Regional; MEA Sales Manager Naval Systems

Regional (MEA) Sales Manager Naval Systems

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Rohde & Schwarz provides a wide range of signal intelligence, electronic warfare and spectrum monitoring solutions. Standalone products as well as turnkey systems support numerous tasks, from signal detection and analysis to evaluation of emitter geolocation and many other vital measurements. The company’s radiomonitoring receivers, direction finders, signal analyzers, antennas, software and customized systems have made Rohde & Schwarz a reliable partner to its customers for decades.

Radiomonitoring applications include sovereign spectrum management by regulatory authorities and technical monitoring of radio networks by their operators as well as securing critical infrastructures such as power plants and also radiomonitoring to ensure homeland and external security. The main goal of the Regional Sales Manager in the naval market segment is to grow the revenue of the company in the assigned territories in Middle East, managing and closing complex B2G and B2B sales opportunities with existing key accounts as well as new customers in the assigned territories.

• This is a regional MEA role. The selected candidate may be based in UAE, KSA, or any MEA location aligned with our entity footprint.
• Grow the top line revenue of the naval market segment in assigned territory and exceed assigned quota
• Retention and growth of existing customer base
• Management of ongoing customer relationships within assigned territory
• Preparation of regional forecasts and budgets
• Interact daily with customers and incorporate senior management
• Manage a strong sales funnel
• Provide input and feedback to product marketing, service and development groups on customer product and application requirements
• Manage and drive revenue through existing channels, as well as research, negotiate and develop new channels and strategic partnerships within assigned territory
• Develop and implement optimal strategies and business plans for sales channels in assigned territory to achieve sales growth, market development and strong relationship building
• Develop and promote consistent regional channel policies, sales plans, market segmentation and differentiation
• Conduct industry market segment research and analysis to develop in-depth understanding of segment characteristics
• Work closely with technical team, partners, customers, and end users;
  Make presentations and product demonstrations to partners and customers
• Establish contact, business development, cultivation, product positioning proposal, presentation and finally closing sales together with the sales channels
• Work on complete system solutions/ configurations, pricing and sales and business strategies for large projects
• Recommend and schedule Product / Application Specialist and Customer Support Engineer’s interfacing with the customer to achieve customer satisfaction
• Work closely with Aftermarket Sales & Services team(s) on installation and commissioning of equipment
• Regular review of partners’ performance to identify gaps and to follow through with improvement actions
• Participate in forecast meetings, as well as prepare and maintain forecast information;
  Regular reporting on sales and partner activity and competitor information
• Interface between RS HQ, subsidiaries, partners, and customers to achieve balance of interest of all parties
• Continuous update of opportunities in the existing reporting tools (e.g. C4C, Action Sales Plan, Deal funnel reporting in the respective Market Segment)
• Support the Head of Sales to qualify opportunities in the E2E process
• Coordinating of project manager and technical support resources during the transition phase from sales to project
• Coordination and support of contract management to prepare board resolutions
• Maintain a good relationship and strong guidance to partners in the assigned countries;
  Negotiation with possible prime contractors
• Reporting to Head of Sales Naval Systems, Middle East & Africa

• Degree in engineering, communications technology, computer science or a comparable field
• Knowledge of radio frequency communications (transmitter, receivers, antenna, satellite communications, mobile phone communications)
• B2B Sales Experience in Naval Systems and/or Defense and Security Sector min. 5 years
• Proven track record of selling complex solutions to government or enterprise customers in the Middle East
• Strong network within defense ministries, security agencies, integrators, or defense-industry partners
• Experience managing long sales cycles, tenders/RFPs, and multi-stakeholder decision processes
• Fluent command of English (written and spoken)
• Excellent negotiation, communication, and presentation skills

Interested? We are looking forward to receiving your application! Ideally, you should apply online with the reference number. If you have any questions, please feel free to contact your recruiting contact via Linked In.

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