Sales Manager / Executive

Job description / Role

Client is a leading provider of innovative Total Bathroom Solutions, across Middle East and Africa region. Over 100 years of creating bathrooms means they understand how a bathroom works in totality – from the design of the perfect fitting through to making the most of the whole space. And because we produce our own products using the best materials and skilled craftsmanship they know that every product is made to the highest quality standards.

SCOPE AND IMPACT OF POSITION ON THE ORGANIZATION:
• Business development of projects channels, showrooms and Over the Counter (OTC) channels to achieve annual sales targets.
• To maximize and increase sales and margin whilst ensuring the company profile remains high across the relevant sales area.
• Willingness to take on responsibilities, challenges and team spirit is most important.

ROLES AND RESPONSIBILITIES
• Deliver Sales targets on weekly, monthly and quarterly basis, as per given annual target.
• Act proactively with high level of credibility and responsibility towards management reporting.
• Overlooking and increase sales of all Market Channels with relevant product mix per brand.
• Reaching the targets and goals set for the designated areas.
• Maintaining and expanding customer base.
• Servicing the needs of existing customers.
• Maintain good relationships with customers, contractors, consultants, designers, architects and developers through regular contact and visits.
• Increasing business opportunities through various routes to market and winning projects; presenting IS products to all consultants and interior designers and projects.
• Setting sales targets for sales supervisors and the team as a whole.
• Evaluating customers' showrooms and product displays, including set ups and merchandising on Corporate Standards
• Providing customers with branding and marketing tools.
• Providing customers with catalogues, price lists and all required materials and printouts.
• Forecasting future trends in customers' needs/behaviour.
• Data handling and Tracking of sales projects through CRM.
• Execute specific “push” and “pull” initiatives as directed
• Following up indirect sales won and in live projects by distributer in (designated area).
• Analysing sales trends.
• Negotiating price offers and discounts in line with the company selling strategy.
• Training sales staff.
• Allocating areas to sale supervisors.
• Monitoring team's performance and motivating them to reach targets.
• Compiling and analysing sales figures.
• Possibly dealing with some major customer accounts personally.
• Collecting customer feedback.
• Conducting market research.
• Keeping up to date with products and competitors.
• Representing the company at various events such as trade events, local and international exhibitions.
• Conducting weekly and monthly sales performance reports.

Requirements

To perform this job successfully, the employee must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required:

• Bachelor’s degree in business administration/marketing.
• 3-5 years’ experience in sanitary wares field. (Bathroom products: ceramics, mixers, etc.)
• Understanding of GCC/ designated area trade and market demands is important.
• Excellent communication, presentation and socializing skills.
• Outstanding persuasion skills.
• Highly driven and motivated by results
• Natural inclination to sell
• Strong commercial awareness
• A confident and determined approach
• Resilience.
• The ability to work both independently and as part of a team.
• The capacity to flourish in a competitive environment
• Ability to build rapport easily with customers from different backgrounds.
• Ability to work and handle customers under stress and meet deadlines.

The ability to respond to common inquiries or complaints from customers in effective English language; verbal and written communication skills.

MEASURES OF PERFORMANCE
• Sales Performance across the area, based on Sales KPI’s:

Sales Targets / DSO / Margins / KAM Product Mix and Activations targets
• CRM KPI’s (Pipeline Development / Conversion and Hit Rates / Leads Development and Quantification)
• Develop and Maintain Business Links with the Top 5 Regional Developers and Architect offices.

CAPABILITIES
• Customer understanding and Relationships
• Channel and Customer Strategy and Planning
• Selling and Influencing
• Negotiation
• Channel and Customer Activation
• Commercial Management
• Resource Planning and Organisation

The job requires travelling across the designated area according to scheduled training sessions, customers meetings, events, and exhibitions under the supervision of line manager.

About the Company

BAC Middle East - the longest established professional recruitment consultancy in the UAE. Established in 1979, we have been at the forefront of the region's recruitment industry for 40 years and were the first firm of our type in the world to achieve ISO9001 certification: a reflection of our constant emphasis on quality and customer satisfaction.

With our well-developed infrastructure and staff strength, we are able to assist you with recruitment needs ranging from junior professionals through to middle and senior management, whatever your industry sector.

BAC's proven regional experience and resources can help ensure that you recruit the best available candidates and enjoy the many advantages of a managed recruitment process.