Area Sales Manager

Area Sales Manager - Dubai

Reporting to: VP, Commercial Middle East & Gulf

POSITION OVERVIEW:

This role is pivotal in maintaining sales stability and growth within the assigned territory by effectively managing business channels and fostering distributor relationships. The Area Sales Manager will play a key role in aligning distributor activities with the company's vision and strategy, ensuring sales, profit, and collection targets are met through strategic planning and proactive engagement. Flexibility, teamwork, and a proactive approach to commercial operations are essential for success in this dynamic position.

KEY RESPONSIBILITIES:

- Develop quarterly and annual targets for partners and distributors, collaborating closely with the local sales team.

- Lead and motivate the sales force to achieve set goals, employing effective development practices.

- Strategically manage pricing across various channels and accounts to safeguard profitability.

- Monitor receivables, collections, and account performance to optimize cash flow.

- Implement marketing plans in collaboration with the marketing department to drive product visibility and sales.

- Expand sales channels, enhance retail capacity, and establish a robust wholesale network.

- Facilitate successful product launches and monitor their performance in the market.

- Provide comprehensive training to distributors on new products and technologies.

- Maintain product presentation standards in distributor showrooms, coordinating with marketing.

- Cultivate relationships with key contracting firms to capitalize on project opportunities.

- Explore innovative routes to market to maximize sales revenue.

- Enhance brand awareness across all channels through strategic partnerships and influencer engagement.

- Continuously analyze sales performance and profitability, making recommendations for improvement.

- Identify and acquire new key accounts to sustain growth.

- Establish and nurture relationships with consultants, designers, architects, and developers.

- Organize training sessions and seminars for distributors and industry professionals.

- Stay updated on market trends, competitor activities, and customer needs.

- Develop annual budgets and targets to drive market share growth.

- Collaborate with CRM unit to streamline project management processes.

- Serve as a representative of the company, upholding its reputation and image.

- Ensure quality service delivery by distributors, meeting or exceeding customer expectations.

QUALIFICATIONS:

- Bachelor's degree in business administration, marketing, commerce, or engineering.

- 5-7 years of managerial experience in the sanitary wares field, with a strong track record in UAE and Oman construction markets.

- Proficiency in English; Arabic language skills desirable.

- Strong communication, negotiation, and relationship-building abilities.

PERFORMANCE METRICS:

- Achievement of sales, profit, and collection targets.

- Effective management of sales targets, margins, and KAM product mix.

- Timely and meticulous CRM deliverables.

- Successful development and management of distributor relationships.

- Establishment and maintenance of key industry relationships.

CORE CAPABILITIES:

- Customer understanding and relationship management.

- Strategic channel and customer planning.

- Persuasive selling and negotiation skills.

- In-depth product knowledge and solution expertise.

- Effective pricing management and forecasting abilities.

- Lead generation and channel activation strategies.

- Commercial acumen and resource planning skills.