Head of Sales Middle East

Job Description

Purpose:The Head of Sales, Middle East is responsible for providing the strategic direction and sales leadership to deliver challenging sales initiatives and targets and meet all key sales performance metrics of Middle East transactional business, whilst also developing and motivating the regional sales team.Key Responsibilities:

• As a key member of Middle East Leadership Team, responsible for the developments of strategy, direction and priorities, and for delivering against sales revenue and operating profit targets in each sector and across the business for Middle East
• Build relationships across Aggreko with the other Head of Sales roles, integrating into the pre-existing sales leader network
• Ensure the fully effective use of Salesforce and appropriate processes and related key performance indicators that drive and measure performance
• Lead country sales managers to drive growth, profitability, and the highest possible long-term market share through the establishment and implementation of strategic sales initiatives in all the business
• Critically evaluate our pricing principles to ensure we maximise our potential across rate, recoveries and margin.
• Drive sector growth in our priority markets ensuring we meet our capability needs within the local sales teams
• Manage all aspects of the sales function so that policies, procedures, and activities meet the groups short and long-term business objectives, comply with regulations and standards, and protect the groups public reputation
• Develop strong customer relationships with key accounts and drive higher customer satisfaction scores
• Contribute to business planning to develop a regional sales strategy that is consistent with the groups overall mission, vision, and long-term objectives
• Establish and manage strategies for each core sector throughout the Middle East transactional business and update to keep up with evolving market conditions
• Develop a sales strategy for TC and ensure we build the right resource and structure to deliver on the plan
• Establish targets in areas such as product mix, sales volume, market share, or business development and monitor the performance of the organisation against these goals
• Maintain awareness of influential market forces and create and maintain relationships at key levels with select customers and market influencers
• Understand the role we can play in the hybrid and renewables space and drive awareness of the opportunities available to Aggreko, continually seeking new ideas and ways to grow
• Maintain the latest intelligence for all competitors and provide market share data for entire industry. Keep up with latest competitor strategies and help develop counter measures for these strategies
• Liaise with other leadership team members across Middle East to ensure that sales strategies and activities are integrated with other parts of the business and align with the overall MEAPAC objectives
• To ensure that the sales organisation is at the right required level of skills and knowledge (i.e., training plan, coaching on the job etc.)
• Provide leadership, coaching and development of the sales team and other individual contributors

Typical Experience:

• 10+ years of relevant experience in managing sales teams
• Experience in building strategic partnerships with key clients
• Ability to develop an effective and collaborative working rhythm at a senior level both internally and externally
• Strategic focus and business planning knowledge, with ability to design and manage processes that are supportive of strategic and operational goals
• Experience in implementing sales management processes and delivering associated training
• Proven sales management skills including accurate attention to detail
• Well-developed interpersonal communication, negotiating and influencing skills, equally comfortable dealing with suppliers, customers and colleagues
• Excellent presentation skills and experience in speaking to large audiences
• Customer driven person/behaviour
• Strong and proven ability to plan, organise and prioritise own workload, and to manage the workload of others to ensure deadlines are met
• Financial and Commercial Awareness to ensure the focus is on profitable growth
• Flexibility to adapt to changing demands and priorities, resolve problems and to lead change within team
• People management skills including recruitment and selection, performance management, development, motivation and team building

Behaviors:

• Courage and Conviction ? the ability to create a sense of excitement about taking on new challenges and a belief in your capabilities to deliver results
• Relentless Preparation ? preparing thoroughly for all important management decisions
• Drive for results ? a deep seated inner desire to compete against standards of excellence and achieve ?step changes? in business results
• Holding people accountable ? the ability to give clear and unambiguous direction to individuals and teams about what they need to do to meet the organisations objectives
• Building capability - developing individuals and groups to increase the capability of the whole organisation
• Compelling Communication ? recognising that clear communication is the key to understanding
• Leading Others ? the ability to create a compelling vision of the future and provide inspiration, clarity and direction
• Safety and Environment embraces and promotes a positive safety and environmental culture; recognises and acts to correct unsafe operating procedures and ensures environmental compliance
• Effectiveness - understanding the key drivers that maximise the returns to Aggreko and ability to execute a plan to improve on them

About UsWe are the people who use our big boxes to make a massive difference. We believe in the positive impact of power and the ability to control temperature. We believe what we do opens up opportunity and creates potential for individuals, communities, industries and societies over the world. We believe when we work together we can do anything. We believe in the power of our team. We are the people who keep the lights on. And we recruit the best talent, too.Our four values help us get even better at what we do. It?s the Aggreko way of working ? we call it Always Orange.Always Orange means:Being dynamic: We?re nimble and are always ready to react to an ever changing world.Being expert: We know our stuff, we?re great under pressure and we thrive in our busy, fast-paced, deadline-driven environment. We use our experience to make a difference. We know how to challenge and we have the courage of our convictions.Being together: We play for Team Aggreko and value the expertise of everyone around us. We?re accountable and we hold others to account.Being innovative: We never miss an opportunity to learn, to look out, or to be better.Aggreko is an equal opportunity employer. We are committed to providing an inclusive environment that allows each employee to be their best based upon their merit, talent and aspiration. We do not discriminate, and we abide by the laws in the locations in which we operate.

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