Regional Sales Manager

About Manufacturing Quality Electrical Motors (MEEM) :MEEM Manufacturing quality electrical motors is a subsidiary of Ali Zaid Al Quraishi & Brothers Company (AZAQ). as it is the leading electrical low, medium and high voltage induction motors manufacturer founded in the Kingdom of Saudi Arabia serving clients throughout the Middle East. We have more than 125 years' experience in delivering innovative, quality and economical integrated engineering solutions including efficient motor design, manufacturing, quality control and technology that are all licensed by our strong international counterpart.1. Job PurposeTo lead and develop MEEM's sales activities within the assigned region and/or sales channel by achieving sustainable revenue and profitability growth, expanding customer coverage, developing strategic accounts, identifying new business opportunities and maintaining a strong sales pipeline.The Regional Sales Manager / Channel Manager is responsible for the overall commercial performance of the assigned region or channel, including sales planning, customer development, strategic account management, Greenfield and project opportunity development, sales forecasting, commercial negotiations, order conversion and collection.The position will strengthen MEEM's market presence by developing relationships with end users, EPC contractors, consultants, OEMs, contractors and other key customers and stakeholders, while identifying opportunities to enter new market segments and increase MEEM's share of business.The role will also lead and develop the assigned sales team, ensuring effective performance management, coaching, development, delegation and accountability, while maintaining strong coordination with internal departments to ensure effective customer service and business execution.2. Regional & Channel Sales ManagementDevelop and execute the sales strategy for the assigned region and/or channel.Achieve assigned revenue, order booking and profitability objectives.Develop annual and quarterly sales plans based on market potential, customer requirements and business priorities.Expand customer coverage within the assigned territory and target market segments.Identify and develop new customers and business opportunities.Strengthen relationships with existing customers and increase MEEM's share of business.Develop strategic account plans for major customers.Identify Greenfield, project and replacement opportunities within the assigned market.Engage with customers, EPC contractors, consultants, OEMs and contractors at appropriate stages of the sales cycle.Maintain a strong and diversified sales pipeline.Review opportunities regularly and ensure appropriate actions are taken to improve conversion.Monitor sales performance, profitability and collection status.Prepare reliable sales forecasts and provide timely updates to management.Identify market gaps, competitor activities and emerging business opportunities.Develop appropriate actions to improve market penetration and regional sales performance.3. Strategic Account ManagementDevelop and maintain strong relationships with key customers and decision makers.Establish strategic account plans for major customers within the assigned region or channel.Identify opportunities to increase MEEM's share of business within existing accounts.Develop relationships with key technical, commercial, procurement and management stakeholders.Map customer organizations and identify key decision makers and influencers.Identify repeat business, framework opportunities and long-term customer requirements.Develop customer retention and growth strategies.Lead major customer meetings and commercial discussions within approved authority.Ensure effective follow-up of strategic customer requirements and commitments.Maintain a high level of customer satisfaction and relationship quality.4. Greenfield & Project Business DevelopmentIdentify Greenfield and major project opportunities at an early stage.Monitor upcoming industrial, infrastructure, energy, oil & gas, petrochemical, mining, water and utility projects within the assigned region.Establish relationships with project owners, end users, EPC contractors and consultants.Engage with customers during concept, FEED, engineering and procurement stages where applicable.Position MEEM as a qualified/local motor manufacturer for relevant projects.Identify project stakeholders and establish appropriate engagement strategies.Track projects from opportunity identification through tendering, negotiation and order award.Develop project-specific sales and win strategies.Coordinate with Technical, Estimation and other internal functions to address project requirements.Follow up on technical and commercial clarifications until final award.Ensure successful conversion of qualified project opportunities into orders.5. Business Development & Market ExpansionIdentify new customers, market segments and geographical opportunities within the assigned region.Develop strategies to penetrate new market segments and industries.Conduct market intelligence and monitor competitor activities.Identify emerging market trends and customer requirements.Identify market gaps and recommend appropriate business development actions.Identify opportunities to expand MEEM's product and service portfolio based on customer and market requirements.Develop plans to increase MEEM's market share in targeted sectors.Identify opportunities for cross-selling and up-selling across MEEM's product and service portfolio.Provide management with regular market intelligence and recommendations for strategic growth.6. Sales Pipeline & Forecast ManagementDevelop and maintain a strong regional and channel sales funnel.Conduct regular pipeline reviews with the sales team.Ensure all opportunities are properly qualified, prioritized and updated.Review opportunity value, probability, expected closing date, customer requirements and competition.Identify stalled, low-probability and high-risk opportunities and develop corrective actions.Establish appropriate action plans for strategic and high-value opportunities.Maintain accurate monthly, quarterly and annual sales forecasts.Continuously improve forecast reliability through disciplined opportunity management.Monitor pipeline coverage against sales requirements.Ensure timely and accurate CRM updates.Use CRM and sales data to identify trends, risks and opportunities.7. Commercial & Sales ManagementLead commercial negotiations with customers within approved authority levels.Review quotations and commercial proposals for key opportunities.Develop appropriate