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 Sales Manager Engineering / Architecture 9/26/2018 [ APPLY NOW ]
United Arab Emirates
REF NO: EA- 22
Education :  Bachelors Degree
Experience :  1 - 5 Years

Description :  JOB TITLE: Regional Sales Manager. Middle East

REPORTING TO: Sales Director. Middle East & Africa

This document will be used in conjunction with the appropriate (1) Activity (2) Performance measures appertaining to the role and shall be reviewed as part of the companies formalised appraisal process.


1) The Regional Sales Manager shall be responsible for developing business from new, existing or dormant users of the products and services provided by Armstrong by the management of a Sales Team that will be defined by specialist skill and geographical area. In addition, the Sales Manager shall ensure that each customer from the customer list held jointly by the Sales Team is developed, managed and reported on by use of the standard Armstrong Account Planning Template which, in turn, forms part of the Armstrong CRM Tool.
? Where an account (and the associated account plan) is held jointly by a Major Project Team / Area or Regional Manager then the Commercial Sales Director shall make a decision as to who will be regarded as the account owner and ensure that this designated account owner maintains the Armstrong Account Planning Template in up to date form.

2) The Regional Sales Manager shall use the Armstrong CRM Tool in accordance with company guidelines in order to confirm that opportunities are being tracked and winning strategies are being built for all contacts within every account. In so doing the Sales Manager shall be fully responsible for the achievement of targets associated with order input, sales volume by segment, sales margin and business mix, all according to budgeted requirements.

3) In order to ensure that face to face opportunities with all contacts within each account are optimized, the Sales Manager shall use the templates and processes provided from within GoldVision (GV) to maintain detailed call records for each Sales Team member and carry out activity analysis that will be managed exclusively by use of the standard Armstrong Customer Relationship Management System (CRM). This GV analysis will monitor the number of face to face visits typically being made by each Sales Team member. This in turn shall provide the data (based on established key performance indicators) required to manage the team to produce the desired level of order input. It will ensure that the optimum amount of time is spent discussing the right opportunities with the right customers at the right time, and in so doing will make a positive impact to sales effectiveness. In addition, the Sales Managers monthly report, shall include GV analysis of the Sales Managers own customer facing activity plus that associated with coaching the Sales Team.

4) The Regional Sales Manager shall forecast such order input in accordance with established company practice and by utlilisation of a Sales Pipeline. This Sales Pipeline will provide an appropriate factored forecast value for each current sales opportunity commensurate with its current position in the pipeline. Monthly reports referred to above shall in all cases include the actions required by Sales Team members to promote each current sales opportunity from one pipeline position to the next.

5) The Key performance Indicators (KPI's) associated with (1) Financial performance ie order input, quotation volume, sales volume by segment, sales margin (2) Activities ie Account plans produced, customer seminars completed, coaching time with reports etc shall be the primary means by which the effectiveness of the Regional Sales Manager is measured in line with the requirements of the Commercial Sales Director. The information shall be detailed within the Armstrong CRM Tool.

As a minimum the available information will include,

• Performance Measures
• Activity Measures

Fundamental to the provisions of (1) to (5) shall be the requirement for the Regional Sales Manager to,
a. Maintain a personal appearance that that is reflective of the image of Armstrong.
b. Conduct his or herself in an entirely professional manner at all times.
c. Communicate effectively, both internally and externally, in the written and spoken word.
d. Ensure that quotations and proposals are prepared by the exclusive use of the Armstrong Bid Tools and in accordance with published authority levels.
e. Plan available time for both team and self in accordance with the principles of good time management.
f. Evolve journey plans for both team and self that are activity focused and cost effective.
g. Maintain the vehicle used for company business in a condition commensurate with the image of the company.
h. Organised and execute Sales Meetings, conferences, training events or briefings as directed by the Sales Director and in order to meet the ongoing development needs of each Sales Team member.
i. Manage operating expenses for both team and self in line with budgeted requirements while maximizing value added opportunities for entertaining key account contacts.
j. Provide, as required, feedback on
? Marketing opportunities - Technical issues - Competitive position - Market Intelligence

• Previous man management experience essential
• Demonstrable coaching / mentoring skills
• Excellent interpersonal skills
• Proactive and positive approach to work
• Driving licence essential (preferably clean)


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