Sector: Fire Fighting Equipment and Systems Manufacturing - Oil & Gas
Our client is a leading manufacturer of Fire Fighting Equipment and systems with a focus on provide equipment and solutions to Oil and Gas companies. They are looking to recruit a Head of Business Development to be based in Dubai and will be responsible for growing sales with the region of Middle East, Africa, & CIS Market.
Candidate Requirements:
- Candidate must be an Electrical / Electronic /
Instrumentation Engineer with MBA
- Candidate must have experienced of min 20 years of selling
Equipment OR Project Sales to Government OIL & Gas, Ports, Shipping in
Middle East, Africa & CIS Countries. (We may prefer the person who has
experienced in selling Fire Fighting Equipment & Systems).
Key Responsibilities:
Planning/ Strategy
- Established office with all formality for registration
- Establish presence in the market and generate strong sales in the
region
- Develop a detailed
sales plan along with targets by products, industry etc for Middle East, Africa
& CIS Market
- Fix Sales targets
for Middle East, Africa & CIS as a whole and also to individual sales
managers by product and industry
- Obtain registrations
and product approvals from target clients in the countries. Obtain approvals in
at least 15 customers in Middle East, Africa & CIS region including leading
names such as ENOC, DEWA, ADNOC GROUP, KOC, KNPC, PDO, Qatar gas, SOCAR,
Azerbaizan with in next 8 months
- Recommend new
products to be promoted based on customer feedback and industry trends
- Develop strong sales
pitch/ presentations/ product videos for company and products for Middle East,
Africa & CIS markets
- Attend and
participate in exhibitions, seminars and other events
- Identify and appoint
local distributors as necessary
Sales Generation
- Arrange company
& product presentation to the clients
- Ensure USP of our
product included in the tender specification and also design PQC to get ourselves
qualify in the tender also which will minimize competition.
- Shortlist tenders
which qualify for further action and communicate to India sales team
- Coordinate
submission of tenders and sales proposals with sales team. Ensure there
are no tenders either not submitted or submitted late.
- Prepare detailed
sales visit plan for self and other BDMs
- Ensure customer
visits as per plan prepared
-Generate sales leads
with a clearly set target needed to achieve the overall sales target
- Convert leads into
orders through strong follow up with the client
- Achieve sales target.
Customer Relationships
- Develop strong relationship
with customers enhancing customer satisfaction and company’s reputation
- Regularly meet
customers and gain a clear understanding of their future needs. Minimum 12
meetings to be done every month with major customers
- Demonstrate products
to customers by bringing them for live demonstrations
- Collect feedback from customers on a regular basis to ensure they are satisfied and pass the
feedback to the team
Execution and Collection
- Coordinate with
operations team to ensure orders are being executed in time
- Ensure all
collections are received in time within the credit period. Coordinate with
India team to follow up for dues right from billing till collection. Ensure 95%
of collections are done within due date. Ensure there is “Zero” bad debt.
Team Building
- Recruit the right
talent with management approval and build a strong local team
- Train sales staff on
how to impress customers and get them emotionally attached to our company
- Conduct regular team
meetings internally
- Cultivate conducive
working atmosphere and maintain a engaged and motivated workforce
Governance
- Conduct regular
sales review with management
- Conduct regular
review meetings with the team
- Participate in order
kick-off meetings
Monitoring
- Monitor BDMs’
activities & visit reports and provide guidance on further action
- Record of tenders
won-loss needs to be maintained
- Provide MIS
- Weekly Sales visit
report
- Weekly report on
status on enquiries
- Status on various
registrations
- Sales target vs actuals
- Win-loss analysis
- Ensure all expenses
are within approved budget. Seek approvals for additional budget
