Honeywell Sales Director – PT&E in Dubai, United Arab Emirates
The Middle East Regional Sales Director plays a key role in providing sales support to UOP’s potential and current customers. The objective of this position is to manage the Middle East sales force to provide the necessary customer coverage, relationship management and commercial and technical positioning of UOP’s technology in the refining and petrochemical industries to ensure optimum market share in the Middle East. The successful approach requires flexibility, innovation and sensitivity to client needs and to delivery of value. Candidates should have a sound technical and commercial refining industry background and be motivated towards meeting customer needs and achieving sales success and contributing effectively to the meeting of business unit profitability
The Middle East Regional Sales Director will lead UOP’s PT&E sales force for process licensing, engineering services, and equipment in the refining and petrochemicals markets in the Middle East (UAE, Oman, Yemen, Saudi Arabia, Qatar, Bahrain, Kuwait, Iraq, Jordan, Lebanon, Egypt and Pakistan). This sales force will be accountable for developing and driving sales strategies to deliver sales bookings that meet or exceed regional targets. The Middle East Regional Sales Director will consider changes in market demand for UOP process technology & equipment within their region and lead multiple sales account managers / teams in developing customized solutions to meet the needs of that region.
Responsibilities: * Develop strategies and plans that are consistent with the business' overall mission, vision and long-term objectives, and adjust their sales strategies and plans to meet changing markets and competitive conditions * Prepare sales forecasts; establish targets in areas such as product mix, sales volume market share, or business development and monitor performance the performance of the business against these goals * Oversee the overall sales budget, monitor cost effectiveness of sales activities to optimize resources and prioritize spending * Develop pricing strategies to maximize sales revenue and margin * Pursue major prospects and leads and negotiate terms of sales with major clients / customers that will maximize the business' interests * Liaise with other senior executives, in particular marketing and customer service to ensure that sales strategies and activities are integrated with other parts of the business and aligned with the overall business objectives * Build regional sales force capabilities by developing and deploying training (both sales and technical) specific to the needs of their region * Coach sales account managers through commercial negotiations. For License and Engineering agreements in Middle East direct participation in commercial negotiations is often required * Build regional channel partner capability through sales intermediaries/agents * Participate in annual STRAP process to identify future business direction and sets sales strategies accordingly * Participate in AOP planning process to manage resources and capabilities to maximize UOP revenue potential in their assigned region * Participate in monthly PTE administrative processes including, but not limited to, financial forecasting, cash collection meetings, SIOP, and monthly reporting * Lead assigned sales force in the adoption and implementation of sales-related work processes and tools such as account planning, sales strategy development, CCM utilization, win/loss reporting, forecasting, and cash collections * Coordinate routinely with UOP’s sales leadership in other geographic regions and PTE business leadership to ensure the following: * Proper sales coverage of opportunities that cross regional accountabilities * Consistent implementation of product-line or sales initiatives * Consistent input is provided into the STRAP and AOP planning processes * Drive solutions for customers that leverage other HON SBU's offerings
- Minimum of 15 years of cumulative experience, including 5 years of sales, customer facing, or sales support experience in refining/petrochemical industry.
- Knowledge with Egyptian market including refining & Petrochemicals customers is a plus
- Direct experience in selling process technology and or products to the refining/petrochemical industry is preferred
- Ability to travel 50%
- Bachelor of Engineering
- MBA preferred
- Arabic language skills desirable
Desired Skills & Characteristics:
- Selling in complex competitive markets
- Ability to 'coach' team members through negotiations
- Ability to think globally and look toward broadest possible view of issues
- Strategic planning (input)
- Can maneuver through complex political situations effectively
- Ability to set targets and lead team in meeting/exceeding goals
- Experience leading a team
- Typically will have customer responsibility at the regional level (5-15 countries in the same HON sub-region or responsible for entire sub-region)
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Title: Sales Director – PT&E
Requisition ID: 00355017