General Manager of Sales (O&G)

Position: General Manager – Sales (O&G)

Reports to: Global VP Sales & Marketing

Category: FTE

Unit / Division / Department / Section: Sales & Marketing

JOB PURPOSE: Develop the Sales Team and the yearly sales plan in line with the Company’s strategy for the various market sectors to achieve the yearly target, maximum margins & objectives. Develop and maintain the assigned key accounts. Lead and supervise sales team to achieve set budgets & company objectives.

KEY ACCOUNTABILITIES

Market Development

Develop/ achieve Sales within various market sectors.

Build a full and detailed understanding of the client/ market requirements and Company objectives.

Identify attractive growth opportunities for FPI’s existing product line with focus on incremental sales from new opportunities currently not addressed by the team.

Implement business development processes that maximize company value and revenue generation for FPI.

Increase market share and exploit new markets.

Budget and Targets

Review and update Sales Achievement versus budgets each month

Ensure that all quotations/tenders are submitted on time as per the necessary documents.

Negotiate control and award projects to be in-line with the set targets.

Customer Service

Refine and improve the quality of customer interaction, satisfaction, and retention by improving standards and providing the best facilities and the highest technical skills.

Maintain and develop relationship with existing key accounts.

Develop new key accounts in different market sectors.

Accounts

Liaise with the Credit Controller to ensure all payments of accounts are received by the due dates.

Teamwork & Employee Excellence

Motivate and lead a high-performance team by attracting, recruiting, and retaining required team members.

Enhance work environment to promote and drive employee engagement and team effectiveness.

Conduct annual performance appraisals and provide staff feedback regarding strengths, areas for improvements and development opportunities.

Establish KPI’s for individual units and ensure that they are aligned with FPI’s mission and vision.

Identify key positions and ensure succession plans are in place for target staff.

SPAN OF Communication

Internal: VP Sales & Marketing, Area Sales Representative, Marketing Manager, Regional Proposal Manager, Technical and Sales Support (TSS), Projects Department, Production Department, Delivery Department, Legal, Finance, PED

External: Industry Stakeholders, Customers, Consultants, Contractors, Engineering firms, End Users & FPI Representatives

Job relevant information (BOUNDARIES & DECISION-MAKING AUTHORITY): The jobholder is authorised to sign sales quotations/tenders that are at the or above price levels agreed by the respective VP for the Region

QUALIFICATIONS, EXPERIENCE, & SKILLS

Required Qualifications:

Bachelors degree in engineering or equivalent Masters is preferred.

Masters degree in business administration is a plus.

Preferred Experience:

13 to 15 years’ experience similar pipe industry.

7 years’ experience in Sales Management

Job-Specific Skills:

Technical and product knowledge

Awareness of contractual conditions and implications, and payment terms

Awareness of market and competition’s trends and activities

Strong understanding of the market dynamics and customer issues

Extensive communication skills and ability to work in a dynamic, fast paced, diverse environment.

Database skills and software skills (Word, Excel, PowerPoint, etc) and CRM

Time management

COMPETENCIES

Leadership & Teamwork

Good communication skills

Strategic decision making

Good coordination skills

Bid writing and tender evaluation.

Industry and market knowledge

Deals evaluation and negotiation