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Job description / Role
Based in Dubai - with regional travel.
Epson is a global imaging and innovation leader that operates at the cutting edge of technology development. We are dedicated to exceeding the vision of customers worldwide through the creation of ground-breaking, high-precision and energy-saving technologies. From printers and 3LCD projectors, to wearable GPS/activity monitors and augmented reality smart glasses, Epson offers an extensive array of award-winning products to customers across the world.
Epson are recruiting for a Regional Sales Development Manager, The Regional Sales Development Manager is responsible for defining and implementing sales strategies to exceed current & future business plans for all Epson product sets for Middle East, UAE market. Knowledge of operating in the B2B, Corporate and Government sales environments within the Middle East is essential for this role.
Responsible for performance of multiple countries within the region, the role leads, builds & motivates to ensure a culture of a high performance sales team.
The role is based in Dubai - UAE, with regular travel throughout the GCC and Levant Countries,
Key Responsibilities:
Business Plan & Go to Market Development
* Drive the implementation of the mid/long term growth strategy designed by the Senior Management
* Collaborate with the Head Office and local Business Management team and other departments to drive and exceed mid/long term strategy for region
* Ensure best practice in Distribution, Reseller & End User Sales process & techniques and compliance with all standard processes and policies, using appropriate sales tools
Business Plan Implementation
* Implement and manage the delivery of the sub regional strategy for the product portfolio to achieve the business plan, including the development of required Channels
* Through the regional sales team, build a sales pipeline and quarterly goals to ensure strong funnel of near, medium and long term opportunities for new business from named targets and / or assigned markets/geography. Identify, nurture and close new opportunities that result in substantial growth in the company market share, revenues, and margin
* Ensure that the region is managed with a balanced Reseller/End User pipeline representing the strategic priorities of Epson and the wider company portfolio of products and services
* Develop key partner, customer and other relationships personally and through the regional team, as appropriate
* Represent the business to the press, at conferences, trade fairs and events
* Ensure sales team optimise the use of resources and manage appropriate expenses
Development and Implementation of Process
* Drive sales team to ensure process and rigour in following areas:
* Sales forecast & enrichment, sales activity, pipeline management, sales reporting
* Account planning / Sales action planning
* Marketing/Sales budget tracking / planning
* Manage local commercial approval processes and sign off for regional activities in line with levels of authority
* Challenge and drive sales team to create input to the forecasting process in assigned markets and contribute to forecast accuracy by provision of information and enrichment (including accurate tender information)
Management / Leadership
* Lead, challenge and motivate direct reports and wider team to ensure effective management and performance
* Ensure compliance with all standard processes and policies
* Act as the regional sales leader to drive wider business performance through new sales development and driving cross sales activities
* Provide an effective bridge (maintaining excellent communication & relationship) to all the support departments of sales
Requirements
* Experienced working in a Middle East sales environment with proven record of achieving success through the development of new profitable sales across a multi country region
* Technical expertise in relevant product group(s) or similar discipline and able to communicate and demonstrate the value and technical benefits of products to end users and channel partners
* Experience operating in a B2B, Corporate or Government sales process environment
* Experienced managing a small, remote/virtual team to deliver sales results (direct employees and indirect resource)
* Ideally educated to degree or equivalent level in business, technical or sales related discipline
* Ability to build and proactively manage relationships over short and long term to generate business growth
* Excellent communication skills with the ability to adapt to a variety of audiences
* Commercially aware and numerate with the ability to understand and manage priorities and risk in commercial terms
* Experienced operating and championing process/sales disciplines
* Self-motivated with good analytical and problem solving skills
* Independent thinker with the ability to make decisions and act autonomously, if required
* Strong IT skills, including a good understanding of Excel, Word and PowerPoint
* Track record of using sales productivity tools such as a CRM forecasting and pipeline reporting tool
* Fluent local English Language skills (verbal and written)
About the Company
Since its inception, Epson has passed down and expanded on its traditional strengths as a manufacturing company. Refining the company’s super-microprocessing and precision processing technologies in the development of its watches and then expanding those technologies into other fields led to rapid progress. The breakthrough came with the launch of the EP-101 (Electronic Printer), a popular and groundbreaking product that opened up new markets. It was in the hope of sending future ’’sons’’ of this EP out into the world that the Epson brand was founded in 1975. Ever since then, high quality, high-value-added ’’sons’’have been introduced to the market to wide acclaim.