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
- 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.
- 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
- 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.
- 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
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
Fortive: For you, for us, for growth.
Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand. “We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com. “
This position is also eligible for bonus as part of the total compensation package.
