The Middle East Business Development person is a leader who will lead the effort to break into new market areas and expand our market share and growth in the Middle East Countries with a focus on Saudi Arabia and Abu Dhabi for our product lines. This would include working with the regional directors building a sales plan, identify and develop strategic Channel Partners across the regions or establishing our own legal entity. The individual will lead all facets of business development, including the coordination of key stakeholders including engineering, finance, government relations and operations. They will instruct, motivate and drive various product line selling teams to succeed in growing Lufkin’s presence in the Region.
This person will oversee sales activity in the Middle East countries. They will set the vision for the regions while developing a business plan with tactical actions to achieve this vision. While well established in the regions for many years, we believes with the right leadership the sales team will improve and deepen existing customer relationships, develop new customer relationships thereby increasing market share. Additionally, they will work with Product Line Managers, Service Operations Managers, and local sales staff to develop and implement effective sales strategies to meet customer needs.
Essential Characteristics
· Process and data driven
· Self-Starter
· Strong business acumen
· Team builder
· Strong industry network
· Strategic planning
Major Functions & Duties
· Identify top opportunities for the quarter to pressure test deal quality, viability, and establish actions plans to win.
· Establish quarterly business development activities to expand share and acquire new customers.
· Meet with executive level customers to evaluate ongoing service quality level, uncover any competitive threats, and identify any changes in their business priorities that might create new sales opportunities.
· Provide support and guidance to proposals and quotes to strategic key or growth accounts.
· Travel Required 40-60% of the time
Additional Responsibilities
· Pursue and win new opportunities in the Middle East Countries
· Develop opportunities with both new and existing customers to expand growth
· Maintain written, measurable sales plan for the region that fully develops Lufkin’s portfolio.
· Work with other functional managers to remove obstacles for growth.
· Maintains professional relationship with executive level contacts with each of key accounts in the region.
· Work with regional directors to maintain a rolling four quarter forecast for each product line which is communicated monthly to Finance and Operations.
· Evaluates market trends and competitor intelligence that might affect current or future sales growth strategies in the region.
· Establish and maintain good business relationships with the NOC’s in Middle East countries.