The Technical Sales Manager is an important member of the Middle East & Africa (MEA) Climate Sales team and will be a key partner to the MEA PES Sales & Marketing team in achieving the sales by meeting or exceeding the annual targets given at assigned customer accounts.

Key Responsibilities:

• Owns and Drives Sales for Ventilation and Refrigeration Portfolio

• Explore/ Establish sales channels for Ventilation and Refrigeration portfolio.

• Lead and Supports Ventilation Application needs of the customers/Distributors for PES portfolio

• Demonstrates and serves as Customer Application lead for PES portfolio

• Attends field issues and resolves in conjunction/ support of the team.

• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts

• Plays a lead role in driving cross-regional sales in MEA and work with internal employees to penetrate key accounts and aggressively expand relationships

• Develops and implements a comprehensive sales plan (typically more than $1M and less than $5M revenue) that includes new and existing sales strategies for key national accounts

• Establishes productive, professional relationships with key personnel in assigned customer accounts

• Gathers detailed information about accounts, identifies decision-makers, understands strategic business challenges and priorities, and leads team in analyzing information and prioritizing opportunities critical to accounts

• Monitors industry trends and changing regulations to ensure competitiveness and compliance

• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers expectations

• Ensures professional sales coordination and account planning and resolves possible account ownership issues

• Provides ongoing support to customers ensuring they receive high quality customer service. May provide sales quotes to customers

• Monitors industry trends and changing regulations to ensure competitiveness and compliance

Minimum Requirements:

• In Depth Understanding of HVAC&R Fundamentals and System Design

• Minimum 5 years’ experience in Ventilation sales – OEM/ Distributor

• Minimum 3 years’ experience in HVAC and Refrigeration – Application Engineering / Design

• Previous experience in account management or Territory sales and display an attitude that is key to success

• Strong OEM & Distributor sales account management and relationship building skills

• Strong analytical and negotiation skills

• Demonstrated record of achievement in a prior sales position

• Strong closing skills

• Proven oral, written, telephone and presentation skills. Strong interpersonal skills

• Ability to learn and retain produce specific information and utilize to position the features and benefits to customers

• Computer literate with knowledge of all Microsoft Office Application especially excel

• Previous experience within HVAC industry and Building Management Systems

• Prior experience with Electric Motor Controls / Variable Speed Drives

Qualifications, Skills & Experience:

• Bachelor's degree in engineering or equivalent related experience

• 5+ years in Ventilation Product Sales

• 3+ years of Application engineering / Condensing Units/ Refrigeration Industry Experience

• Experience in manufacturing sector in mid/large size Corporation (most preferred) in the fields of HVAC, Building Management Systems, Commercial Refrigeration

• Driving License is a plus (Fuel expense will be reimbursed)

Benefits: As per UAE law

Travel: Up to 20% within Middle East & Africa region

Language: English, Hindi & Arabic (Plus)

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Technical Sales Manager