Area Sales Manager - Middle East

About This Role

Area Sales Manager - Manitou Middle East

GENERAL ACCOUNTABILITY :

Direct report to Managing Director – Manitou Middle East

Responsibility for: Dealer Network and Key Account Sales Management

Primary focus: Dealer Network Management, Business Development, Customer Satisfaction

Reporting directly to the Managing Director of Manitou Group subsidiary – Manitou Middle East – the Area Sales Manager will be accountable for the development of the Manitou and Gehl brand within the Middle East Area.

As a part of a small Team, the position requires agility, autonomy and a strong dose of interpersonal skills in order to inspire the change through our dealer network.

DUTIES AND RESPONSIBILITIES :

Not limited to the followings, the Area Sales Manager daily responsibilities will be:

1 – Dealer Network Management

• The continuous development of the existing dealer network coverage within the region
• The on-boarding of new dealers
• Ensure the full coverage of respective dealer’s area
• Be the key interlocutor between the dealer network and the Manitou Group internal stakeholders (Product Management / Marketing / Sales Administration /Finance / Legal Teams)
• Monitor sales performance by product range, identify gaps to target and ensure the right level of stock and product availability to implement relative sales actions
• Providing accurate information to customers regarding product specifications, applications, after sales services, price and terms and conditions

2 – Business Development

• Ensure a steady growth of the sales of machines within the Middle East Area
• Steer our Partners, existing or prospects, to achieve the targets of sales of the solutions offering
• Improve the Manitou and Gehl Brand awareness through dedicated actions
• Compile and present an activity report and plan to MD on a weekly basis
• Ensure that sales representatives, at dealer’s level, are kept up to date with product improvements to ensure the effective sale of the right machine for the right application.
• Proactively creating market initiatives and activities to inspire customers and generate new opportunities

3 – Customer Satisfaction

• Elevating the overall customer satisfaction
• Leading and inspiring the change with the customers
• Hence, she/he will be responsible to arrange Trainings accordingly
• Setting up KPI in order to measure the customer satisfaction at dealership level
• Ensuring a seamless experience to our customers through the sales process, resolving concerns along the way and ensuring ongoing solid relationships

EDUCATION :

• Master’s degree in Business Economics or Engineering
• Fluent in English
• Business acumen

EXPERIENCE :

• Minimum of 5 years commercial experience in Sales and Business development function in Construction machinery / Equipment business within GCC or MENA Region
• Proven sales success in a similar field-based role
• Demonstrated ability to grow business, identify and generate new market opportunities and increase customer base

COMPETENCIES and SKILLS :

Leadership

• Excellent organisational and leadership skills
• Inspiring and motivating the collaborators at the dealerships
• Capable to share the vision and ensure the full comprehension at each level

Entrepreneurship

• Must have good understanding of our customers’ requirements
• Strong analytical skills
• Accountable for the development of his/her area of responsibility

Personal

• Outstanding communication and interpersonal abilities
• Adaptability and flexibility as the portfolio of customers is very diverse
• Challenging the existing as a mindset

INTERNAL / EXTERNAL CONNECTIONS:

Internal

• Direct report to the Managing Director of the Subsidiary
• Manitou Middle East Team members (Sales & After Sales)
• Sales Administration Teams in the USA + India
• Global Product Management Teams
• HQ Sales and Business Development Teams

External

• Dealers - GCC + Israel
• Key Accounts
• Customers & End users

LOCALISATION AND TRAVEL EXPECTED:

• This position is located at the Manitou Middle East FZE office in Dubai, United Arab Emirates
• 50% travel