REGIONAL SALES MANAGER

Job Purpose

To manage regional sales performance, customer development, sales team productivity, collection support, CRM discipline, and business growth across all assigned product lines within the assigned region.

Key Responsibilities

• Develop and execute the regional sales plan in line with company targets.
• Achieve regional sales targets, gross margin targets, and collection support objectives.
• Supervise Sales Engineers and Sales Coordinators within the assigned region.
• Review the regional sales pipeline weekly and ensure opportunities are updated in CRM.
• Identify new customers, projects, dealers, factories, workshops, contractors, and industrial opportunities.
• Support Sales Engineers in major customer visits, negotiations, technical-commercial discussions, and complex quotations.
• Coordinate with Product Manager for product positioning, pricing input, and technical-commercial support.
• Coordinate with Accountant on overdue customer balances and lead customer-facing collection follow-up for the region.
• Ensure Sales Engineers complete technical information required for sales-to-service handover.
• Provide regular forecasts, market feedback, competitor updates, and performance reports to the General Manager.

Technical Responsibilities

• Maintain broad knowledge of company product categories and industrial applications.
• Support product-specialist Sales Engineers in matching customer needs with suitable solutions.
• Review major technical-commercial proposals before submission where required.
• Identify training needs for regional sales staff and coordinate with Product Manager.
• Monitor product performance feedback from regional customers.

Sales / Service / Operational Responsibilities

• Drive regional revenue, margin, and account development.
• Ensure proper customer segmentation, account coverage, and sales activity planning.
• Monitor quotation conversion rates and lost-order reasons.
• Ensure customer commitments are properly documented and handed over to Sales Coordinator and Service Coordinator.
• Escalate unresolved customer, credit, delivery, or service issues to the General Manager.

Internal Coordination

• General Manager
• Sales Engineers
• Sales Coordinators
• Product Manager
• Service Manager
• Service Coordinator
• Procurement Officer
• Logistics & Inventory Coordinator
• Marketing Officer
• Accountant

External Coordination

• Customers
• Factories and workshops
• Contractors
• Industrial companies
• Consultants
• Suppliers when required
• Project stakeholders

Required Qualifications

• Bachelor degree in Mechanical Engineering, Industrial Engineering, Electrical Engineering, Business Administration, or related field.
• Technical sales or sales management training is preferred.

Required Experience

• 7-10 years of B2B industrial sales experience.
• Minimum 3 years in sales team supervision or regional sales management.
• Experience in the Saudi industrial machinery or equipment market is preferred.

Required Technical Skills

• Sales planning
• Pipeline management
• Industrial equipment knowledge
• Customer account management
• Forecasting
• Pricing and negotiation
• CRM reporting
• Team performance management
• Collection support

Required Soft Skills

• Leadership
• Customer focus
• Communication