Headquartered in Italy, IRCA Group has a strong track record of growth over the last decade. It has 22 manufacturing facilities worldwide, 2,400+ employees, and €1 billion in revenues.
What We OfferIRCA fosters a dynamic environment, embracing diversity and valuing diverse perspectives and international experiences, offering a stimulating context. We promote professional growth by providing tailor-made development programs and career advancement opportunities locally and internationally.With locations worldwide, we offer the chance to work on international projects, collaborate across cultures, and gain a global perspective. Joining our team means becoming part of a global community of passionate professionals dedicated to making a difference.If you are looking for stimulating challenges and the chance to contribute your ideas for process improvement in an ever-growing company, IRCA is the right place.
Scope of the positionWe are looking for an Area Sales Manager Middle East for our office in Dubai. The Area Sales Manager is responsible for meeting and surpassing predetermined sales targets for his/her assigned area. The candidate will manage a team of 5 people: a Sales Manager for Saudi, a Sales Manager for UAE, two Technical demonstrators, and a Trade Marketing. The candidate will report directly to the Head of Sales MEA.
Main Responsabilities1) Sales Performance and Target Achievement:- Achieving sales targets: This is the primary responsibility. Area Sales Managers are accountable for achieving revenue, volumes and gross margin goals within their assigned territory.- Developing and implementing sales strategies: They create and execute joint business plans with distributors.- Monitoring sales performance: they track sales data, analyze trends and identify areas for improvement.
2. Team Management and Leadership:- Training and managing sales managers: They build and lead high-performing sales teams.- Providing coaching and mentoring: They support their team members' professional development and help them improve their sales and distribution management skills.- Motivating and inspiring the team: They create a positive and productive work environment.- Setting sales objectives and performance goals: They establish clear expectations for their team members.
3. Territory Management:- Analyzing market conditions: They assess market trends, competitor activities and customer preferences within their territory.- Identifying and pursuing new business opportunities: they are looking for potential new customers and develop strategies for expanding the customer base.
4. Customer Relationship Management:- Building and maintaining strong customer relationships: This is vital for B2B business.- Addressing customer needs and resolving issues: They ensure customer satisfaction by providing excellent service and support.
5. Reporting and Analysis:- Providing accurate sales forecasts: They predict future sales performance to support business planning.- Generating sales reports: They track and report on sales activities and results.- Analyzing sales data: They identify trends and insights to improve sales performance.
Background required
- Experience: proven sales experience in the pastry/bakery/ice creams ingredients industry is essential.
- Experience in a people management or supervisory role is a must have.
- Education: A bachelor's degree in business administration, marketing, or a related field is preferred.
Technical skills
- Data Analysis and Reporting: The ability to interpret sales data is crucial. This involves: analyzing sales trends and performance metrics, creating accurate sales forecasts. Using data to identify areas for improvement.
- Sales Forecasting: Predicting future sales is a key responsibility. This requires understanding market trends and historical data. Using forecasting tools and techniques.
- English is a must. Arabic is very appreciated, Italian and French are a valuable addition.
Soft skills
- Leadership: Motivating and inspiring a sales team. Setting clear goals and expectations. Delegating tasks effectively. Building a positive and collaborative team environment.
- Communication: Excellent verbal and written communication skills. Active listening and the ability to understand customer needs. Presenting information clearly and persuasively. Negotiation and conflict resolution skills.
- Interpersonal Skills: Building and maintaining strong relationships with customers and team members. Empathy and the ability to understand different perspectives. Networking and building rapport.
- Strategic Thinking: Developing and implementing sales strategies. Analyzing market trends and identifying opportunities.
- Problem-solving and decision-making: ability to create and implement action plans.
- Time Management and Organization: Prioritizing tasks and managing multiple responsibilities.
- Meeting deadlines and staying organized. Ability to manage a large geographical area efficiently.
- Adaptability and Resilience: Handling pressure. Maintaining a positive attitude.
- Customer Focus: A strong commitment to customer satisfaction. The ability to build long-term customer relationships.
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