The Filtration Sales and Business Development Manager – Polymers, based out of our Dubai office, will be a key to achieve the revenue growth plan for the Seebach product line in the MEA region. This individual will be responsible for generating profitable revenue growth by developing new sources of revenue by prospecting new customers, markets and applications and maintaining and building out existing customer relationships. This role will predominantly focus on the Seebach product line serving the Polymer sector, with some coverage as well in Pharma, and Food and Beverage sectors.
Duties and Responsibilities
Develop regional filtration sales plan aligned with global filtration strategy
Execute sales plan to exceed sales targets from existing and new customer accounts
First point of contact in the region for filtration business development activities relating to Seebach product line
Grow market share by identifying new business opportunities and securing contracts with new customers and target new areas and clients to grow market share.
Conduct joint customer visits with John Crane account /country managers to support existing business and identify new opportunities
Price and contract negotiations in accordance with regional sales and global product line guidelines
Presenting the product range and its technical attributes/benefits at customers, during trade shows and industry conferences as acting regional subject matter expert
Provide internal training program in the region on Filtration products
Coordinating customer enquiries and preparation of quotations with support when required with the global sales manager from the Center of Excellence in Vellmar, Germany
Ensure the company is represented in various industry forums, associations and trade shows which in turn will generate customer awareness
Develop marketing material and training material for the local sales staff
Managing orders placed to the manufacturing sites and develop procedures where necessary to ensure the smooth handling of orders in close cooperation with the central support teams
Preparation of monthly reports to monitor progress and highlight future opportunities
Liaison between CoE’s and regional sales and service team on any filtration related topic
Required Skills and Experience
Preference for a bachelor’s degree in engineering (preferably process engineering, chemical engineering, plastics technology, mechanical engineering or industrial engineering) or equivalent work experience
Existing knowledge of filtration technology sold into industrial applications (preferably polymers applications)
Requires knowledge of process fluid applications around process applications within the Polymers, Plastics, and Pharmaceuticals and other processing industries
Highly entrepreneurial with proven sales experiencing in achieving significant growth from new accounts
Previous customer facing experience is essential and the ideal candidate should be able to demonstrate an ability to quickly establish credibility within the customer base building strong relationships both externally and internally. Experience of high value tendering and negotiating complex sales would be an advantage.
An ability to work with the regional sales and service team to identify new opportunities and achieve maximum potential for this product.
Willingness to travel on a regular basis (both domestically and internationally)
Self-starter and highly motivated to achieve results with minimal direct supervision.
Ability to develop presentations for customers and potential customers and present in a professional manner.
Excellent people skills and ability to sell
Good written and verbal communication skills, a proficiency in MS Office and an understanding of SAP would be beneficial.
John Crane (www.johncrane.com) is a global leader in rotating equipment solutions, supplying engineered technologies and services to process industries. The company designs and manufactures a variety of products including mechanical seals and systems, couplings, bearings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 sales and service facilities in over 50 countries. Fiscal year 2016 revenue was greater than 1 Billion USD (£830m). John Crane is part of Smiths Group (www.smiths.com), a global leader in applying advanced technologies for markets in threat and contraband detection, energy, medical devices, communications, and engineered components
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