MEA Sales Manager

Responsibilities

:

• 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.

Qualifications/Skills and knowledge:

• 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

In terms of the performance and personal competencies required for the position, we would highlight the following:

Setting Strategy:

• 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.

Executing for Results:

• 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.

Leading Teams:

• 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.

Relationships and Influence:

• 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