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Job Description
Job Purpose
- The overarching objective for the Area Sales Manager is to build a leading position for our client in the embryonic
- Energy measurement and management markets.
- The role will immediately ‘lead from the front' in terms of originating and closing sizable opportunities
- Maximize the sales of the company’s products, solutions and services in many different setups in the managed
- area.
- Helps to ensure the commercial success of adverse range of companies in the territory, this can involve working
- with high profile brands and products.
- Involved in identifying new markets and business opportunities within and outside (if applicable) the territory.
Key Accountabilities
- Identify new business opportunities by proactively leveraging our network in the utility business (C-Level,
- Procurement and purchasing departments, potential supporting agents)
- Utilize all prospecting tools including professional organizations, industry events, social media, press
- releases and trade publications to identify market influencers, power brokers, distributors and agents
- network, and opportunities within the industry
- Develop relationships with existing customers via meetings, telephone calls and e-mails, to maintain contact
- with the customer.
- Contact and visit potential customers to prospect for new business.
- Negotiate the terms and conditions on agreement and closing sales to seek the best solution.
- Gather market information to be analyzed trying to find new market channels.
- Participate in trade exhibitions, events and demonstrations to represent the organization in such events.
- Act as a consultant between the company and customer to negotiate variations in price, delivery and
- specifications.
- Act as a consultant to advice on forthcoming product developments and discuss promotions.
- Record sales orders information for management review.
- Review own sales performance, to aim to meet or exceed targets.
- Gain clear understanding of customer business and requirements to try to meet those requirements.
- Close new business deals by coordinating and aligning requirements, developing and negotiating contracts,
- and ensuring a smooth handover to service delivery operations
- Enhance the company's reputation and brand awareness by acting as a brand steward and evangelist
- Ensure all internal stakeholders are fully engaged and kept up to date with business development activities,
- in particular colleagues in the HQ in Kranj, and Elsewedy Electric group, who are aligned with the offering
- and those in the corporate marketing function
- Plan and direct staffing, training, and performance evaluation to develop and control sales services program.
- Represent the company at trade association meetings to promote products.
- Confer or consult with the department heads to plan advertising services and to secure information on
- equipment and customer specifications.
- Act as supervisor to direct, coordinate, and review activities in sales and service accounting and record
- keeping, and in receiving and shipping operations.
- Monitor customer preferences to determine focus of sales efforts.
- Act positively to resolve customer complaints regarding sales and services.
Responsible on the following KPIs:
- Achieving the committed sales targets for the territory.
- Customer’s feedback satisfaction, expressed in increases in market shares
- Acquiring new markets with new accounts.
- Developing the brand across the managed area, measured by brand equity.
- Expanding the network of rewarding agents and distributors across the managed area.
Job Requirements
Qualification & Education:
- Education: B.Sc. of Engineering, in electronics and Telecommunications, or electrical Engineering or Computer
- Engineering is a must. MBA is advantageous
- Years of Experience: Minimum 3 yrs. of experience in sales, with significant experience in selling technology solutions (software / SaaS / hardware / industrial automation / IoT) into utilities or the electricity sector in general
Language:
- Perfect command of English and/or French and/or Arabic is a must, knowing Portuguese is advantageous (based on the managed territory).
Computer skills:
- Full proficiency in MS Windows and Office as well as awareness with S/W packages alike theones in the sales portfolio