Position Overview:
The Regional Sales Manager (RSM) will spearhead commercial sales in the Middle East & North Africa (MENA) region focusing on the B2B commercial segment. The role involves leading Market Representatives, building a high-performing sales team, and fostering business relationships to achieve sales growth and market penetration. This position is critical in establishing and nurturing a sales-driven culture while collaborating with operations and other departments to ensure seamless execution and shared success.
Key Responsibilities:
Sales Leadership and Team Management
Lead and Inspire: Manage a team of 5–10 Market Representatives across assigned territories, fostering a culture of performance and accountability.
Team Building: Recruit, develop, and retain a high-performing sales team to address market demands and drive regional sales success.
Goal Setting: Define clear, measurable sales objectives and ensure alignment with overall business goals.
Performance Optimization: Provide ongoing coaching, performance reviews, and constructive feedback to optimize team effectiveness.
Training: Conduct initial and ongoing training programs to equip Market Representatives with industry knowledge, sales strategies, and product expertise.
Territory Planning: Develop and oversee quarterly and annual sales plans for territories, ensuring alignment with broader regional objectives.
Market Development and Relationship Management
Territorial Growth: Drive market development initiatives to maximize sales potential in residential and commercial segments.
Business Partnerships: Build and maintain relationships with distributors, fabricators, and other stakeholders to strengthen market presence.
Accountability: Monitor and hold business partners accountable for meeting sales targets and engaging in sales-driving activities.
Regulatory Expertise: Stay informed about industry standards, regulatory codes, and market trends to provide value-added insights to partners.
Strategic Collaboration
Cross-Functional Engagement: Work closely with operations, marketing, and leadership teams to develop tools, strategies, and materials that support sales efforts.
Market Intelligence: Gather and disseminate critical market insights, trends, and competitor activities to optimize strategy.
Event Participation: Represent the company at trade shows, industry associations, and other events to build brand visibility and network with key stakeholders.
Reporting and CRM Utilization
Data-Driven Approach: Leverage CRM platforms like Salesforce to track sales activities, monitor performance, and drive accountability within the team.
Reporting: Provide timely and accurate reports on sales progress, challenges, and opportunities to regional leadership.
Qualifications & Skills:
Experience: Minimum 10 years in sales, with at least 3 years managing a sales team in the engineered quartz or related building materials industry.
Education: Bachelor’s degree preferred; additional certifications in sales or leadership are an advantage.
Technical Proficiency: Expertise in CRM tools (preferably Salesforce) and Microsoft Office Suite; familiarity with Google Workspace is a plus.
Industry Knowledge: Strong understanding of architectural and design industries, with a proven track record in commercial sales.
Interpersonal Skills: Exceptional communication, presentation, and relationship-building abilities.
Leadership Acumen: Demonstrated success in team management, performance improvement, and creating a high-performing sales culture.
Problem-Solving: Entrepreneurial mindset with a solution-oriented approach to challenges.