Territory Sales Director & General Manager, Fire Suppression Products – Middle East & Africa

What you will do:

• The Territory Sales Director role is a key role Reporting to the Regional Sales Director EMEA. You will be based in Saudi Arabia / UAE and part of the EMEA management team, directly responsible for the management of the sales resources within the MEA Region.
• You are responsible for the profitable growth of the Johnson Controls brand Fire Suppression Products (FSP) Division business. Your objective is to coordinate efforts and teams in selling our fire protection products, systems, and solutions in the region.
• The role requires collaboration with multiple stakeholders, and functional leaders. The business partners that this role will collaborate with include; your Business Development, Account Management, Inside Sales, Customer Services and Technical Teams, along with the wider Global Leadership (ELT), EMEA Product Sales Directors & Leadership Teams, S&D, Finance, Product Management, Marketing, and R&D.
• You will set volume and profit objectives for your sales area by managing and developing sales through existing channels and new prospect customers – route to markets of distribution partners, contractors, and end users.
• You will drive a performance-based culture, focused on delivering the business commitments to revenue, margin, and price, constantly coaching and developing the teams, embracing the future, and supporting business transformation.

How you will do it:

• Develop and manage an annual sales growth plan and go to market strategy, ensuring resources are aligned to delivering the business objectives, and focused on activities and priorities driving biggest returns.
• Develop, coordinate, and participate in account management to support Global Products channel growth in priority markets, and ensure we are increasing our wallet share of product sales with our customers.
• Develop a robust and continual approach to Account Planning, and Sales Initiative Development, with clearly defined and measurable actions and outputs that will drive continual incremental and sustainable growth in the region.
• Use Salesforce CRM platform to target and measure the sales team’s activity in the market, measuring visit activity (face to face and virtually), opportunity pipeline and conversion, account planning, and coaching plans.
• Responsible for the evolution of priority markets through a Maturity Model process ensuring growth in capabilities in these priority markets. Key attributes of the Maturity Model capability development tool include; strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management and post-sales capabilities.
• Coordinate pricing strategies in partnership with channel.
• Drive product launches to the Global Products channel.
• Identify, recommend and implement programs, tools, and support requirements necessary to advance the selling effectiveness of equipment sales organization.

What we look for

Required

• Degree in Mechanical/Electrical Engineering, Business or Marketing.
• Minimum 10-15 years of experience in products sales, of which 5 years in a senior role with team leading capabilities.
• Demonstrated sales experience and consultative selling process.
• Experienced in Account Management, with capability to develop relationships across multiple influencers, and multiple levels of the organization.
• Strong business acumen with the ability to counsel and develop customers.
• Possess excellent presentation skills and proficient at 1-on-1 and group presentations.
• Experience in account plan construction using CRM tool.
• Experience with all Microsoft Office applications.
• Ability to travel up to 50%.
• Ability to work in a virtual environment.
• Fluent in Arabic and English