Senior Regional Sales Manager - Qatar
Purpose of the Job
Drive the sales organization and branch strategic plan to achieve maximum profitable growth in line with Honeywell’s vision and strategic objectives. Establish and own the territorial plans and sales strategies aimed at serving and expanding the customer base. Be the executive sponsor of Honeywell by maintaining customer contacts and relationships at senior levels in support of territory account managers and the sales team plus the account strategies.
Key responsibilities
· Be responsible for the performance and development of all sales activities in the assigned region.
· Lead sales team and strategic initiatives in the assigned region and ensure coordinated sales activities across LOB’s.
· Coordinate activities with other functions to achieve overall business results.
Business Relationships
· Lead Sales Account Managers to deliver results and growth
· Use internal and external relationships to accurately assess potential barriers, engage the required resources to successfully support and develop the sales opportunities.
· Create value for our customers and enhance their sales and non-sales experience
· Elevate relationship with executives of key customers and EPC.
Sales Process
· Manage sales forecast to meet or exceed Annual Operating Plan on quarterly basis with accurate monthly commitments.
· Ensure approved sales processes are followed and company procedures - systems are effectively deployed in the assigned territory.
· Provide leadership for sales team in competitive opportunities.
· Lead the growth initiatives in the territory and monitor - track key sales performance metrics.
· Ensure comprehensive Account Plant Reviews and Opportunities Plan Reviews
· Accurately projecting growth and monthly forecast.
· Manage the territorial financials applicable to the sales force, including sales incentive plans
· Key sales performance metrics: (results Vs AOP; YOY growth), Forecast accuracy, Sales Behaviors Index, Customer Calls, Achievements against MRR actions (talent development, succession), Sales team excellence (average performance of the AM in the territory, execution compared to plan, focus on staffing actions), Responsiveness: Accuracy and on–time submission of reporting
People Management
Develop, motivate and deploy a group of sales professionals who deliver results and adhere to Honeywell Code of Business Conduct and Behaviours. Attract, mentor, coach and develop team members in support of sales excellence. Manage and prioritize deployment of personnel and resources to match territorial requirements; provide strategic vision to the sales team. Effectively interact with other regional leaders to represent sales and to coordinate activities that affect sales. Lead and has performance management actions. Elaborate and design proposals for a successful, effective and efficient sales organization including resource optimization opportunities (staff size, roles, quota) and mid-term growth.
Supervisory Responsibilities
Responsible for the direct management of a team of Account Managers and Sales professionals. Matrix responsibility of Connected and Cyber Sales team.
Key skills and qualifications
·University Engineering Degree, MBA preferred
·10+ years in solution sales (preferably automation industry). Proven track record of success in multinational business environment
·5+ years Experience operating as a leader in an international, highly matrix organization; with diverse stakeholders
·10+ years Experience in GCC market, including Qatar as a preference
·Experience in building and maintaining relations at executive levels with O&G customers and EPC
·Experience maneuvering through complex with political agility and savvy
·Experience planning workshops, roadshows and summits
·Experienced in complex sale, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning
·Experience with planning, developing and executing sales campaigns or programs in specific markets or for specific products
·Proven Track record leading, negotiating and winning complex deals and diverse sales team.
·Marketing and P&L experience are desirable
·Technical Skills & required Specific Knowledge: Understand the value proposition of Honeywell and all the company has to offer; Understand the strategic direction of Honeywell; A well developed sense of the industry and market trends in the assigned territory; Good knowledge of our customers’ businesses and drivers; Financial and business acumen; Critical understanding of competitive landscape, whitespace and SWOT analysis tools, Account Management, ability to use market and marketing data to build successful territory strategic plans; Good knowledge of commercial terms, contract terms, etc; Exceptional knowledge of internal sales process and systems required to provide superb customer service.
·Behavioral Competencies Required: Demonstrate strategic leadership and authority, Ability to motivate sales professionals with drive and energy resulting in aggressive growth. Have and set high performance standards: Energize self and others to achieve bottom line results; monitors achievements and progresses toward goals constantly. People savvy, skills to recognize sales talents and to bring them in the organization. Coach and mentor to develop talents to become leaders or great achievers. Supports weak performance when development is achievable. Fluent in English and Arabic.
Our offer
·A culture that fosters inclusion, diversity, and innovation in an international work environment
·Market specific training and ongoing personal development.
·Experienced leaders to support your professional development.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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