Sales Manager - IMENA

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Sales Manager – IMENA

Overview

Responsible for developing, acquiring, executing, and growing a profitable market position for assigned T.D. Williamson (TDW) products, services, customers, and territories within the Middle East and North Africa (IMENA) region.

The Sales Manager will be responsible for direct commercial ownership of assigned countries and strategic accounts, supporting increased sales coverage across key IMENA markets. The role will focus on strengthening customer engagement, identifying and developing new opportunities, growing existing accounts, and expanding TDW's market position.

The position will work closely with regional sales leadership and other Sales Managers to ensure effective coverage of major markets, including the allocation of key customers and territories within larger countries where additional sales focus is required.

Key Responsibilities

Primary duties may include, but are not limited to:

• Develop and execute sales, account development, and customer engagement action plans within assigned countries and territories to achieve annual sales, bookings, and growth targets.
• Take commercial ownership of assigned customers and territories and maintain regular engagement with key customer stakeholders across engineering, operations, integrity, maintenance, procurement, and management functions.
• Identify, develop, negotiate, and close commercial opportunities with new and existing customers.
• Develop new business within assigned markets while expanding TDW's position and share of wallet with established strategic customers.
• Proactively identify customer needs, upcoming projects, maintenance programs, pipeline integrity requirements, and operational challenges that can be addressed through TDW products, services, and technology.
• Build a sustainable opportunity pipeline by engaging customers early in the project and specification cycle rather than relying solely on formal tender opportunities.
• Support the introduction and commercialization of new TDW technologies and solutions within assigned markets.
• Develop and maintain strong relationships with pipeline operators, EPC contractors, engineering consultants, and other relevant industry stakeholders.
• Establish and maintain credible knowledge and data regarding the oil and gas pipeline market, customer activities, upcoming projects, and competitor product and service offerings, including pricing, delivery, technology, and commercial actions.
• Communicate competitive and market intelligence throughout the organization and recommend actions to strengthen TDW's competitive position.
• Develop appropriate commercial and competitive strategies for major opportunities, including customer positioning, value proposition, pricing strategy, and negotiation approach.
• Collaborate with TDW commercial, engineering, manufacturing, operations, project management, marketing, and legal teams to develop and execute customer solutions.
• Support strategic account planning and coordinate with other Sales Managers where customer organizations or major countries are shared across multiple sales territories.
• Maintain an accurate report of all sales activities, customer engagement, and opportunities by updating the customer relationship management (CRM) system on a daily/weekly basis and as required.
• Maintain accurate opportunity values, probabilities, expected award dates, and revenue forecasts within CRM.
• Participate in…