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Senior Sales Specialist, APC (Middle East)

Camfil APC
Dubai, UAE
Full-time
Senior
Onsite
Discovered 2 days ago
Salesforce
Free

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  • 3 to 5 years of technical sales or application engineering experience in industrial capital equipment, ideally in air pollution control, dust and fume extraction, industrial ventilation, filtration or closely related process equipment.
  • Proven track record of developing accounts and consistently meeting or exceeding sales targets in a technical product environment.
  • Direct experience selling into industrial segments such as metal processing, mining, chemical, pharmaceutical or food processing, with an understanding of their safety, quality and regulatory requirements.
  • Experience working with or managing channel partners and distributors in the Middle East is a strong advantage.
  • APC sales growth across the Middle East, including cross-sell revenue generated with local Camfil organisations.
  • Quality and value of the opportunity pipeline and forecast accuracy in Salesforce.
  • Channel partner coverage, capability and performance development.
  • Frequency and effectiveness of training and market-awareness activities for internal teams, partners and customers.
  • Develop and execute the APC growth plan for the region in alignment with APC EMEA objectives, achieving equipment, aftermarket, service and project targets.
  • Identify, qualify and develop new business with industrial end users, and convert competitor-installed sites, managing the full sales cycle from prospecting through negotiation, contract closure and internal handover.
  • Prepare and deliver proposals, quotations and contracts, and create, review and maintain price lists with a clear understanding of the competitive landscape.
  • Work with local Camfil sales teams to identify APC opportunities within existing customer accounts, and with other Camfil business segments to create broader customer value.
  • Support country organisations and Africa sales managers during customer visits, opportunity qualification, solution definition and proposal development.
  • Coordinate with APC EMEA technical, application, OEM, aftermarket and project execution teams to deliver suitable customer solutions.
  • Act as the regional APC subject matter expert: perform site visits, surveys and inspections to evaluate dust, mist and fume collection performance, and support equipment sizing and solution selection.
  • Prepare life cycle cost and energy analysis to support value-based selling against price-led competition.
  • Deliver APC product, application and sales training to Camfil sales teams, channel partners and selected customers.
  • Establish, develop and manage qualified channel partners across the region, agreeing market priorities, target accounts and growth objectives, and monitoring partner performance.
  • Maintain detailed records of assigned accounts: opportunities, installed equipment, key decision-makers and competitor presence.
  • Develop and maintain positive relationships with key accounts, acting proactively to protect and grow Camfil's standing.
  • Raise Camfil brand awareness through seminars, conferences, tradeshows, Test & Learn events and webinars, actively participating as a speaker or presenter where appropriate.
  • Monitor market trends, competitor activity and regulatory developments across the region, and feed customer insight to APC EMEA and product development teams.
  • Maintain an accurate opportunity pipeline and activity record in Salesforce; provide monthly forecast and commentary, and use CRM data for territory planning and analysis.
  • Manage administrative responsibilities and expenses in line with company policy, and work in compliance with Camfil's Owners Directive, Global and HR Manual Policy, and Trade Compliance requirements, flagging any compliance-sensitive situations to the relevant functions.
  • Sound knowledge of industrial air pollution control: dust, mist and fume collection principles, system components and applications across metal processing, mining, chemical, pharmaceutical and food processing environments.
  • Ability to conduct site surveys, assess extraction performance, and translate findings into credible technical and commercial proposals with life cycle cost analysis.
  • Proven consultative selling, negotiation and closing skills in a technical B2B environment; comfortable managing both direct sales and channel partners, and selling value against lower-priced competition.
  • Excellent communication, presentation and relationship-building skills with end users, consultants, contractors, channel partners and internal teams. Fluent English required; Arabic is a strong advantage; French is beneficial for supporting Francophone Africa.
  • Disciplined CRM user with strong forecasting, reporting and office software skills.
  • Must hold a valid UAE driving licence with reliable access to a vehicle.
  • Willingness to travel regularly across the Middle East region, including multi-day trips for site visits, exhibitions and channel support.

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