Head of sales

Head of sales

Head of sales – Full Time – Abu Dhabi, United Arab Emirates

Join our Energy team within Flow Equipment division in United Arab Emirates as Head of sales to help us take our Middle East business development to the next level.

As the ideal candidate you are able to combine your profound technical expertise with your excellent social skills to effectively manage a team of sales experts. You should have a technical degree, as well as work experience in a sales managerial position. Experience in the Energy (O&G, Power, Renewables) industry with experience in handling Capital equipment or similar product as pumps is a must.

Role Definition:

Manage and direct the Sales & Tendering team within the region to ensure consistent growth in orders and profit to grow sales into the Middle East Region and meet the objectives of the company’s overall business plans and strategies. Responsible for the overall coordination, functional management, and leadership of all commercial bid activity. Work closely with Sales to ensure adequate support to the needs of customer to achieve the objectives of the company’s overall business plans and strategies.

Your main tasks and responsibilities:

• Overall responsibility to ensure that tenders meet company commercial guidelines and have the necessary sign off in accordance with the delegation of authority guidelines.
• Responsible for developing and implementing growth plans in line with the regional strategy.
• Manage, motivate, and develop the regional sales team (talent attracting, developing, and retaining the required skills, according to the strategy and growth plan), as well as the regional sales agents.
• Maintain contact with key customers and stay ahead of impending projects.
• Ensure effective client relationship building and put in place management processes (including acting on feedback from Customer Satisfaction Surveys) to positively influence the client and create a pre-disposition to view Sulzer as the preferred source of supply.
• Provide leadership to the Energy BU team, for sales channel development, sales planning, segment training, promotional activities, and personnel development.
• Work together with other teams to develop sales strategies for the region and produce accurate sales forecasts.
• Maintain knowledge of market and industry trends, competitors, and leading customer strategies
• Responsible for budget setting, forecasting and monthly reporting.
• Maintain relevant areas of CRM database, ensuring that Sulzer sales forecast and best prospect lists are provided to schedule.
• Attendance at monthly sales operations meetings and completion of fortnightly updates to relevant areas of the business to ensure overall visibility of sales pipeline and order status.

To succeed in this role, you will need:

Qualifications:

• Bachelor’s degree in a relevant engineering discipline or similar.
• A post-graduate business qualification and experience of running a successful business.

Experience:

• A minimum of 15 years Graduate / post-graduate working experience.
• Post-graduate training in a mechanical engineering OEM preferably (although not essential) and with a strong knowledge about centrifugal pump or rotating equipment industry.
• Solid background of sales management (min. 5 years) in an engineering services fast moving and growing environment.
• Strong people management experience (min. 3 years), evidence of setting up a successful team and used to matrix organisation.
• Experience in setting up new business opportunities.
• Middle East experience > 5 years.
• Experience with international companies preferably with good exposure to Middle East market as well as customers in the region.
• Experience with Salesforce or similar CRM tools. Reasonable knowledge of MS Office suite (Word, PowerPoint, Excel & analytical tools).

Personal Characteristics:

• Strong leadership skills.
• Willing to go the extra mile, every time.
• Results oriented and with a clear ambition to grow the business.
• Oriented towards teamwork and building a successful team.
• Culturally sensitive and able to work within a culturally diverse environment
• Lateral thinker and can demonstrate creative problem-solving skills.
• Level-headed and able to remain calm in difficult and stressful situations.
• Able to collaborate with others at all levels in the organisation.
• Able to develop and maintain cross-functional links with a view to maximising cross-selling opportunities.
• English fluent, Arabic will be an added advantage.

We are looking forward to hearing from you!

Sulzer is an equal opportunity employer. We believe in the strength of a diverse workforce and are committed to offering an inclusive work environment.

At Sulzer, you are empowered to deliver superior results. As a pioneer in industry we have a proud heritage of innovation and continue to evolve for the future. Join our story and create your own impact by d