Regional Sales Manager

About MEEM

Job Purpose

Regional & Channel Sales Management

• Develop and execute the sales strategy for the assigned region and/or channel.
• Achieve assigned revenue, order booking, and profitability objectives.
• Develop annual and quarterly sales plans based on market potential and business priorities.
• Expand customer coverage and identify new customers and business opportunities.
• Develop strategic account plans for major customers.
• Identify Greenfield, project, and replacement opportunities.
• Engage with customers, EPC contractors, consultants, OEMs, and contractors throughout the sales cycle.
• Maintain a strong and diversified sales pipeline and improve conversion.
• Monitor sales performance, profitability, and collection status.
• Prepare reliable sales forecasts and provide timely updates to management.
• Identify market gaps, competitor activities, and emerging business opportunities.

Strategic Account Management

• Develop and maintain strong relationships with key customers and decision makers.
• Establish strategic account plans for major customers within the assigned region or channel.
• Identify opportunities to increase MEEM's share of business within existing accounts.
• Map customer organizations and identify key decision makers and influencers.
• Identify repeat business, framework opportunities, and long-term customer requirements.
• Develop customer retention and growth strategies.
• Lead major customer meetings and commercial discussions within approved authority.
• Maintain a high level of customer satisfaction and relationship quality.

Greenfield & Project Business Development

• Identify Greenfield and major project opportunities at an early stage.
• Monitor industrial, infrastructure, energy, oil & gas, petrochemical, mining, water, and utility projects.
• Establish relationships with project owners, end users, EPC contractors, and consultants.
• Engage with customers during concept, FEED, engineering, and procurement stages.
• Position MEEM as a qualified local motor manufacturer for relevant projects.
• Track projects from opportunity identification through tendering, negotiation, and order award.
• Coordinate with Technical and Estimation functions to address project requirements.
• Ensure successful conversion of qualified project opportunities into orders.

Business Development & Market Expansion

• Identify new customers, market segments, and geographical opportunities.
• Develop strategies to penetrate new market segments and industries.
• Conduct market intelligence and monitor competitor activities.
• Identify emerging market trends and customer requirements.
• Identify opportunities for cross-selling and up-selling across MEEM's portfolio.
• Provide management with regular market intelligence and strategic growth recommendations.

Sales Pipeline & Forecast Management

• Develop and maintain a strong regional and channel sales funnel.
• Conduct regular pipeline reviews with the sales team.
• Ensure opportunities are properly qualified, prioritized, and updated.
• Review opportunity value, probability, expected closing date, customer requirements, and competition.
• Identify stalled, low-probability, and high-risk opportunities and develop corrective actions.
• Maintain accurate monthly, quarterly, and annual sales forecasts.
• Ensure timely and accurate CRM updates and use sales data to identify trends, risks, and opportunities.

Commercial & Sales Management

• Lead commercial negotiations with customers within approved authority levels.
• Review quotations and commercial proposals for key opportunities.
• Ensure opportunities are commercially viable and aligned with required profitability.
• Coordinate with Estimation and Finance on pricing, payment terms, and commercial conditions.
• Monitor customer credit exposure and outstanding receivables and support collection activities.
• Escalate major commercial risks and issues to the Head of Sales & Marketing.
• Support successful handover of awarded orders to execution teams.

Team Leadership & Development

• Lead, manage, and motivate the assigned sales team.
• Establish individual objectives and performance expectations.
• Conduct regular performance reviews and provide constructive feedback.
• Coach and develop team members in sales, business development, negotiation, and customer management.
• Identify training and development requirements and delegate responsibilities effectively.
• Promote accountability, collaboration, and results orientation.
• Identify high-potential employees and support succession planning and business continuity.

Campaigns, Exhibitions & Cross-Functional Coordination

• Lead and participate in industry exhibitions, conferences, roadshows, and customer events.
• Coordinate with Marketing to support regional campaigns and promotional activities.
• Participate in technical seminars, workshops, and customer presentations.
• Coordinate closely with Engineering, Technical, Estimation, Operations, Planning, Finance, Quality, Procurement, and Service teams.
• Support resolution of customer complaints and commercial or technical issues.
• Ensure effective communication between Sales and Operations during order execution.
• Prepare accurate weekly, monthly, and quarterly sales reports and maintain accurate CRM records.
• Ensure compliance with company policies, procedures, and internal controls.

Requirements

• Bachelor's degree in Electrical Engineering or Mechanical Engineering
• Minimum 7-15 years of progressive experience in industrial sales, regional sales, project sales, channel sales, or business development
• Proven experience managing a geographical territory or defined sales channel
• Proven track record in achieving sales and profitability objectives
• Strong experience in strategic account management and customer development
• Experience dealing with end users, EPC contractors, consultants, OEMs, and industrial customers
• Experience in Greenfield projects and major industrial projects is highly preferred
• Experience in electrical motors, rotating equipment, industrial equipment, or related industries is preferred
• Experience in Saudi Arabia and/or GCC industrial, energy, oil & gas, petrochemical, mining, water, utilities, or infrastructure sectors is preferred
• MBA or relevant professional qualification in Sales, Marketing, or Business Development is an advantage