وصف الوظيفة
Role Overview
Branch Sales Manager, Wholesales at alfanar Electric. The role is based at CityWS Branches.
Company Overview
alfanar is headquartered in Riyadh, Saudi Arabia, and operates construction and manufacturing businesses, design and development centers, and facilities across the Middle East and other countries. The company is involved in electrical, electromechanical and civil engineering construction; manufacturing and marketing electrical construction products; and allied engineering services.
alfanar operates through three main divisions: alfanar electric, alfanar Construction, and alfanar Building Systems.
alfanar electric is the industrial arm, manufacturing low, medium, and high voltage electrical construction products. It operates industries in Riyadh and Jubail (Saudi Arabia), Dubai (UAE), and London (UK), with a development and engineering center in Chennai (India). The center of alfanar's industrial activities is alfanar Industrial Complex, situated in the Third Industrial Zone on Al-Kharj Road, Riyadh, spread across 700,000 square meters. The Complex houses comprehensive infrastructure including a data and communication center and commercial zone.
Role Purpose
Lead and manage all branch commercial and operational activities to achieve sustainable business growth, customer satisfaction, and operational excellence. The Branch Manager carries end-to-end business ownership of the branch, leading the branch team, driving sales performance, developing customer relationships, executing company strategy, and ensuring full compliance with corporate policies and governance.
Key Responsibilities
Leadership and People Management
- Lead, coach, and develop the branch team to achieve business objectives and maintain a high-performance culture.
- Directly manage Sales Specialists, Key Account Managers, and the Sales Support team.
- Set individual performance objectives, conduct performance reviews, and establish development plans.
- Conduct joint customer visits and provide on-the-job coaching to the sales team.
- Allocate responsibilities and resources to improve productivity and operational efficiency.
- Promote employee engagement, accountability, collaboration, customer focus, and ethical conduct.
- Recruit, recognize, and cultivate high performers to create a robust second line of management.
- Recognize low performers and guide them to improve or release them.
- Treat subordinates equally without discrimination.
- Base assessment criteria on performance that leads to planned results.
- Ensure availability of delegation of authority matrix with sufficient delegations per company policy.
Commercial Leadership
- Manage the branch's commercial performance, including sales, collections, product mix, and market share.
- Develop and monitor the branch business plan and annual, quarterly, and monthly sales plans in alignment with corporate objectives.
- Drive revenue growth through development of existing customers and acquisition of new accounts.
- Lead implementation of sales campaigns, strategic programs, and relevant corporate initiatives.
- Drive market penetration across the assigned territory.
- Analyze competitor activity, market developments, and business trends and recommend appropriate commercial actions.
Customer Relationship Management
- Establish and maintain strategic relationships with key distributors, customers, and decision-makers.
- Conduct regular business reviews with strategic customers and track agreed targets, OKRs, and performance objectives.
- Lead negotiations for major commercial agreements.
- Maintain customer satisfaction and loyalty through timely issue resolution, value-added solutions, and consistent service standards.
- Manage customer contracts, agreements, and renewals to ensure compliance, continuity, and value protection.
- Ensure effective product visibility, displays, signage, and promotional materials across customer showrooms.
Sales Management and Execution
- Lead the sales pipeline management process to maintain a sustainable flow of business opportunities.
- Monitor customer visits, quotations, opportunities, and sales activities through accurate and disciplined use of the C4C CRM system.
- Monitor branch sales performance and KPIs and implement action plans to address performance gaps.
- Drive cross-selling and expansion of the strategic product portfolio.
- Ensure accurate sales forecasting and demand planning.
Financial and Operational Management
- Manage customer credit exposure and collection performance.
- Improve branch financial performance and cost efficiency.
- Coordinate with Supply Chain to maintain healthy inventory levels and stock rotation.
- Maintain effective control over branch assets and operational resources.
- Provide management with regular performance updates, market intelligence, and business recommendations.
- Monitor and control budgets and expenses to achieve optimum cost efficiency.
Cross-Functional Coordination
- Collaborate with Sales Operations, Marketing, Supply Chain, Finance, Credit, Customer Service, and Product Management to support customer and business requirements.
- Coordinate with Head Office on branch priorities, policies, and execution requirements.
Compliance and Governance
- Ensure compliance with pricing policies, commercial controls, company procedures, and ethical standards.
- Maintain a safe, secure, and compliant branch working environment.
- Ensure accurate reporting and documentation of commercial and operational activities.
- Promote risk awareness and sound business governance across the branch.
Business Planning and Performance
- Transform corporate goals into business plans.
- Plan, follow-up, and execute annual and development plans.
- Monitor plan performance and initiate action to strengthen results and take corrective action accordingly.
- Provide periodic work progress reports.
Organizational Development
- Develop the organizational structure according to current requirements, considering future and development plans.
- Ensure availability of job descriptions for all job roles and deployment.
Business Process Improvements
- Develop and coordinate well-defined written systems, policies, and procedures.
- Seek automation opportunities.
- Demonstrate proficiency navigating IT solutions relevant to the role and business.
- Promote automated systems and their culture of use.
General Accountability
- Take full responsibility for branch operations as per the job description and required deliverables, considering general company guidelines.
- Anticipate problems and take necessary proactive steps to prevent them.
- Make necessary and proper timely decisions.
- Deliver required results in timely manner with required quality and cost.
- Make a tangible difference to the area of operation and exceed business expectations.
Quality
- Recognize quality as alfanar's prime competitive advantage and act accordingly.
Adaptation and Safety
- Adapt to new and alternative techniques, technologies, management structures, and business models.
- Ensure a safe, secure, and legal work environment per standard regulations.
Qualifications and Experience
- Bachelor degree in Electrical Engineering or Business Management
- 10–15 years of experience
Skills and Competencies
- Competitive Analysis
- Marketing and Sales Strategies
- Sales Forecasting
- Sales Fundamentals, Calls, and Closings
- Sales Presentations
- Sales Promotions
- Sales Research
- Sales Trend Analysis