Sales Manager - GCC

Position: Sales Manager – GCC (exclude Utilities)

Organization

• Function: Sales, Marketing & Business Development
• Country: United Arab Emirates (UAE)
• Location: Dubai
• Direct Manager: Sales Manager for ME

Purpose

• The purpose of the position is to be in charge of development of Sales in the above mentioned countries  for all Accessories Units with a direct reporting to Sales Manager ME.
• The position leads and develops his sales strategy with the goal of market penetration and market share increase, optimizing financial performance (turnover, commercial margin, payments), support PA objectives and drive sales operational excellence in the perimeter.
• He is responsible for development and operational performance of agents and distributors in all Accessories Products to succeed on Nexans markets.
• He understands the role of his function in the business strategy and develops a vision for it.
• He promotes a customer focus culture in sales and marketing operations, while he is attached to a constant respect of the law and internal rules, Nexans values & Nexans local image.

Areas of responsibility

 

OPERATIONAL EXCELLENCE

• Presents, adjusts, and validates the offer

• Formalizes and negotiates on a daily basis to get the order to contract:

• • From existing frames of contract including distributors and agent contracts, 
  • In respect of the pricing policy and methods, 
  • In respect of local legislations and rules.

 

TAKE RESPONSABILIY

• Participate in main contracts and negotiations for major customers
• Support sales activities by comforting relationship with major accounts: lobbying, support on distributors contracts and agents as well as resolution of difficulties

• Anticipates future strategic contracts by developing pre-sale activities and relationship with decision makers.

 

GLOBAL TEAM PLAYER

• Reports to marketing on customer visits, market, competition and innovation:

• • Maintains customer files up-to-date including products and services, 
  • Supports the product expertise.

• Manages the interface with plants to organize and schedule after-sales activities.
• Manages the interface with sales front office to support their activities

 

 

CUSTOMER AND MARKET FOCUS

 

• Prepares the right offer so as to address customer needs:

• • Customizes the offer in partnership with the Product Manager, 
  • Prepares the offer presentation with communication tools, 
  • Defines KPI for each customer.

• Achieves sales objectives according to the sales action plan:

• • Proposes a sales work plan,
  • Prospects targeted customers, 
  • Promotes Nexans awareness and image, 
  • Develops loyalty

Expected results

• Increase Accessories Products sales in the assigned territory. 
• Set footprint in his territory and maintain recurrent business on Medium and Long term.
• Increase Nexans market penetration and market share in the area for all Acccsories products
• Creates a network of agents and distributors to cover the area being close to customers
• To study the need to create a local kitting facility in coordination with Accessories Management

Position sizing

• Actual turnover in the area is  5M Euro
• Maintain and increase Sales under his parameter by maintaining existing customers and develop more prospect customers.

Required skills and qualifications

Competencies

• Pricing skills
• Sales Technical Skills
• Sales behaviour Skills
• Negotiation and contracting skills
• Take responsibility
• Reporting and Alert Skills
• Global Team Player
• Sales strategy
• Customer relationship
• Customer and business development

 

 Experience

• A minimum of 3-5 years Sales experience (preferably in a manufacturing environment).

 Education

• University or College degree in Engineering, Business, Marketing / Accounting.

 Required Skills and Knowledge

• Fluent in use of computer software such as MS word, Excel.
• Effective communicator in writing, business presentations and in interpersonal communication
• Highly developed, demonstrated teamwork skills
• Demonstrates a high degree of confidentiality and unusual common sense