Area Sales Manager (F/H) - EMEA
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Key skills for this role
Role Overview
The role drives profitable business development across the Middle East and combines account management, complex sales, and market expansion.
The position covers strategic accounts, CAPEX project sales for filling and packaging lines, and regional agent-network development.
The role acts as the single point of accountability for customers and aligns their needs with internal teams and company strategy.
Key Skills for This Role
Full Job Posting
Role Overview
The role drives profitable business development across the Middle East and combines account management, complex sales, and market expansion.
The position covers strategic accounts, CAPEX project sales for filling and packaging lines, and regional agent-network development.
The role acts as the single point of accountability for customers and aligns their needs with internal teams and company strategy.
Account Management and Sales
- Define and execute Account Development Plans for key customers such as dairy, edible oil, and home care accounts.
- Build relationships up to C-level stakeholders and identify short-, mid-, and long-term CAPEX and OPEX opportunities.
- Manage the full sales cycle for turnkey projects from opportunity identification and qualification through proposals, negotiation, and closing.
- Use value selling for complex, multi-million-euro deals with long sales cycles.
Regional Growth and Coordination
- Develop and manage a network of agents to strengthen market presence and accelerate pipeline generation.
- Coordinate customer needs with Engineering, Project Management, Customer Service, Finance, and Legal.
- Align technical requirements, offer positioning, and risk management across technical, financial, and contractual areas.
Market Intelligence
- Monitor competitors and market trends including ESL, aseptic, PET versus HDPE, and service models.
- Provide win/loss analysis, pricing-positioning insights, competitiveness analysis, and customer expectation insights related to OEE and service benchmarks.
Performance and Reporting
- Drive performance across order intake, margin, pipeline coverage, and customer satisfaction.
- Maintain accurate CRM records and reliable forecasts.
Role Requirements
- Capability to develop and manage strategic accounts across the Middle East.
- Ability to manage the full sales cycle for turnkey CAPEX projects.
- Ability to develop and manage a regional agent network and expand market presence.
- Ability to coordinate technical, commercial, and operational requirements across internal teams.
- Ability to assess technical, financial, and contractual risks and maintain reliable forecasts.
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