Regional Sales Manager Middle East & Africa H / F

Description de l'emploi : experience in the railway industry is mandatory.

General Responsibility:

- The Regional Sales Manager (RSM) Middle East and Africa (MEA) is part of the MEA One Vossloh Sales region organization.

- The RSM MEA manages sales of Vossloh Switch System (VSS) portfolio (Switches and Crossings, Signaling products and Monitoring & Telecom) for the different segments: Heavy-haul, Conventional, Urban Transport network operators.

- The RSM MEA supports other Vossloh segments such as Digital in MEA.

- The RSM MEA collaborates actively with other sales managers in the Region to develop a One Vossloh (Vossloh Fastening and Vossloh Rail Service) Sales commercial approach.

Main Tasks:

1. To manage key account customers in the region as well as all secondary railway operators for the different segments: Heavy-haul, Conventional, Urban Transport network operators.
2. To build a relationship with key stakeholders (purchasing, technical, project management, etc.).
3. To identify projects upstream to allow technical prescriptions.
4. To analyze customer specifications and tender documentation to propose the best solution to bid and support the bid cell into the tender process.
5. To define and promote Vossloh's offer based on the strategic plan of the MEA region and to carry out account plan actions.
6. To advise project managers in the execution phase to help them understand the scope of work for allowing a smooth transition.
7. To ensure the coordination and cooperation of the various internal stakeholders to guarantee the quality of service and ensure customer satisfaction.
8. To participate in the establishment of offers with the support of the Bid teams, minding the application of the DOA.
9. To attend track visits whenever necessary for developing/quality/after sales in general.
10. To help in resolving any technical or quality issue when necessary.
11. To collect market intelligence on MEA.
12. To develop the commercial budget in terms of Sales and Order in Take (OIT).
13. To ensure that commercial budgets are maintained.
14. The role requires travelling in the Region about 50% of the time.

Reporting:

- To carry out the reporting of commercial activities to his hierarchy.

- Maintain accurate and updated customer/opportunities data in the CRM.

Interaction (external and internal):

1. Customers and prospects.
2. Local decision makers (ministries, normative bodies, influencers, engineering companies).
3. Agents and intermediaries.
4. Vossloh Management (BU sales heads, BU heads).
5. BID Cell / Project Management / customer care (acc. To each BU organization).
6. Support functions in each BU (Finance, legal, Purchasing).
7. Other region and BU sales managers.

Hard Skills required:

1. Master in engineering or business administration.
2. Fluent in French and in English. Fluent in Arabic would be a plus.

Soft Skills required:

1. 5-10 years of experience in Sales (ideally in the Middle East and Africa Region) or an equivalent role (Project management).
2. Experience with CRM and Power BI Reporting Tools.
3. Passion to be close with customers and provide them with infrastructure solutions.
4. Persistence and negotiation skills.
5. Sense of initiative and work well in a cross-business unit team environment.
6. Clear and concise communication and presentation skills, for both internal and external stakeholders.