Job Title: Area Sales Manager - Saudi Arabia, Bahrain, Egypt & Jordan

Department: Fluke Reliability Solutions

Location: Saudi Arabia

Travel Percentage: 40%-60%

Job Purpose: 

To work as part of an international sales team, responsible for Saudi Arabia Market. The purpose of the role is to plan and implement sales and marketing activities with country distributors and end users, in order to deliver consistent revenue growth. The individual will be required to travel 60% of their time, to develop and understand key vertical markets in the territories and build action plans accordingly. Find suitable distributors and set up the distribution model. 

Primary Responsibilities: 

Building Mindshare and driving growth across the distribution landscape  Promoting Fluke Reliability connected solutions Expanding new / uncovered verticals and regions with the territory; identify potential new partners, on-board and deliver growth  Execution of the distributor integration plan Channel Partner score-carding (segmentation & focus on Strategic distributors) Implementation of funnel management processes & forecasting Distribution Channel Marketing Campaigns (demand generation) to drive growth Work with EMEA Marketing on Distribution Channel training needs 

 1. Responsible for achieving the regional sales target 

Achieve annual sales target. Review sales results weekly with senior management team.  Review sales results with distributors and implement appropriate counter-measures and action plans. Problem-solve where required and drive root cause analysis.  Build the required structure and reporting mechanisms to capitalize on growth opportunities.

2. Deliver Growth at target strategic accounts 

Work closely with the line manager to coordinate and execute strategy at top accounts Develop and implement Channel Account Plans  Manage the Tender process and build relationships with Key Stakeholders  Present information about new products and applications.  Plan targeted campaigns to maximize awareness and development

3. Lead the development of the distribution development within region 

Review ongoing sales opportunities and establish standard work for funnel reviews. Visit end-user customers within region to gain an understanding of the customers/markets. Develop a market model map and size of the business opportunities Develop the Go To Market strategy within the region. Onboard new distributors, product training and sales training.

4. Drive results through effective marketing 

Work closely with Marketing Team to: Present information about new products and applications.  Engage and promote on-line training tools Develop and implement effective sales- and marketing programs with the distributors. Target key market sectors to generate the end-user pull strategy  Plan demo equipment requirements for sales support Carry out demo validation trials to end users  Plan targeted campaigns to maximize awareness and development

Qualifications/Skills and knowledge:

Ability to build partnerships at various levels within end users and distributors Key Account technical and commercial sales skills Highly motivated to succeed, grow and develop Degree educated with minimum 5+ years in related discipline Large company experience with the ability to bring large company process and structure to a smaller, dynamic, growing business. Good communicator and excellent organization skills Ability to drive change Travel >60% CRM/funnel management skills Arabic speaking is mandatory to cover the region

Key Performance Indicators:

Achievement of sales targets Channel performance management  Key Account relationship building  Funnel and lead management  Weekly & Monthly forecasting  Increased product portfolio coverage through distribution  Implement end-user pull strategy into key market sectors

Fortive Corporation Overview

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