FGFD Country Sales Manager Oman & Other Territories

Major Responsibilities:

1. Lead, Drive and Manage the Fixed Gas & Flame Detection Sales in the assigned Territories to maximize orders.

• Work in a professional manner reaching customers and stake holders through multiple touch point routes available to connect with them.
• Develop a Market Making activities list relevant to this responsibility.
• Develop an activity calendar, for individual work, and where needed in collaboration with MSA Marketing team and Channel Partners.
• Identify key project opportunities and develop and communicate strategic action plans to drive success in KSA
• Ownership of all large in-country project activities more than $100,000.
• Develop sales pursuit activities & programs targeting EPCs, Consultants and End Users.
• Provide project pursuit guidance and leadership to Channel Partners. Communicate the Project Sales Forecast and associated developments to the Country Sales Manager.
• Maintain Company target Gross Margin % on all project/large opportunities. Act as focal point for the development of relationships with defined end users, joint venture partners and engineering contractors involved with projects from conception to ultimate delivery of the project.
• Travel within KSA on pursuit activities.
• Put together a complete F&G solution bids for major projects.
• Work with our FGFD BDM New Energies to ensure project intelligence is shared and communicated.
• Support the execution of order close outs on significant and strategic project orders, vital to maintaining, growing and expanding the installed FGFD base of the company
• Understand Competition movements and Pricing Strategy.
• Establish partnerships with systems integrators, automation contractors, fire safety contractors, maintenance contractors.
• Develop an active pipeline of projects in any stage including Concept, FEED, Tender and/or EPC update in Sales Force.
• Maintain & Report incoming project order forecast to meet the targets. Implement a plan to do regular follow up on open proposals and attempt closure
• Identify gaps in AVL approvals – products, factory locations, new/outside OGP end users – and work with Key Accounts Manager/channel partner to fill the gaps Product / Bid Solution value selling & value proposition to EPC contractors, End Users & Consultants.

2. Presentations of project solutions, product value proposition, proposal discussion and price negotiation

• Presentation of products or project bid solutions, application solutions, discussion of proposals and closing of the TQs.
• Effective Negotiation with Contractors/ End Users to close out orders.
• Identify the competition strategy from the market and manipulate pursuit plans accordingly.
• Promote and position MSA as customer’s preferred F&G solutions partner.
• Review tenders/enquiries at a high level and work with inside sales to co-construct a best mix techno-commercial proposal
• Explore third party solutions and vendors to complete the best mix.
• Utilize MSA global resource pool.
• Obtain information and report on competitor’s activities such as product offerings, prices, sales channels, strategies, etc.
• Collaborate and work closely with MSA PPE/Fall Protection teams and Business Units to maximize pull-through content.