive employment benefits.
