Industry: Oil, Gas & Energy
Career: Management
Category: Sales
Work Experience: > 10 years
Location: Dubai, United Arab Emirates
Contract: Permanent
Job Description


The Regional Sales Manager is responsible for the inventory, alignment and implementation of the sales strategy for a specific region. In cooperation with the product teams and other Regional Sales Managers, the sales routes are determined by objectives and targets. The Regional Sales Manager achieves the necessary successes with the product team(s) active in his region. He is looking for new relationships, maintains relationships, managing agents and collaborations. He is able to obtain the right intelligence about the market, opportunities, customer drivers and competition. The Regional Sales Manager works with the individual product teams and Sales Engineers. 
  • Turn opportunities into sales to achieve sales target 
  • Develop market intelligence of the region as input to the sales routes of the product teams
  • Actively work on developing clients through sales activity management 
  • Agent and partnership management 
  • Business development with regional clients 
  • Maintain and develop client relationship during order stage 
  • Keep track of opportunities and activities in CRM (Nexus) 
  • Secure working methods are in accordance with the Quality and Safety Management Systems
  • Ensuring an adequate knowledge level is maintained in the field of expertise. Developing knowledge and skills to be able to address current and future project and market demands 
  • Sales routes
    • Provide market intelligence of the region to the product teams for development of sales routes, yearly updates and quarterly reports
  • Sales Activity Management
    • Develop and maintain long term relations with our clients (e.g. high/mid-level Decision Making Units, Technical Authorities)
    • Map the clients into market, working and buying platform based on sales routes and keep track in regional SAM sheet, monthly progress meeting
    • Determine client action plan together with the product teams and other regional managers to achieve yearly targets
    • Initiate and maintain long term development plans with key clients, possibly with joint R&D projects
  • Opportunities
    • Spot opportunities in the market with the defined clients and turn them into sales
    • Develop Opportunity to Order sheets for key opportunities
    • Hold bid-no-bid meetings with product team, co-develop strategy for all opportunities with product teams in line with sales routes and SAM
    • Understand client needs and expectations, need creation with client where possible
    • Map the competition
    • Align with other regional sales managers to determine strategy during (pre-)FEED and EPCbid stages (cross regional opportunities)
During proposal stage
  • Be client facer
  • Co-ordinate between client and product team(s)
  • Align with product team on technical and commercial strategy
    • Negotiate terms and conditions together with product team and legal department
  • Nexus
    • Keep data in CRM system up to date in order to ensure proper reports can be made and colleagues are informed
    • Generate monthly funnel for the region
  • Order stage
    • Keep relationship with client during order execution and liaise with product team on issues with the project execution
    • Measure client satisfaction during order execution
    • Act as liaison between product team and client during escalation phase (i.e. variation orders and over due invoices)
  • Agents/Partners
    • Find new agents for new (part of) regions and agree on agency agreement together with Managing Directors
    • Together with product teams find new partners and agree on partnership agreement with Managing Directors
    • Agree commission level with agent in accordance with agency agreement and capture this in Project Agreement Sheets
    • Ensure relationship with agent and partners are maintained, be overall responsible for all Product Teams towards the agent and/or partner.
    • Develop action list and targets with agent/partner based on Sales Activity Management and Opportunity to Order
Core Competencies
  • Cooperation (Teamwork)
    • Contributing to a collective result by optimizing the balance between one’s own qualities and interest and those of the group/other parties
  • Result orientation
    • Staying focused on achieving a goal, despite of problems, drawbacks, resistance or distractions
Job specific competencies
  • Networking
    • Being able to contact others and approach them with ease, in order to maintain or increase network of contacts relevant for the job
  • Customer Orientation
    • Giving a high priority to customer satisfaction and the provision of service and support and acting accordingly
  • Tactical Adaptation
    • Changing your behavioral style / tactic / strategy when problems or opportunities arise in order to achieve a set goal; the ability to improvise and adapt
  • External Awareness
    • Demonstrating awareness of subject matter, organizational, social or political developments or other relevant external factors
  • Perseverance
    • Being able to engage oneself with a particular task intensively for a longer period of time, even if experiencing adversity. Persisting with a plan until the desired goal is met
  • Initiative / Self-direction
    • Spotting problems or hurdles and solving them as quickly as possible. Being alert to opportunities, new situations or problems and acting upon them at an early stage
Region Affinity
  • Can demonstrate regional affinity, local market knowledge, sales success and cultural awareness of clients in the assigned region
Tasks & responsibilities with regard to Quality, Health, Safety and Environment (QHSE)
  • Taking training courses
  • Using appropriate personal HSE measures (e.g. Personal Protective Equipment’s)
  • Cooperating on quality, health, safety, environment and security improvements
  • Reporting incidents potential danger, accidents, near misses, damage, fire, spills
  • Act according the Company Policy and Code of Conduct
  • Follow Project and Company Q and HSE procedures/work instructions and Policies
  • Reporting and preventing deviations, Non Conformance and complaints
Authorities with regard to HSE
  • In case of an acute safety threat you are required to cease the work activities, notify the HSE coordinator directly and follow up all necessary actions
Level of education / experience
  • Higher education degree in a commercial direction and technology, or equivalent, with a minimum of 10 years of relevant work experience
Other requirements
  • Ability to speak and write English at a professional level
  • Knowledge of a regional language is a beneficial attribute
  • Willingness to travel on a frequent basis
  • The educational requirements may not be applicable if the applicant has acquired an equivalent level through experience
  • Where he is written can be read she and vice versa


Contact person
Fatima-Zohra Aidani
P: 0031624921797