Job Summary

Responsible for the sale of the Company's Construction Machinery products within the Region to meet the annual volume, revenue and profit targets set by the Management.

Key Accountabilities

• Meet or exceed the annual budget target for his franchises) by ensuring the effective sales coverage of all the users of his type of equipment in the Region.
• Meet the annual Sales objectives set by Management.
• Conduct professional sales negotiations with prospective buyers and ensure customer satisfaction in all aspects of the business relationship.
• Produce realistic and timely sales forecasts for their franchises to assist H.O. Product Management in their inventory planning.
• Control those direct costs relating to his franchises in line with the budget.
• Ensure the staff under his supervision receive the necessary training and counselling to conduct their jobs in a professional manner.
• Monitor and document all relevant market and competitive activities for his franchises to assist Management in their strategic sales planning.

Knowledge, Skills and Aptitude

Educational Qualifications and Certifications: Depends on experience but probably a Degree or equivalent in an Engineering and Business discipline.

Knowledge: Sharp selling skills. Excellent negotiating and marketing exposure. Relevant product knowledge. Positive attitude with determination to succeed

Technical Skills: Training in supervision and management skills and the necessary product and communication

Language Skills: Good bilingual communication skills (Arabic and English)

Experience: A minimum of 10 years’ selling experience in a similar or related field with a proven track record in a senior

Key Interactions

Key Internal Contacts: Branch Managers. Service and Parts Management. Finance Management. Rental Manager.Used Equipment Management. H.O. Product Management.

Purpose of Interaction: Support branch team to enhance sales performance, by providing them needed technical and commercial support. Coordinate to ensure machines readiness for delivery and availability of spare parts for sold units. Share Sales data on regular bases with aftermarket team to improve customer satisfaction and enhance aftermarket sales. Offer aftermarket solution at the time of sales by bundling it at the time of sales. Coordinate credit approvals and support collection activities. Exchange market potential and share sales leads for cross selling between the departments.Provide accurate market insights and sales feedback, align with industry managers for the product features and promotional activities.

Key External Contacts: Customers. Competitors.

Purpose of Interaction: Build long term relationship with customers by understanding their needs and provide them with tailored solutions to ensure their highest level of satisfaction to increase their loyalty. Monitor market activities, pricing and promotional activities and assure providing recommendation to face their strategies.

Direct Reports: Field based Salesmen.