Obtain and keep market leadership in Sales of ADB Safegate Portfolio. Portfolio is mainly Airfield lighting (AGL), Gate (Docking Systems) solutions, and TOWER solutions, with a focus on hubs, international airports, military airports and those "white spots" that have been identified as falling under the responsibility of Sales.
Ensure profitable growth.
Enter only those markets where a profitable business can be created from the first step (no buy-in), by offering a price competitive and at the same time cost efficient portfolio, with possibilities for later up-
selling and revolving order entry.
Create a profitable and constantly growing Order Entry and market share within a pre-defined geographical area for Products, Systems, Solutions and Services that fall under the ADB SAFEGATE core business of Airfield, Gate, Tower Operations, and Services.
The main target is to reach at least the Order Entry and Gross Margin figures as defined in the Budget.
Ensure a continuous and future-safe growth by offering :
Create and maintain a qualitative and loyal network of customers with performant and professionally focused Agents / Distributors
upgrades (up-selling) of basic, price-competitive offers
advanced products, systems and solutions, Create and maintain a qualitative and loyal network of customers with performant and professionally focused Agents / Distributors :
Regular visit to all stakeholders of customer, arrange presentation in government and private airport customer for upcoming projects requirements.
organize strong Agent and Distributor network with local experts, guaranteeing immediate response and first level offers (using price lists)
During the FY, the Sales Manager will monitor his own budgets at least minimum once a month.
First point of contact for selected customers for all related technical and commercial queries. Assisting Sales Director for joint sales mission from Access to Closing.
Generate active pipeline and pre-sales activities through value based selling concept.
Work on Solution / specifications of tenders, coordinate with all internal stakeholder to compile compliance, competitive and winning bid.
Pipeline management, Account Receivable, Weekly / Monthly Reporting on Targets.
The Sales Manager will not limit his activities to existing customer, countries & markets, but will engage into Business Development in following areas :
new countries or regions within his sales area
new products / systems / solutions / services in existing markets
new customers, e.g. in major hubs or int'l airports
This will be done with prior approval and coordination with the Sales Director and with other sales departments involved, to avoid overlapping activities.
Contacts : (Internal / external)
Good communication, presentation, negotiation and people skills.
Strong team player, open-minded, sensitive to cultural diversity and experience working with people from multiple disciplines.
Ability to follow through project based business cycle.
Hands-on experience in pre-sales, acquisition, final negotiation and skills to handle customer alone.
Target oriented with strong improvement reflex.
A self-propelled worker and initiative taker.
Customer satisfaction oriented
Committed on results with high quality and Ethics.
Minimum 3 years’ working experience in sales, business development, airport operation & system integration function
Knowledge of market, market trends, competitors, customer potentials, market shares,...
Know-how of airport processes, cost structures and standards.
Regional sales experience, preferably in supporting Arabic speaking countries
Degree in Electrical & Electronics Engineering / Telecommunication Engineering / Aeronautical Engineering / Software Engineering or equivalent preferred.
Analytical, customer champion, sense of urgency and able to learn independently.
Willing to travel as and when required and have own transport.
Ability to stay focused on the overall objective and able to operate under time pressure.