Engineering - Electrical & Electronics
28 Sept
Area Sales Manager
1. Territory Sales Strategy and Planning• Develop and execute the annual territory sales plan for the United Arab Emirates in alignment with companybudgets and Sales Director priorities.• Translate sales, revenue, gross-margin, backlog, and collection objectives into clear team and account-level plans.• Develop account and project coverage across the United Arab Emirates, ensuring balanced attention to majorcustomers, consultants, contractors, channels, and growth sectors.• Allocate coverage and priorities across Key Account Managers and Sales Executives while preventing accountduplication or gaps.• Maintain documented plans for key accounts, strategic projects, channel partners, consultants, and customersegments.2. Lead Generation and Enquiry Management• Drive structured lead generation through direct sales activity, referrals, consultants, contractors, developers,system integrators, channel partners, marketing inputs, and approved market-development initiatives.• Ensure every relevant enquiry is acknowledged promptly and registered in SLT CRM with clear ownership.• Ensure lead, customer, contact, enquiry, and opportunity records are created without avoidable duplication.• Monitor ageing, follow-up, and next actions so that enquiries do not remain unattended.• Escalate unclear ownership, territory overlap, or strategic-account conflicts to the Sales Director.3. Qualification and Opportunity Management• Lead disciplined qualification of customer need, project scope, decision process, budget position, timing,competition, technical requirements, commercial potential, and payment risk.• Confirm whether an enquiry should progress as a qualified opportunity, remain under development, or be closedwith a documented reason.• Ensure qualified opportunities are created and maintained in SLT CRM with the information required for solutiondevelopment, estimation, forecasting, and management review.• Review opportunity quality and stage progression with Key Account Managers and Sales Executives.• Protect team capacity by prioritizing commercially credible opportunities and escalating major strategicopportunities early.4. Customer and Key Account Management• Build senior relationships with developers, consultants, architects, contractors, system integrators, distributors,facility-management organizations, corporate customers, and institutional customers.• Establish account plans for high-value or strategically important customers.• Maintain visibility of customer decision-makers, influencers, procurement stakeholders, payment stakeholders, andtechnical approvers.• Lead customer reviews, solution discussions, commercial negotiations, and issue resolution for majoropportunities.• Ensure customer commitments are accurate, documented, and achievable before they are communicated.5. Solution and Estimation Coordination• Provide complete customer and opportunity inputs to Engineering & Products Design and Estimation.• Ensure solution requirements, drawings, specifications, quantities, performance expectations, site constraints, andcommercial assumptions are clarified before quotation.• Coordinate standard and bespoke solution development without allowing Sales to make unsupported technicalcommitments.• Confirm that Estimation uses the current approved Master List Price and obtains Supply Chain & Pricing input fornew products, new solutions, or missing price data.• Monitor quotation progress and remove Sales-side information delays.6. Quotation and Commercial Review• Review quotations and proposals for scope alignment, commercial completeness, price positioning, margin,exclusions, validity, delivery assumptions, payment terms, and customer-specific risks.• Apply Sales Director pricing guidance and authorized pricing multipliers consistently.• Ensure quotation approval is obtained from the appropriate Sales management authority before customer release.• Escalate special pricing, unusual contractual conditions, non-standard payment terms, or margin exceptionsthrough the approved authority route.• Ensure each quotation revision is controlled and reflected against the correct SLT CRM opportunity.7. Business Forecasting• Own the accuracy of the territory sales, revenue, margin, and collection forecast.• Review forecast inputs from SLT CRM against documented customer activity, quotation status, decision timing,expected order date, expected revenue timing, margin, payment terms, and collection assumptions.• Compare forecast performance with approved territory targets and identify gaps early.• Challenge unsupported probability, value, date, stage, and margin assumptions.• Present corrective actions, priority opportunities, risks, and required escalations to the Sales Director.8. Negotiation and Order Conversion• Lead or support customer negotiation within delegated authority.• Confirm that the final customer order matches the approved quotation, agreed scope, price, quantities, deliveryassumptions, and commercial conditions.• Ensure deviations between the order and quotation are resolved before conversion.• Coordinate any required revision, exception approval, or customer clarification.• Maintain the opportunity and order-conversion status accurately in SLT CRM.9. Finance Clearance and Confirmed Backlog• Submit the complete commercial order package to Finance for validation of payment terms and commercialclearance.• Ensure credit, advance-payment, security, documentation, or other commercial requirements identified by Financeare resolved before backlog confirmation.• Do not represent an order as confirmed backlog until the required Finance clearance is complete.• Confirm that SLT CRM reflects the approved order value, margin, payment terms, expected revenue, collectiontiming, and backlog status.10. Formal Handover• Ensure every confirmed backlog item is formally handed over to Supply Chain & Pricing and then to CustomerServices Operations where applicable.• Provide the approved quotation, customer order, scope, specifications, quantities, delivery commitments, paymentconditions, exclusions, risks, customer contacts, and required supporting documents.• Conduct a structured handover review for complex, bespoke, strategic, or high-risk orders.• Close Sales ownership of the process only after the receiving functions acknowledge that the handover informationis complete.11. Collection Visibility and Commercial Support• Maintain visibility of expected collections associated with territory orders and customer accounts.• Support Finance by addressing customer-side commercial clarifications, disputed scope, missing documentation,or relationship issues affecting collection.• Ensure collection risks are reflected in forecasting and escalated promptly.• Avoid making payment concessions without appropriate authorization.12. Team Leadership and Performance• Set clear objectives for Key Account Managers and ensure aligned objectives are cascaded to Sales Executives.• Conduct regular pipeline, forecast, quotation, account, and performance reviews.• Coach the team in technical-commercial selling, account planning, negotiation, CRM discipline, forecasting, marginprotection, and collection awareness.• Identify capability gaps, training needs, succession requirements, and performance concerns.• Promote collaboration across territories and functions rather than internal competition or information withholding.13. Market Intelligence and Reporting• Monitor market activity, competitor positioning, customer expectations, channel developments, project trends, andemerging technology requirements.• Provide structured territory intelligence to the Sales Director and relevant functions.• Report pipeline, quotation, order intake, backlog, revenue, margin, collection, conversion, risk, and teamperformance.• Ensure management reports reconcile with SLT CRM and approved financial information.
