Regional Sales Manager – Pumps AM

Overview

General Summary

Principal Duties & Responsibilities

• Develop and execute regional sales and business development strategies to grow the Pumps Aftermarket business across assigned territories.
• Identify, develop, and maintain strong relationships with key end users, EPC contractors, channel partners, and service providers.
• Drive sales of aftermarket products and services including:
• Pump spares
• Repair and refurbishment services
• Replacement pumps
• Engineered upgrades and retrofits

Reverse Engineering

• Field and site services
• Reliability and lifecycle solutions
• Develop opportunity pipelines and manage customer accounts to achieve annual sales targets and profitability objectives.
• Conduct regular customer visits and market engagement activities to identify upcoming shutdowns, maintenance projects, and brownfield opportunities.
• Prepare technical and commercial proposals in coordination with internal engineering and proposal teams.
• Lead contract negotiations and commercial discussions with customers.
• Monitor market trends, competitor activities, and customer requirements to identify growth opportunities.
• Support channel partner development and regional distributor management where applicable.
• Work closely with operations, engineering, service, and commercial teams to ensure successful project execution and customer satisfaction.
• Coordinate with the Finance / Accounts team and be aware of and problems with Supplier and Customer accounts.
• Coordinate and actively participate in the order hand over meeting with the Manufacturing Facility, Project Manager and Supply Chain Team. Provide clarification on any specific project requirements and on any technical or commercial queries.
• With your Line Manager / Regional Director, review the market potential for assigned products in the assigned territories and compile a strategy and action plan in order to maximize market potential and achieve targets. Continue to develop and recommend innovative ideas and tactics to increase market share and increase sales.
• With your Line Manager / Regional Director, evaluate and determine optimum route to market, including a pricing and marketing strategy and identify suitable partnership Companies to sell Celeros Flow Technology products and services.
• Execute agreed action plans to achieve targets for assigned products in the assigned territories.
• Prepare weekly and monthly sales reports (forecast, customer visit report, etc.) showing sales volume including potential sales, monitored against the budget, with action plans to address variations.
• Prepare and deliver sales presentations and technical presentations to internal and external stakeholders.
• Participate in trade shows, exhibitions and seminars either directly or in conjunction with Local Agents / Distributors.
• Represent the Company in a professional manner aligned to the Celeros Flow Technology Values and ensure all activities comply with both legal and ethical standards.

Knowledge, Skills & Abilities

• Thinks both creatively and commercially; has in-depth engineering knowledge to identify technical risks, solve problems and provide solutions but also has in-depth commercial knowledge to identify risks within contracts.
• Analyses and interprets common scientific and technical journals, financial reports, and legal documents.
• Must be able to define the problem, assess the risks, and develop recommendations for action plans. Furthermore, must be able to execute the action plan, focus and guide others to accomplish the plan and drive change where necessary.
• Encourages others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitates the implementation and acceptance of change within the workplace.
• Displays exceptional attention to detail and accuracy, even when handling multiple demands and has a proven track record of meeting high performance standards.
• Responds professionally to all inquiries and complaints and remains calm and composed when under pressure.
• Communicates effectively, effortlessly tailoring the approach to the audience and the level of technical competence.
• Possesses the ability to prepare and deliver both sales and technical presentations and to train and transfer technical knowledge to internal and external stakeholders.
• Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions. Engages the audience and helps them understand and retain the message.
• Uses appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one’s own behaviour to accommodate tasks, situations, and individuals involved.
• Exhibits confidence with negotiations and possesses the power to influence.
• Is well organized, structured and methodical.
• Is self-motivated, works independently with little supervision, positively establishes relationships across multiple locations and copes well with working remotely from the team and other departments.
• Is an effective team player (committed, reliable, responsible, flexible, helpful, supportive, active listener / communicator).
• Communicates fluently (verbal and written) in English - essential, in Arabic – advantageous
• Possesses a valid Driving Licence converted for use in the Middle East – essential

Key Performance Indicators (KPIs)

• Revenue and margin growth
• Order intake achievement
• Pipeline development
• Customer retention and account growth
• Market penetration across assigned territories
• Conversion of service and upgrade opportunities
• Frontlog management and forecast accuracy

Education & Experience

• Degree in Mechanical Engineering and ten years related experience.
• Five years’ experience in the oil & gas / power & energy market – essential
• Proven experience of the technical aspects of reverse engineering for pumps - essential
• Relevant experience of Centrifugal Pumps, API 610, 614, 682 International Standards and major Pump end user’s - essential
• Strong knowledge of 3D drafting software, such as Solid Works / Auto Cad – essential
• Strong knowledge of Microsoft packages including Word, Excel, PowerPoint and Project.

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