Major Projects Sales Manager Eastern Region

Position: Major Projects Sales Manager - Central & Eastern Region
** Strategic Responsibilities*
* * Provides management information and insights on all dimensions of business performance to facilitate discussion and decision making, both on a periodic basis and for ad-hoc management requests.
* Provides inputs and supports the preparation of the annual budget for own department, tracks expenditure and ensures adherence to the budget.
* Supports the development of the workforce plan for own department by providing inputs based on workload analysis and forecasting trends.
* Assists in the implementation of Otis's vision, mission and cultural values across all employee groups in the department.
* Implements and monitors approved department policies, procedures and controls so that all relevant procedural/legislative requirements are fulfilled while delivering quality, cost-effective services.  
** Core Responsibilities*
* * Participates in the development of the sales plan and quota for the team in assigned territories, taking into account customer needs, market potential and effectiveness of sales representative.
* Monitors the team to ensure compliance with the sales plan on volume, price and value objectives for new equipment products.
* Schedules field visits to achieve effective coverage of key accounts by sales team members.
* Monitors the territory expense and revenue budgets with inputs from the sales team.
* Assesses the performance of assigned territories against annual sales plans to ensure the new equipment sales targets are achieved in a timely manner.
* Manages submissions of new equipment sales proposals to clients (developers, contractors etc.) and participates in the sales contract's negotiation.
* Approves estimates and quotations based on project scope and Otis products pitched to the client.

Identifies cross and up-selling opportunities on new equipment sales pitches, to expand the scope of engagement with clients and further entrench accounts with Otis.
* Leads field visits with sales team across client sites in the assigned territory to maintain a high level of rapport with key stakeholders and reinforce Otis – Entity’s commitment to customer service.
* Manages the coordination with the other departments to ensure that the terms and conditions of all new equipment agreements are implemented.
* Conducts on field coaching of sales team members ensuring they are mentored on field and learn from that experience.
* Implements corrective actions to remediate operational and performance problems within the assigned territory.
* Gathers competitive awareness of the products being offered in the market to help position Otis – Entity as the preferred provider on all new equipment proposals.

Provides the management team with timely information on sales and marketing outcome in the assigned territory to enable effective decision making.  
** Self-Management*
* * Supports the development of a continuous talent pipeline for key roles in own department and provides mentoring for high potential talent in the team.
* Organizes and supervises the activities of team members in a manner that supports self-management and continuous improvement.
* Provides coaching, formal and informal feedback to team members in order to support their continuous development.  
** Minimum Qualifications, Experience And Skills
** Bachelor’s degree in engineering/Sales or equivalent Relevant certification such as Certified Sales Associate (CSA) or equivalent is preferred Minimum of 7 years of relevant experience in managing sales operations (especially in major projects) in a construction/engineering organization At least 3 years in positions of progressively increasing managerial responsibilities Fluent written and spoken English essential, Arabic preferred

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