Major Account Manager à Émirats arabes unis

This role is an essential member of the team, accountable for direct sales and developing the sales and marketing strategy within specific Protein accounts across the Middle East, with a view to securing and increasing sales.

Responsible for delivering the protein sales budget, providing direction and a customer centric culture predicated on growth, innovation, talent and disciplined processes.

Implementation of appropriate sales strategies, tactical goals and targets to deliver orders plan.

Success in this role will require strong commercial competencies, a blend of effective sales and negotiation skills and motivation for self-development in the field.

Primary Responsibilities

1. Ensure a customer centric sales driven culture within the region and customers are supported to Ishida standards to maintain the required level of customer satisfaction.
2. Secure annual operating budget (orders, sales and profits).
3. Take ownership of key strategic accounts across the Middle East with specific focus on Saudi Arabia, Turkey, Oman and Egypt.
4. Take an active role in the selection of the accounts.
5. Develop and execute account plans, both strategic and commercial.
6. Develop Ishida sales within protein accounts with specific emphasis on market share against the competition.
7. Keep business development at the forefront of the approach.
8. Support the territory sales organisation within the Middle East in terms of business development on protein accounts.
9. Work with the Protein GM and all interested parties within Ishida to develop and implement the appropriate business strategy including strategy on new products.
10. Act as a member of the wider Middle East and Global sales team in order to develop relationships and sales with Global protein customers to directly develop business within the Middle East operations of these international businesses. Specific focus on Saudi Arabia, Turkey, Oman and Egypt.
11. Ensure effective territory coverage with activity-based management of call rates, conversion rates, pipeline development across all protein customers.
12. Monitor all aspects of competitor activity (pricing / product / routes to market) in order to influence product development and adapt commercial strategy; identify gaps and / or profitable growth opportunities within the territory.
13. Actively participate in the field developing a network of senior relationships with key customers and partners across the territory.
14. Provide accurate and timely quotations, order forecasting, pipeline management, updated customer records and performance reporting as required.
15. Lead by example to demonstrate the Ishida culture and working practice.
16. Ensure compliance with Ishida policies and governance processes in accordance with guidelines and adherence to regulatory and legislative requirements.

What skills are we looking for?

To be successful in the role you must have specific technical knowledge and sales experience in the weighing and packaging capital equipment supply industry, strong structured sales skills, excellent negotiation skills with strong influencing ability, the ability to communicate at all levels, excellent interpersonal skills, fluent in Arabic- written and verbal. Fluent in English – written and verbal. Experience of selling complete solutions to the protein industry and a track record of measurable achievements in a similar role and experience of value selling.

The ideal candidate must be proactive with a Positive can-do attitude, adaptable and resilient to change. Motivated with high energy and independent.