Position: General Manager – Sales (O&G)
Reports to: Global VP Sales & Marketing
Category: FTE
Unit / Division / Department / Section: Sales & Marketing
JOB PURPOSE: Develop the Sales Team and the yearly sales plan in line with the Company’s strategy for the various market sectors to achieve the yearly target, maximum margins & objectives. Develop and maintain the assigned key accounts. Lead and supervise sales team to achieve set budgets & company objectives.
KEY ACCOUNTABILITIES
Market Development
- Develop/ achieve Sales within various market sectors.
- Build a full and detailed understanding of the client/ market requirements and Company objectives.
- Identify attractive growth opportunities for FPI’s existing product line with focus on incremental sales from new opportunities currently not addressed by the team.
- Implement business development processes that maximize company value and revenue generation for FPI.
- Increase market share and exploit new markets.
Budget and Targets
- Review and update Sales Achievement versus budgets each month
- Ensure that all quotations/tenders are submitted on time as per the necessary documents.
- Negotiate control and award projects to be in-line with the set targets.
Customer Service
- Refine and improve the quality of customer interaction, satisfaction, and retention by improving standards and providing the best facilities and the highest technical skills.
- Maintain and develop relationship with existing key accounts.
- Develop new key accounts in different market sectors.
Accounts
- Liaise with the Credit Controller to ensure all payments of accounts are received by the due dates.
Teamwork & Employee Excellence
- Motivate and lead a high-performance team by attracting, recruiting, and retaining required team members.
- Enhance work environment to promote and drive employee engagement and team effectiveness.
- Conduct annual performance appraisals and provide staff feedback regarding strengths, areas for improvements and development opportunities.
- Establish KPI’s for individual units and ensure that they are aligned with FPI’s mission and vision.
- Identify key positions and ensure succession plans are in place for target staff.
SPAN OF Communication
Internal: VP Sales & Marketing, Area Sales Representative, Marketing Manager, Regional Proposal Manager, Technical and Sales Support (TSS), Projects Department, Production Department, Delivery Department, Legal, Finance, PED
External: Industry Stakeholders, Customers, Consultants, Contractors, Engineering firms, End Users & FPI Representatives
Job relevant information (BOUNDARIES & DECISION-MAKING AUTHORITY): The jobholder is authorised to sign sales quotations/tenders that are at the or above price levels agreed by the respective VP for the Region
QUALIFICATIONS, EXPERIENCE, & SKILLS
Required Qualifications:
- Bachelors degree in engineering or equivalent Masters is preferred.
- Masters degree in business administration is a plus.
Preferred Experience:
- 13 to 15 years’ experience similar pipe industry.
- 7 years’ experience in Sales Management
Job-Specific Skills:
- Technical and product knowledge
- Awareness of contractual conditions and implications, and payment terms
- Awareness of market and competition’s trends and activities
- Strong understanding of the market dynamics and customer issues
- Extensive communication skills and ability to work in a dynamic, fast paced, diverse environment.
- Database skills and software skills (Word, Excel, PowerPoint, etc) and CRM
- Time management
COMPETENCIES
- Leadership & Teamwork
- Good communication skills
- Strategic decision making
- Good coordination skills
- Bid writing and tender evaluation.
- Industry and market knowledge
- Deals evaluation and negotiation