Sales Manager - IMENA

TD Williamson; Dubai; On-site; AED 450,000 - 750,000; Full time

Job summary

TD Williamson is seeking a Sales Manager IMENA to develop, acquire, execute and grow a profitable market position for TDW products and services across the IMENA region. You will own direct commercial responsibility for assigned countries and strategic accounts, expanding TDW's footprint through strong customer engagement.

The role requires building plans, closing opportunities, and collaborating with regional leadership, while traveling up to 50% including international trips.

Qualifications

• Bachelor's degree in engineering or related field and typically 5+ years of sales or related commercial experience.
• Hot tapping and isolation sector experience is required.
• Oil and gas pipeline industry experience preferred.

Responsibilities

• Develop and execute sales account development and customer engagement plans within assigned countries to achieve annual sales bookings and growth targets.
• Take commercial ownership of assigned customers and territories and maintain regular engagement with key stakeholders across engineering, operations, procurement and management functions.
• Identify, develop, negotiate and close commercial opportunities with new and existing customers.
• Grow TDW’s market position by expanding share of wallet with established strategic customers.
• Build a sustainable opportunity pipeline by engaging customers early in the project and specification cycle.
• Collaborate with regional leadership and other teams to develop customer solutions and commercial strategies.

Skills

Commercial acumen

Business development

Customer relationships

Negotiation skills

Opportunity management

Independent work

Cross-functional collaboration

Education

Bachelor's degree in engineering or related field

Job description

At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably What sets us apart is our expertise experience and commitment Each day we dedicate ourselves to treating each other our customers and our community with care and respect

Sales Manager IMENA

Overview

Responsible for developing acquiring executing and growing a profitable market position for assigned T D Williamson TDW products services customers and territories within the Middle East and North Africa IMENA region The Sales Manager will be responsible for direct commercial ownership of assigned countries and strategic accounts supporting increased sales coverage across key IMENA markets The role will focus on strengthening customer engagement identifying and developing new opportunities growing existing accounts and expanding TDW s market position The position will work closely with regional sales leadership and other Sales Managers to ensure effective coverage of major markets including the allocation of key customers and territories within larger countries where additional sales focus is required

Primary duties may include but are not limited to

• Develop and execute sales account development and customer engagement action plans within assigned countries and territories to achieve annual sales bookings and growth targets
• Take commercial ownership of assigned customers and territories and maintain regular engagement with key customer stakeholders across engineering operations integrity maintenance procurement and management functions
• Identify develop negotiate and close commercial opportunities with new and existing customers
• Develop new business within assigned markets while expanding TDW s position and share of wallet with established strategic customers
• Proactively identify customer needs upcoming projects maintenance programs pipeline integrity requirements and operational challenges that can be addressed through TDW products services and technology
• Build a sustainable opportunity pipeline by engaging customers early in the project and specification cycle rather than relying solely on formal tender opportunities
• Support the introduction and commercialization of new TDW technologies and solutions within assigned markets
• Develop and maintain strong relationships with pipeline operators EPC contractors engineering consultants and other relevant industry stakeholders
• Establish and maintain credible knowledge and data regarding the oil and gas pipeline market customer activities upcoming projects and competitor product and service offerings including pricing delivery technology and commercial actions including pricing delivery technology and commercial actions
• Communicate competitive and market intelligence throughout the organization and recommend actions to strengthen TDW s competitive position
• Develop appropriate commercial and competitive strategies for major opportunities including customer positioning value proposition pricing strategy and negotiation approach
• Collaborate with TDW commercial engineering manufacturing operations project management marketing and legal teams to develop and execute customer solutions
• Support strategic account planning and coordinate with other Sales Managers where customer organizations or major countries are shared across multiple sales territories
• Maintain an accurate report of all sales activities customer engagement and opportunities by updating the customer relationship management CRM system on a daily weekly basis and as required
• Maintain accurate opportunity values probabilities expected award dates and revenue forecasts within CRM
• Participate in weekly bi-weekly sales meetings opportunity reviews forecasting activities and regional business reviews
• Prepare all necessary sales reports forecasts account plans and market updates as requested in a timely and accurate manner
• Represent TDW at customer meetings technical workshops conferences exhibitions and other industry events when required

Work requires traveling up to 50 of the time including overnight stays and international travel throughout the IMENA region Work requires a valid driver s license and or passport

Experience

Bachelor s degree in mechanical engineering civil engineering chemical engineering business marketing or other related field and typically 5 or more years of sales business development or related commercial experience or any combination of education and experience which would provide an equivalent background Hot tapping and isolation sector experience is required Experience in technical solution-based or engineered-product sales preferred Oil and gas pipeline industry experience preferred Experience managing major customers strategic accounts or geographic territories preferred Experience working within the Middle East and or North Africa markets is an advantage Sales leadership or demonstrated ability to take ownership of major accounts and commercial opportunities preferred

Knowledge Skills and Abilities

• Strong commercial and business development skills with demonstrated ability to identify develop negotiate and close opportunities
• Ability to develop strong customer relationships at technical operational procurement and management levels
• Ability to understand customer operational and technical challenges and translate TDW capabilities into commercially valuable solutions
• Strong account management and territory development capabilities
• Strong negotiation influencing and opportunity management skills
• Ability to work independently prioritize opportunities and take ownership of assigned markets and customers
• Ability to collaborate effectively across sales engineering operations manufacturing project management marketing and other functions
• Strong understanding of competitive positioning and ability to develop strategies to differentiate TDW products services and technologies