Major Projects Sales Manager Eastern Region

• 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.

• 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.

• 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.

• 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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