Position Overview:

An excellent career opportunity is currently available for a Sales Leader within UOP''s Gas Processing & Hydrogen (GP&H) Strategic Business Unit (SBU). This position affords a unique and visible opportunity to lead the regional sales organization supporting the Middle East region, based in Dubai. The key focus of this role will be to lead the GP&H Middle East sales organization to deliver financial targets for the region, including sales revenue, cost of sales and service, regional SBU contribution, and accounts receivables. You will also actively participate as a member of the UOP GP&H Extended Leadership Team

Responsibilities:

Hire, Deploy & Motivate Sales Talent:

Identify, assesses and acquire sales talent required to execute our business strategy and leverage on- boarding resources
Deploy resources to align with and capture market potential
Measure, evaluate and manage performance, focusing on continually upgrading talent, fully leverage reward and recognition programs
Determine specific and targeted coaching and development activities for team members, provide timely, specific and individualized coaching, implement training programs aligned with individual and/ or team development opportunities
Set up and conducts efficient and effective cadence meetings with direct reports

Manage Sales Momentum:

Collaborate with key internal business partners to prioritize internal resources, reduce obstacles, drive decisions and advance (accelerate) sales opportunities
Leverage relationships and networks to help sales reps/account managers achieve sales goals, close key / strategic opportunities
Develop and manage sales tools and processes to drive sales cycle velocity
Develop and enact vision for growth of international gas plant sales within the region through new customer engagement and stakeholder development

Deliver Results:

Communicate clearly defined financial and non-financial objectives in support of business objectives Strategic Plans and Annual Operation Plan (STRAP/ AOP)
Develop and execute effective sales strategies which consistently deliver results in line with AOP, translate plans and directives from leadership into clear, prioritized activities in support of objectives, directly responsible for the business revenue and sales budget for assigned region
Facilitate an effective account planning process to optimize available resources, ensure focus, facilitate collaboration and drive execution with high profile accounts
Leverage the established sales process for the business to ensure a balanced funnel and a prioritized process to drive focus and sales results
Able to collaborate with cross-SBU teams to prioritize use of resources to reflect overall UOP and customer needs

Demonstrate Business Acumen:

Understand new and existing market drivers, trends, channel dynamics, technologies and product/service offerings. Understand customer''s business drivers and assist in building relationships externally at the “Decision Maker” level and internally to ensure proper execution of projects
Instill a One Honeywell attitude across their team. Helps the team identify and close sales opportunities across Honeywell business units helping drive the “Buy Honeywell” initiative
Identify, develop and leverage potential partners to drive opportunity and secure business
Gather competitive intelligence for use in strategic analysis and positioning UOP to win
With Marketing and R&D, identify new products and solutions for the region. Participate in voice of customer data/information collection. Support new product launches
Establish & Execute Effective Sales Management Operating System (MOS):

Consistently apply and improve a Sales MOS for 4 key elements- Sales Strategy & Customer Management, Sales Talent Management, Sales Process Design and Productivity, Sales Metrics and Rewards
Possess real-time knowledge of events at the customer and be able to manage the documentation of key events in SFDC so as to provide management with up-to-date information. Manage the timely completion of win / loss reports in SFDC
Focus attention on job and workplace safety by being a role model and driving team accountability for safety




Qualifications :

Minimum Bachelor''s Degree in engineering or mechanical science is required (chemical or mechanical engineering preferred)
Minimum of 10 years sales and or business management experience within the refining, petrochemical, chemical and/or gas processing industry is required
Knowledge with Egyptian market including Gas related customers is a plus
Strong written and verbal communication skills
Ability to travel up to 50% annually regionally and international
Prior successful sales experience in Gas Processing
Strong process technology and material science knowledge is ideal
Do a superb job for customers every day in terms of quality, delivery, value and technology

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