Area Sales Manager (F/H) - EMEA
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Key skills for this role
About the Role
We are seeking an Area Sales Manager to drive profitable business development across the Middle East. You will manage key strategic accounts, drive CAPEX project sales for filling & packaging lines, and expand market presence through a network of agents.
Key Skills for This Role
Responsibilities
- Define and execute Account Development Plans for key customers
- Identify short, mid and long term opportunities across CAPEX and OPEX
- Manage full sales cycle for turnkey projects from opportunity identification to closing
- Develop and manage a network of agents to strengthen market presence
- Act as key interface between customers and internal teams
- Monitor competitors and market trends, providing structured insights
- Drive performance across order intake, margin, pipeline coverage, and customer satisfaction
Requirements
- Proven experience in strategic account management and complex sales, preferably in CAPEX projects
- Experience in the Middle East market
- Ability to manage full sales cycle for turnkey projects
- Strong communication and negotiation skills
- Experience with CRM and forecasting
Full Job Posting
Mission
- You are responsible for developing and managing key strategic accounts, while driving CAPEX project sales and expanding the company’s footprint through a network of agents in the region.
- You act as the single point of accountability for your customers, ensuring strong alignment between their needs, internal teams and overall company strategy.
Account Management & Strategy
- Define and execute Account Development Plans (ADP) for key customers (e.g. dairy, edible oil, home care), building strong relationships up to C level stakeholders.
- Identify short, mid and long term opportunities across CAPEX and OPEX, and lead regular business reviews to drive performance and growth.
Sales & Business Development
- Manage the full sales cycle for turnkey projects, from opportunity identification and qualification to proposal development, negotiation and closing.
- Adopt a value selling approach, handling complex, multi million euro deals with long sales cycles.
- Develop and manage a network of agents, strengthening market presence and accelerating pipeline generation.
Project & Internal Coordination
- Act as the key interface between customers and internal teams (Engineering, Project Management, Customer Service, Finance, Legal).
- Ensure clear alignment on technical requirements (URS), strong offer positioning and proactive risk management (technical, financial and contractual).
Market Intelligence
- Closely monitor competitors and market trends (ESL, aseptic, PET vs HDPE, service models), and provide structured insights including Win/Loss analysis, pricing positioning, and customer expectations.
Performance & Reporting
- Drive performance across key metrics such as order intake, margin, pipeline coverage and customer satisfaction, while maintaining an accurate CRM and reliable forecasts.
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