Head of Sales, Saudi Industrial Gas Company, Dammam, KSA

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What you will enjoy doing

    Develops monthly sales territory and account plans to achieve assigned targets
    Manages all opportunities following standard sales process steps
    Prepares and presents a monthly funnel review
    Prepares and presents monthly forecast by accurately managing opportunity dates, SAR value and probabilities
    Establish and maintain relationships with key customers and other accounts that indirectly influence the buying decisions of the customer
    Develops a network of customer and industry contacts in the territory to position Linde-SIGAS as a key member of the Industrial gases community
    Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market providing input during monthly business revie
    Participates in sales activities including customer site visits, telephone contacts, trade seminars and shows, product demonstrations/evaluations, customer seminars and channel management
    Responsible for gross profit improvement and securing new business
    Improves the profitability of existing accounts by fully understanding value propositions
    Accountable for providing complete and accurate account set-up and pricing data
    Maintain list of target accounts by generates and qualifying new business leads
    Ensure sales policies & procedures are in place in the regional and strictly followed by sales personnel
    Ensure sales productivity is high in the region, and costs are acceptable by ensuring that sales resources are planned and used in the optimum manner
    To allocate minimum number of KEY accounts responsibility for each sale personnel (means each sales manager should handle directly minimum numbers of customers) in accordance with sales policy
    To prepare & update regional basis price list for products ensuring and maintaining profitability while keeping eyes on competitor’s activities
    To forecast monthly against sales in the region and to monitor and manage changes to the forecast to ensure that the pipeline of activity is always sufficient to meet the allocated targets
    To analyze sales & receivable statistics proactively on day-to-day basis
    To make frequent client visits with salespeople to help close business, monitor the salesperson’s development (giving advice and guidance) and ensure that our propositions are valuable to the client and fit for purpose, as well as ensuring that customer satisfaction remains at the highest level
    Visit regularly the branches in the region to monitor the weekly developments
    To meet allocated targets on products and services across the region, and to hold internal meetings at sufficient frequency to allow analysis of the sales activities and check the productivity and effectiveness of each reporting salesperson
    To make sure that each salesperson is appropriately trained in product knowledge to allow a wide-ranging portfolio of products and services to be placed in the region
    To line manage salespeople so that they are appraised and developed to allow greater effectiveness and capability over time
    To create and manage the sales budget for the region, managing to cost and headcount constraints
    Hold overall responsibility of Accounts Receivables of assigned portfolio in the region
    To generate daily/monthly agreed reports and submit for review / comments and further instructions
    Lead, develop and coach subordinate managers and staff and in a way that encourage them to improve efficiency, performance and competencies in their respective functions.
    Responsible for Variable margin within the entity
    Other duties as assigned

What makes you great

    BA, BS or MS degree required. A degree in a science related field such as Chemistry, Science, Engineering or equivalent is an asset
    5-7 years’ experience in Industrial Gas industry or similar (i.e. O&G, Chemicals, Petrochemicals), preferably from a multi-national company
    B2B experience selling complex industrial products and solutions
    Formal sales training and/or experience in value selling
    Must have a valid driver license and a good driving record

DETAILS TO REGISTER FOR THIS JOB:
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https://linde.csod.com/ux/ats/careersite/20/home/requisition/16109?c=linde&source=IND


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