commercial and negotiation strategies.Ensure opportunities are commercially viable and aligned with required profitability.Coordinate with Estimation and Finance on pricing, payment terms and commercial conditions.Monitor customer credit exposure and outstanding receivables.Follow up on customer payments and support collection activities.Escalate major commercial risks and issues to the Head of Sales & Marketing.Ensure customer commitments are properly documented and communicated internally.Support successful handover of awarded orders to the relevant execution teams.8. Team Leadership & DevelopmentLead, manage and motivate the assigned sales team.Establish individual objectives and performance expectations in line with company and regional objectives.Conduct regular performance reviews and provide constructive feedback.Monitor individual and team performance and implement corrective actions where required.Coach and develop team members in sales, business development, negotiation and customer management.Identify individual training and development requirements.Delegate responsibilities effectively and empower team members to take ownership.Promote accountability, collaboration and results orientation.Maintain team morale and support employee engagement and retention.Identify high-potential employees and develop their capabilities.Establish appropriate backup arrangements for critical responsibilities.Support succession planning and business continuity within the team.9. Campaigns, Exhibitions & Customer EngagementLead and participate in relevant industry exhibitions, conferences, roadshows and customer events.Develop customer engagement activities within the assigned region.Coordinate with Marketing to support regional campaigns and promotional activities.Participate in technical seminars, workshops and customer presentations.Identify opportunities to increase MEEM's visibility within targeted industries.Ensure proper follow-up and conversion of leads generated through marketing activities.Evaluate business opportunities generated through exhibitions and customer events.10. Cross-Functional CoordinationCoordinate closely with Engineering, Technical, Estimation, Operations, Planning, Finance, Quality, Procurement and Service teams.Communicate customer and project requirements clearly to relevant internal departments.Coordinate technical and commercial clarifications throughout the sales process.Support resolution of customer complaints and commercial or technical issues.Ensure effective communication between Sales and Operations during order execution.Support smooth handover of awarded orders to the responsible execution teams.Coordinate internally to ensure customer commitments and requirements are achievable and properly managed.Work collaboratively with other Sales divisions to maximize business opportunities and avoid internal conflicts.11. Reporting & Operational ExcellencePrepare accurate weekly, monthly and quarterly sales reports.Provide management with regular updates on regional and channel performance.Report on key opportunities, major customer developments, market conditions and competitive activities.Maintain accurate customer, opportunity and activity records in CRM.Ensure CRM information is complete, current and reliable.Conduct regular sales performance and pipeline reviews.Identify opportunities to improve sales processes and implement approved procedures.Support development and implementation of sales SOPs.Ensure compliance with company policies, procedures and internal controls.Maintain proper documentation of customer meetings, opportunities, quotations and commercial activities.12. EducationMandatoryBachelor's degree in Electrical Engineering or Mechanical Engineering.PreferredMBA or relevant professional qualification in Sales, Marketing or Business Development is an advantage.13. ExperienceMinimum 7–15 years of progressive experience in industrial sales, regional sales, project sales, channel sales or business development.Proven experience managing a geographical territory or defined sales channel.Proven track record in achieving sales and profitability objectives.Strong experience in strategic account management and customer development.Experience in Greenfield projects and major industrial projects is highly preferred.Experience dealing with end users, EPC contractors, consultants, OEMs and industrial customers.Experience in electrical motors, rotating equipment, industrial equipment or related industries is preferred.Experience in Saudi Arabia and/or GCC industrial, energy, oil & gas, petrochemical, mining, water, utilities or infrastructure sectors is preferred.Previous team leadership or sales management experience is required.14. Required CompetenciesCommercial & SalesRegional Sales ManagementChannel Sales ManagementBusiness DevelopmentStrategic Account ManagementGreenfield / Project SalesSales ForecastingPipeline ManagementCommercial NegotiationMarket DevelopmentCustomer Relationship ManagementCRM ManagementLeadershipPerformance ManagementCoaching & DevelopmentDelegation & EmpowermentTeam MotivationSuccession PlanningDecision MakingStrategic ThinkingConflict ResolutionBehavioralCommunicationEthical PracticeCollaborationProactivenessAccountabilityCustomer FocusResults OrientationProblem SolvingAdaptabilityHSE Awareness15. Key Internal InterfacesHead of Sales & MarketingSales & Marketing TeamDirect Business DivisionProject DivisionService DivisionExport DivisionEngineering & TechnicalEstimationOperations & ManufacturingPlanningFinanceQuality / QA & QCProcurementService / AftermarketHRMarketing16. Key External InterfacesStrategic CustomersEnd UsersEPC ContractorsConsultantsOEMsSystem IntegratorsMain ContractorsProject DevelopersProcurement OrganizationsGovernment & Industrial Organizations17. Role BoundariesThe Regional Sales Manager / Channel Manager is responsible for regional/channel sales performance, customer development, strategic accounts, Greenfield and project opportunities, market penetration and sales team leadership.The position does not own international export market development, export agents, international distributors or export partnerships. These responsibilities fall under the Export function.18. Role Success ProfileThe Regional Sales Manager / Channel Manager is expected to:Deliver regional sales growth → Develop strategic accounts → Expand customer coverage → Identify Greenfield & project opportunities → Increase market penetration → Build a strong sales pipeline → Develop the sales team → Strengthen customer relationships → Deliver profitable and sustainable business growth.