Sales Manager | Partial Discharge Monitoring solution | Middle East and North Africa
Sales Manager | Partial Discharge Monitoring solution | Middle East and North Africa Madrid, Spain
Date: 14 Feb 2024
The Sales Manager for PD (Partial Discharge) detection/localization solution for the Middle East and North Africa is primarily responsible for developing, driving, growing, and closing the opportunities for Ampacimon's PD detection and localization offering targeting UGC (underground cables) business assets of electricity transmission and distribution utilities in the Middle East. This is a self-contributor role.
PRIMARY RESPONSIBILITIES Develop and execute a business development plan for Ampacimon's respective PD detection/localization solutions with the key electricity transmission and distribution utilities in the Middle East.
Support and coach Ampacimon's Key Account Manager to upsell the respective PD solution to their respective key accounts base.
Perform the execution phase and analysis phase of Entrepreneurial Selling, involving:
Defining the needs and pain points of the customers
Engaging the prospect (lead generation, sales pitch preparation & qualifying)
Making the match (determining fit, proposing)
Doing the deal (closing, re-setting expectations)
Relationship management
Measurement.
Attain order targets and consistently close business on a quarterly basis.
Maintain relationships with customers to develop reference base and retain business.
Stay abreast of changes in relevant technology, competition, customer preferences and regulatory requirements in power transmission and distribution industry that may affect positioning in the marketplace.
Identify potential alliances within your region and accounts which can grow our business.
Collaborate marketing activities within your respective territory to generate qualified target opportunities.
QUALIFICATIONS & EXPERIENCE REQUIRED Experience of selling technically complex solutions, combining hardware, software, and services.
Demonstrated experience of building commercial successes from scratch, and creating market opportunities, not only executing sales deals in an established environment.
Demonstrated knowledge of electricity sector.
Demonstrated experience of driving results in long sales cycles environments.
Executive communication – capable of projecting the brand Ampacimon wants to convey in the marketplace, both in written and direct forms.
Ability to interact at high-level with customers or partners.
Tenacity and Positive attitude – ability to handle rejections from initial customer contact.
Persistence and resilience – don't take no as an answer.
Proactive and strategic problem solving - required to researching/understand electric utility business issues.
Coordination – ability to coordinate internal and external resources to solve customer's problems.
Team player – ability to interact with other Ampacimon's team members (in Europe and US) to enlist their support to close and deliver business deals.
Strategic & entrepreneurial selling skills – account analysis and business solutions development with an emphasis on Return on Investment (ROI), regulatory environment for power transmission utilities.
Self-starter, ability to work autonomously – particularly if home-office based, comfortable in working autonomously, away from the head office.
Fluent English (working language), Spanish is a plus.
Travel of up to 40-50% of the time is expected.
BSc. or MSc. in Electrical/Electronic Engineering, or equivalent successful experience in a similar controls industry role.
5+ years experience in selling PD detection/localizations solutions.
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