Careers

Main Purpose of the role

This role is an essential member of the local leadership team, accountable for the annual orders plan in capital equipment in the Middle-East region.

Responsible for delivering the sales budget, providing direction, leadership and a customer centric culture predicated on growth, innovation, talent and disciplined processes.

Implementation of appropriate sales strategies, tactical goals and targets to deliver orders plan.

Success in this role will require strong commercial competencies, a blend of effective sales management and sales leadership skills and motivation to drive coaching and development in the field.

Primary Responsibilities

• Ensure a customer centric sales driven culture within the region and customers are supported to Ishida standards to maintain the required level of customer satisfaction
• Secure annual operating budget (orders, sales and profits)
• Manage the IME Sales teams with the objective to improve market coverage and take an aggressive commercial approach to market share, delivering significant business growth and outstanding customer satisfaction
• Management of Ishida agents in key geographical locations across the Middle East with a high focus on Turkey with direct responsibility for these markets and key deliverables
• Provide motivational leadership attracting, developing, retaining and rewarding talent in the sales team
• Set realistic and challenging performance goals for the team with regular and timely reviews
• Ensure effective territory coverage with activity-based management of call rates, conversion rates, pipeline development across all product groups
• Monitor all aspects of competitor activity (pricing / product / routes to market) in order to influence product development and adapt commercial strategy; identify gaps and / or profitable growth opportunities within the territory
• Actively participate in the field developing a network of senior relationships with key customers and partners across the territory
• Provide accurate and timely quotations, order forecasting, pipeline management, updated customer records and performance reporting as required
• Lead by example to demonstrate the Ishida EMEA culture and working practice
• Ensure compliance with Ishida policies and governance processes in accordance with guidelines and adherence to regulatory and legislative requirements