Senior Territory Manager
Ibqbjb Cx · Saudi Arabia
Responsible for promoting & Sale of fire alarm & life safety solutions within the designated territory to achieve annual sales plans along with key goals and objectives that will help drive the business forward for the longer term.
The role will require the candidate to work across all functions, certain product lines and brands to create a coordinated approach to the market, key influencers, stakeholders and channel partners with the aim of capitalising on the high growth opportunity in the territory/ Countries
- Achieve 100% of your channel sales target according to AOP.
- Develop and maintain the customer base in the following verticals: ‘’Industrial & Infrastructure, Ministry Buildings, Governmental Complex, Commercial Sector with the overall channel sales and marketing strategy of the company by identifying new customers when required who meet our standards and support our growth plans and strategies. Conduct frequent meetings with all customers in his territories to agree annual sales plans with each of the partners and hold regular review meetings throughout each Quarter of fiscal year.
- Engage with End Customers & consultants on same verticals for all required approvals and specs and actively participate in trade shows, seminars and any other relevant trade event either with the local distributor or on behalf of the company. and provide timely feedback in areas of time management, call reports, market requirements, customer issues, competitor activity, new business opportunities and any other maters deemed to be important to maintain the customer relationship and grow the business.
- Develop a deep and comprehensive understanding of the marketplace with particular focus on consultants, specifiers, developers, strategic partners and key stakeholders who are involved in fire and security projects.
- Work with marketing and the functional leaders to develop strategic plans for the market and key growth segments
- Provide timely input into the STRAP and AOP processes each year.
- Help Marketing in implementing partner programs and pricing models for initial product supply
- Collaborate with legal, finance and any other concerned function put in place supply and revenue agreements with key partners and developers aimed at providing long term supply, service and support operating models.
- Look to develop new strategic partnerships with major system integrators and distribution providers
- Collaborate with the marketing team ensure that the product portfolio is complete across all segments and ensure that we have a strong NPI process built off qualified market data and OVOC surveys.
- Collaborate with our partners to build a strong consumer focused communications plan attracting new customers and creating key messaging around the themes of safety, security and peace of mind.
- In conjunction with the supply chain team ensure that we have the most cost-effective terms
- Align the strategy and next steps to position HON by Involving cross business efforts (Selling Solutions & Technology)
Growth & Customer Focus
- Responsible and accountable to achieve and exceed quarterly channel sales goal and pricing goal to maintain desirable margin/ discount target.
- Prepare and agree with sales the AOP that reflect the maximum growth opportunity for the forthcoming period within region/LOB along with the requisite actions required to execute this successfully.
- Plan, promote and launch new products and solutions into the market. Ensure that each new product has a clear message and value proposition and that the opportunity to improve price and profitability is understood and maximised.
- Puts in place a robust MOS and Tier meeting process which links the local team to all key stakeholders with the business regionally and externally
- Conduct periodic business reviews with all customers to look at performance versus plan and previous year. Take actions to manage poor performance and/or maximise on new opportunities
- In conjunction with Marcomms ensure that there is regular communication and contact with all customers through mail shots, bulletins, the web site and other media to ensure we develop and grow the “connectivity” and sense of partnership as well as excitement about our products and brands.
- Manage and review pricing strategies, discounts and growth based incentive schemes so as to maximise profitability whilst maintaining market price parity on like for like items
- Bachelors in Electrical/Electronics Or Computer Engineering
- Experience of selling Fire Alarm / Suppressions Systems through working within any other following sectors: International or local vendors for ELV systems, Selling, specifying, consultancy or contracting within the GCC market
- Experience of putting together business plans ideally within the Fire Alarm / Suppressions systems .
- Awareness of the various legislation which may impact our ability to provide the right technology, import products and be able to compete effectively.
- Experience of the construction cycle process from conception to delivery would be preferable
- High level of presentation skills with the ability to deliver a clear message or proposition to audiences of various sizes and with varying interests and requirements.
- The candidate must have experience of working with long term strategic Vendor or partners
- Background with design, marketing & sales experience of Fire Alarm & Suppressions Systems to all segments and standards.
- NEX usage & Past due percentage & Ratio pipeline & Conversion Rate as follows:- Clear understanding on utilization and maximization
1.Creation of new opportunities OR/AND
2. Modification of existing opportunities (Value, date, probability %, quantities) OR/AND 3. Logging of new Tasks/ Activities/ Events
- Overdue percentage ( Value of opportunities (leading, not won, not lost, any open sales stage) with close date in the past and including Current Month versus the total value of opportunities (leading, not won, not lost, any open sales stage) in the pipeline (all time) shall be less than 5%
- Ratio Pipeline (Current Quarter): “Value of opportunities with closing date in the next three months (leading, open status & probability 70% & 90% only) versus next three months AOP” shall be 4 x pipeline coverage for M+4 and beyond)
- Conversion Rate: “Value of opportunities closed won in the last rolling 12 months versus the total value of opportunities (leading, lost, won or open) of the rolling 12 months” shall be more than 30%.
- Customer Visits: Min of 30 visits per month with a 75%-25% split for visits non-partners (end user/ consultant etc) vs partners.
- Forecast accuracy of 60% (2 1/2 month rolling)
- Update Sales activities related to Commit & Best Case Opportunities always
- Regular internal meeting Attendance (Teirs, Weekly meetings with other functions)
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation