Sales Manager

Job purpose

Drive sales performance by converting opportunities into orders, maintaining strong customer relationships, and ensuring accurate execution of sales commitments. The role focuses on achieving revenue targets, managing the sales pipeline, and coordinating with internal teams to support timely delivery, documentation accuracy, and customer satisfaction.

Key accountability areas

Sales strategy and development

• Identify and pursue new sales opportunities across targeted customer segments
• Build and expand a strong pipeline aligned with revenue targets
• Qualify opportunities and prepare commercial proposals
• Support negotiations and present value based selling propositions
• Position alfanar solutions competitively and highlight product strengths

Customer relationship and market engagement

• Strengthen relationships with customers, consultants, contractors, and strategic partners
• Conduct customer meetings, presentations, and solution demonstrations
• Respond to customer enquiries and ensure timely follow up
• Collect market intelligence on competitor pricing, activities, and customer needs

Revenue performance and financial management

• Monitor monthly sales performance against targets and take corrective actions when needed
• Review margins and profitability for opportunities and secured orders
• Ensure pricing and discount structures comply with company guidelines
• Maintain accurate forecasting and visibility of the sales pipeline

Proposal, documentation, and sales order accuracy

• Prepare and review commercial and technical proposal submissions
• Ensure sales orders are accurate and aligned with customer agreements
• Approve SAP entries and project registrations related to sales activities
• Maintain documented records for offers, negotiations, and customer commitments

Project alignment and execution follow up

• Track delivery schedules, inspections, and invoicing commitments related to customer orders
• Participate in weekly progress meetings for visibility on key accounts
• Communicate project related updates to customers and align expectations

Customer satisfaction and after sales coordination

• Respond to customer complaints and provide timely resolution
• Coordinate with internal teams for after sales service requirements
• Maintain high customer satisfaction and ensure issues are resolved promptly

Agreement and contract utilization

• Monitor customer agreements and term contracts
• Track consumption, renewals, and revenue generation from active agreements
• Ensure compliance with contractual terms and highlight potential risks

Role accountability

HR proficiency:

• Ability to recruit, recognize and cultivate high performers and expose them in order to create a robust second line of management.
• Ability to recognize low performers and guide them to improve or release them.
• Ability to treat subordinates equally without any discrimination.
• Assessment criteria of subordinates is performance that leads to planned results.
• Ensure availability of delegation of authority matrix to have sufficient delegations as per company policy.

Responsibility:

• Must take full responsibility for his operation as per the job description and the required deliverables from this position, taking into consideration the general company guidelines.
• Able to anticipate problems and make the necessary proactive steps to prevent them.
• Ability to take necessary and proper timely decisions.

Delivery:

• Deliver the required results in timely manner with required quality and cost.

Making a tangible difference:

• Must make a tangible difference to his area of operation and exceed business expectations.

Business planning and performance:

• Able to transform the corporate goals into business plans.
• Able to plan, follow-up and execute those plans, whether they are annual or development plans.
• Monitor the plan performance and initiate action to strengthen results and take the corrective action accordingly.
• Provide periodic work progress reports.
• Responsible for monitoring and controlling budgets and expenses to achieve the optimum cost efficiency.

Organizational development:

• Develop the organizational structure according to the current requirements taking into consideration future and development plans.
• Ensure availability of job descriptions for all job roles and deployment.

Business process improvements:

• Develop, coordinate well-defined written systems, policies, procedures, and seek automation opportunities as much as possible.
• Should be conversant and able to navigate through IT solutions especially those relevant to his job and business.
• Promote the automated systems and using them fully, to spread its culture.

Quality:

Quality is considered as alfanar’s prime competitive advantage as such, managers are expected to act accordingly.

Adaptation:

Adapt to new and alternative techniques, technologies, management structures, and business models.

Health, safety and environment:

Ensure a safe, secure, and legal work environment as per the standard regulations.

Academic qualification

Bachelor degree in electrical engineering or business management

Work experience

6 to 10 years

Technical / functional competencies

• Market analysis
• Market segmentation analysis
• Customer relationship marketing
• Marketing and sales strategies
• Sales forecasting
• Sales planning
• Sales promotions
• Sales research
• Sales trend analysis