MEA Sales Manager
Fortive
- Dubai
- Permanent
- Full-time
- Develop and execute a regional sales plan aligned with the strategic priorities of the high-growth markets commercial team
- Execute a Go-to-market strategy that delivers consistent, long-term revenue growth and market share gains
- Cultivate and maintain strong relationships with key clients, understanding their needs and ensuring exceptional service.
- Develop and execute strategic account plans to drive revenue growth and meet sales targets.
- Work proactively with sales coordinators, finance, compliance, and customer service to ensure customer satisfaction
- Collaborate with cross-functional teams, including marketing and product development, to align strategies and enhance customer satisfaction.
- Analyze market trends and competitor activities to identify opportunities and threats, providing valuable insights for decision-making.
- Conduct regular business reviews with customers to assess performance, address concerns, and explore avenues for upselling or cross-selling.
- Drive customer engagement across the region through voice of customer feedback.
- Lead and create followership through transformation; create a vision to align stakeholder engagement.
- Drive change through process and metrics-driven leadership.
- Work with other colleagues to provide a coordinated approach for Fluke Reliability.
- Deliver consistent high market growth through the identification of new customers, verticals, and market opportunities.
- Use Fortive Business System tools to manage the funnel effectively through the sales stage to close.
- If necessary, create Problem-Solving Reports to address variances and create countermeasures.
- Report regularly against defined objectives to the Manager.
- Consistently deliver accuracy on monthly and quarterly bookings and revenue forecasts.
- Share customer feedback with Service, Marketing, R&D/Engineering, Product Management.
- Carry out product demonstrations and presentations to create new opportunities.
- Ensure funnel management is a fundamental behavior across the commercial team.
- Expand the customer contact database by working on market visibility actions and new verticals.
- Utilize value-selling methodology and tools.
- Build competitor strategy and increase market share in key vertical markets.
- Degree educated with a minimum of 15 years of sales/engineering/management experience – from individual contributor to leader
- At least 5 years leading sales teams, cultivating collaborative and productive relationships with both customers and internal stakeholders
- Demonstrated ability to successfully balance the achievement of short-term objectives (quarterly orders/sales objectives, expense management, etc.) with longer-term strategic goals
- Bias for action with strong results orientation; Willingness to take a critical view of stretch goals and initiatives to drive breakthrough results
- Proven history of attracting, retaining and developing high performance sales managers
- Strong executive communication and presence
- Demonstrated high-intensity, high-initiative approach towards owning and growing the business
- Proficiency with the test and measurement industry or an adjacent field
- Advanced CRM/funnel management skills
- The ability to create and articulate an inspiring vision for the organization, for the areas s/he is directly responsible for.
- The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
- An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.
- The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.
- The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
- Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
- A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
- Someone who is viewed by others as having a high degree of integrity and forethought in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always considering what is best for the organization.
- The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
- The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.
- A leader who is self-reflective and aware of his/her own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.
- Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
- An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in his/her beliefs, and active drive.
- Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
- Creates a sense of purpose/meaning for the team that generates followership beyond his/her own personality and engages others to the greater purpose of the organization