Regional Sales – Cable Accessories

About our client

• Our client is a multinational company and a global leader in advanced cabling and connectivity solutions,
with presence in more than 30 countries and several sectors including Industry & Solutions, High Voltage
& Projects, Telecom & Data and Building & Territories.
• The Accessories business unit is at the forefront in the field of connection technology and prefabricated
power cable sets and remains a leader in releasing high quality products like plug in connectors, surge
arrestors, terminations, joints, ferrules and lugs, bushings and smart grid components etc., that meet the
changing demands of the sectors in which it operates

Location: Doha, Qatar

Reporting to: Regional Sales Director – Cable Accessories

Mission
▪ The successful candidate will report into the Sales Director - Middle East for Cable Accessories and will be
responsible for the implementation of the Sales action plan, in accordance with the Strategic Plan and
strengthening the relations with the customers to better understand their current and future needs.
▪ This role focuses on successfully completing the pre-qualifications in Qatar, Oman, and Kuwait, increase
the sales across the three countries and strengthen our relationship with existing channels and distributors .

Role Description

• Strategic Plan & Budget

Together with the Sales Director and Marketing team, elaborate and execute the long term and short
term commercial strategy for the area, with the prime target being sustainable growth and profitability
for the segments.
- Market trends (size, segmentation, competitive position, …)
- Prequalifying the business group units at main Power and O&G Utilities.
- Evolution of product portfolio and service offers. The creation of value through differentiated
proposals
- Growth into new sub-segments and/or geographical areas
- Concrete action items for year N and N+1

• Sales Performance:
- Deliver the targets and action plans in accordance to the yearly plan & objectives, set with the Sales
manager.
- Report sales and market information to marketing, customer service, supply chain and industrial
operations by use of a monthly dashboard and activity report.
- Support claim resolution and drive down overdues for the area.
- Ensure timely and qualitative reporting

• Sales:
In close collaboration with the Sales Director,
- Personally build up and maintain the relations with the Customers of the areas.
NAOS INTERNATIONAL
Paris – Milan – Dubai – Riyadh – Singapore – Hong Kong – Kuala Lumpur
Tour CIT-Montparnasse, 3 rue de l’Arrivée, 75015 Paris
Dubai Knowledge Village, Dubai, UAE
 - Build a local adaptation of the Key Account Plan for major customers
- Execute the Sales Action plan including periodic account reviews, measuring results versus budget.
- Establish a calendar leading up to the negotiation process and assure validated negotiation targets
and plan by the Sales Director
- Establish Customer Visit reports and capture Customer needs and provide the best solutions to
Customers based on the business unit’s product ranges.

• Innovation:
- Keep him/herself updated on the Competitors product offering and other developments relevant to
the Utilities context (changes in end user application requirements, general market evolution etc...),
by building relationship with Sales, Customers and End Users.
- Communicate relevant technological changes/innovations to Product Line Management
- Contribute to the Ideation process : visit customers and installation/manufacturing sites in order to
understand the market needs and answer/anticipate customers requests. Continuously evaluate
opportunities for new products or product redesign.

• Product portfolio:
- Should have complete and intimate knowledge of the products, technical specifications, design and
cost range of applications and sub-segments, and the comparison against comparable competition
product as well as the business group’s industrial footprint, price range, and volume sold.
- Identify gaps and redundancies in the product portfolio and work together with Product Line
Management towards reducing them
- May propose actions to avoid product proliferation (reduction of complexity) such as phasing out
products or design simplification

Skills & Experience

• Bachelor’s degree
• Relevant sales experience with solid commercial acumen and track record of commercial development in
B2B technical environments
• Must have experience within the cable accessories field.
• Knowledge of Excel, Word, PowerPoint
• Fluency in English and excellent communication & presentation skills.

NAOS INTERNATIONAL
Paris – Milan – Dubai – Riyadh – Singapore – Hong Kong – Kuala Lumpur
Tour CIT-Montparnasse, 3 rue de l’Arrivée, 75015 Paris
Dubai Knowledge Village, Dubai, UAE