وصف الوظيفة
Role Overview
Sales Manager - Brownfield at alfanar Electric, based in Riyadh, Saudi Arabia.
Company Overview
Headquartered in Riyadh, Saudi Arabia, alfanar 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 electric is the industrial arm, manufacturing low, medium and high voltage electrical construction products, with operations in Riyadh and Jubail (Saudi Arabia), Dubai (UAE), and London (UK). A development and engineering center is located in Chennai, India. The alfanar Industrial Complex in Riyadh's Third Industrial Zone spans 700,000 square meters and houses comprehensive infrastructure including a data and communication center and commercial zone.
Role Purpose
Drive sales growth by leading planning, customer engagement, and revenue generation activities while ensuring alignment with company objectives, policies, and approved delivery capabilities.
Key Responsibilities
Sales Strategy and Revenue Growth
- Develop and execute sales plans to achieve revenue and growth targets.
- Identify and pursue new business opportunities across assigned markets and customers.
- Drive pipeline development, opportunity conversion, and recurring revenue growth.
Commercial and Financial Management
- Own sales performance against budget, including revenue, margins, and profitability.
- Monitor sales results and initiate corrective actions to address performance gaps.
- Support pricing strategies, quotations, and commercial negotiations.
Customer Relationship Management
- Build and maintain strong relationships with customers, consultants, and key stakeholders.
- Lead commercial discussions, negotiations, and contract clarifications.
- Address customer concerns and ensure high levels of customer satisfaction.
Sales Coordination and Internal Alignment
- Coordinate with internal teams to ensure alignment between sold scopes and execution capabilities.
- Support smooth handover of awarded contracts to delivery teams.
- Participate in sales reviews, forecasting, and management reporting.
Documentation and Order Management
- Ensure accuracy and completeness of sales documentation, proposals, and contracts.
- Ensure sales orders are booked in line with company policies and system requirements.
- Support invoicing planning and commercial follow-up with finance teams.
Agreement and Contract Management
- Manage the lifecycle of customer agreements, including utilization tracking and renewals.
- Drive contract value optimization through upselling and cross-selling opportunities.
Market Intelligence and Improvement
- Monitor market trends, customer needs, and competitor activities.
- Provide input to improve sales processes, tools, and offerings.
Human Resources and Team Development
- Recruit, recognize, and cultivate high performers and expose them to create a robust second line of management.
- Recognize low performers and guide them to improve or release them.
- Treat subordinates equally without any discrimination.
- Base assessment of subordinates on performance that leads to planned results.
- Ensure availability of delegation of authority matrix with sufficient delegations as per company policy.
Responsibility and Decision-Making
- Take full responsibility for operation as per job description and required deliverables, considering general company guidelines.
- Anticipate problems and make proactive steps to prevent them.
- Make necessary, proper, and timely decisions.
Delivery and Impact
- Deliver required results in a timely manner with required quality and cost.
- Make a tangible difference to area of operation and exceed business expectations.
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.
- Monitor and control budgets and expenses to achieve optimum cost efficiency.
Organizational Development
- Develop 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 as much as possible.
- Be conversant and able to navigate through IT solutions relevant to job and business.
- Promote automated systems and their culture of use.
Quality Assurance
- Ensure quality standards as alfanar's prime competitive advantage.
- Act accordingly to maintain quality as a core differentiator.
Adaptation and Compliance
- Adapt to new and alternative techniques, technologies, management structures, and business models.
- Ensure a safe, secure, and legal work environment as per standard regulations.
Qualifications & Experience
- Bachelor Degree in Electrical Engineering or any relevant field.
- 6 to 10 years of work experience.
Skills & Competencies
- Market Analysis.
- Market Segmentation Analysis.
- Customer Relationship Marketing.
- Marketing and Sales Strategies.
- Sales Forecasting.
- Sales Planning.
- Sales Promotions.
- Sales Research.
- Sales Trend Analysis.