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Regional Sales Manager, MENA (Mining / Crushing & Screening Products / Engineering) – Morocco

Job Reference

366 3001 MHU

Region

Northern Africa

Reference Number: 366 3001 MHU
 
Job Description:
The Independent Contractor will in his/her capacity as a Regional Sales Manager assumes full responsibility for the execution of the capital and aftermarket sales strategy in the assigned territory (Middle East & North Africa) or as requested by the BLM.
 
Responsibilities:
  • Determine the sales targets and budgets for ASTEC products in the assigned international market and providing leadership to meet these targets effectively
  • Maintain currently held active customer accounts, identify and engage with non-active customers and identifies, quantifies and recommends new markets/product opportunities suitable for the ASTEC range of products and service.
  • Provides direction and assistance in development of new business opportunities for ASTEC products
  • Be the primary contact to customers & dealers on product sales, service support, engineering and warranty related matters.
  • Support the Business Line Manager in mapping the preferred channel to market and identifying evaluating potential dealers suitable to maximize ASTEC’s market penetration.
  • Directs technical and commercial preliminary inquiry review of client specification to determine company’s capability to meet expectation.
  • Management and performance assessment of dealers performance
  • Support dealers with aggflow designs and layouts
  • Undertake plant inspections
  • Reviews proposals for technical approach consistent with corporate technical capabilities and in compliance with budget/margin requirements.
  • Ensure the completion and timeous submission of required documents e.g., Expression of interest, submission of pre-qualification and official tender.
  • Evaluation of tender document providing guidance to the business and relevant stakeholders as to lead disciplines and appropriate submission requirements.
  • Minimise the organisations exposure and risk on bids in regard to Application, Financial and Governance of contract.
  • Manage a realistic and updated bid program ensuring bid progress is aligned with required time frames.
  • Establishing the bid price aligned with the scope. Where required the bid technical and commercial summary to be presented and approved by the Bid Review Committee (BRC)
  • Collate the required documents and information and prepare a cohesive tender submission in line with the agreed bid strategy.
  • Support regions and participate in regional exhibition and conferences
  • Ensure company and bid compliances are met and prepare required documentation for approval and sign off where required.
  • Maintain a knowledge base of bids, Tender trends, pricing etc..
  • Gather, analyse and report on market intelligence
  • Ensure the Sales pipeline is maintained, and the CRM is updated with the latest status of the enquiry.
  • Submission of monthly sales reports - including market activity; sales pipeline & revenue forecast
  • Ensure that pricing strategies are clearly communicated to Regional Sales Managers and Dealers
  • Update the dealers and customers on new products, upgrades and modifications
  • Maintain expert level of product and application knowledge
  • Travel to project sites, attend site and project progress meetings as and when required
  • Maintain a professional business relationship with all internal and external stake holders.
  • Participate in strategy sessions and implementation thereof
  • Performs other duties as assigned
  • Manage expenses in line with company policy and as defined in the service provider contract
 
Requirements: Qualification and Skill
  • Completed Mechanical Engineering degree/diploma or 5-10 years experiencing in similar role.
  • Valid driver’s license.
  • Multilingual – English & Arabic proficiency
  • A proven track record in sales and a developed business acumen supported by an excellent understanding of the regional aggregate and mining market.
  • 5-10 years technical Crushing & Screening product sales & application experience.
  • Knowledge and experience of commercial contracts negotiation including pricing, cash flow management, payment terms, and warranties
  • Engaging with customers technically and commercially at multiple levels
  • Proven ability in planning and delivering compliant proposals within a complex business environment
  • Strong Interpersonal skills
  • Potential to network within business communities
  • Ability to work in an environment of constant pressure and deadlines
  • Intermediate level competence on MS Office
  • Experience in preparation of aggregate and mining process flows in AggFlow or similar package
  • Experience on AX ERP system will be an advantage
 
Benefits and Contractual information:
  • Willingness to travel extensively regionally and Internationally when required
  • Candidates based in country will be given preference
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