Sales Manager - Middle East

About This Role

Job Purpose Reporting to the Head of Sales the Regional Sales Manager is a key role within the global sales team. The role holder will be responsible and accountable for the development and delivery of the Sales Development Strategy for Lawson Fuses in The Middle East, including delivery of associated plans.

We are looking for a commercially driven individual, who is passionate about developing and sustaining productive customer relationships to build the customer base and resultant sales order channels and pipelines. This role provides the opportunity to forge strong links with the management and R&D teams to influence future market propositions for Lawson Fuses based on customer and market intelligence.

The role holder will be responsible for driving sales development across The Middle East by finding, recruiting and developing new channel/wholesale partners, winning utility contracts and direct selling to established OEMs in the region.

This is a dynamic, customer facing role that will require the candidate to travel across the region observing local protocols whilst understanding the route to market in each individual region.

Job Context

The position will be responsible for developing sales revenue for Lawson Fuses Limited across the Middle East region by

• Finding and recruiting distribution partners to stock and sell the Lawson Fuses range of products
• Working with current agents (or recruiting new agents) to participate in Distribution Network Operator (DNO) tenders for Low Voltage fuses
• Working directly with Original Equipment Manufacturers (OEM’s) who manufacture and supply package substation equipment that utilise LV fuses in their distribution panels
• Work with Lucy colleagues in the region to ensure greater bandwidth of contacts whilst undertaking a joint approach to business opportunities that will increase group revenue

Job Dimensions

• This role is pivotal to the long-term growth of the business as we plan to double our current turnover
• The sales team consists of 6 people whom the role holder will need to proactively work with
• The region is defined as the Middle East, the role holder will work outside of this remit on a case-by-case basis
• The business has manufacturing sites in the UK and India, the role holder will work proactively with both sites and their teams to ensure customer service is achieved for the Middle East customer base

Key Accountabilities

These Will Include

• Develop, implement and drive the overarching Sales Development strategy for the Middle East in conjunction with the Head of Sales
• Explore, qualify and develop sales channels in the region
• Understand and adapt to the different working practices across the region to ensure compliance with local business practice
• Work with the regional DNO’s on LV Fuse tender opportunities either directly or via local agents
• Work with regional OEM’s to develop relationships and direct sales opportunities
• This is a hands-on role which will require significant time being spent developing business and managing key accounts
• Generate customer and market data to enable the R&D teams to develop market offerings that are not currently in the Lawson Fuses product portfolio
• Plan and budget annual sales revenue generation across the region
• Generate weekly/monthly business reports to cover activities and sales revenue across the region
• Meet and exceed KPIs and sales targets

Qualifications, Experience & Skills

• Qualification in Business Management, Business Administration or Sales and Marketing
• Proven ability to build and maintain customer relationships across the Middle East region taking into consideration the differing business management and relationship styles
• Strong commercial acumen
• Significant knowledge and application of sales development best practices, including customer qualification and segmentation
• Strong demonstrable record of successful conversation from opportunity to secured revenue streams
• Proactively pursue new business and sales opportunities
• Solve problems for clients and customers by developing innovative and tailored sales solutions
• Proven ability to adapt sales approaches when working with the different customer bases
• Highly developed presentation and communication skills
• Expert level negotiation, influencing, objection handling and closing skills
• Sales forecasting experience, with proven ability to set aggressive yet achievable targets
• Understand margin generation across the product range to ensure the product offering is never undersold
• Experience within the electrical industry
• High-level proficiency with MS Office programs
• High proficiency in English both verbal and written
• High proficiency in Arabic both verbal and written
• Must be able to travel freely across the Middle East region in the markets identified in any business plans

Behavioural Competencies

• Team Player
• Capacity to work independently
• Passion and drive
• Competitive spirit
• Professionalism
• Willingness to travel to meet customer needs

Values: Demonstrate and live by our values:

• We support and respect each other
• We collaborate
• We continually improve
• We ‘can do’