PAC is a leading global provider of advanced analytical instruments for laboratories and online process applications in industries such as refinery, petrochemical, biofuels, environmental, food & beverage, marine, offshore, subsea, and pharmaceutical. To provide its customers with cutting edge technology, PAC leverages significant R&D resources to support its core technologies, including chromatography, elemental analysis, physical properties, ultrasonic, fluorescence, spectroscopy, and microscopy/video imaging. PAC operates as a unit of Indicor, a diversified industrial solutions company providing specialized, mission-critical products for industrial manufacturers, and a global portfolio of proven, best-in-class technology companies for our shareholders. With decades of experience producing dependable, highly-engineered solutions, our businesses deliver performance and value that are difficult to find anywhere else. This role will be based in the Middle East. This is an individual contributor role responsible for revenue growth in Oman, Qatar, Kuwait, Iraq, the Kingdom of Saudi Arabia and the Emirates through direct customer sales and management of distribution/channel partners. The BDM will be expected to drive new business through direct sales calls on channel partners, system integrators, packagers and end users. A strong technical aptitude is a must and an understanding of analyzers as well as the customers in the upstream and downstream energy market is required. ESSENTIAL TASKS & DUTIES: General
Meet/Exceed annual regional sales targets
Maintain current customer relationships and identify opportunities for growth
Develop new customers through direct sales calls with channel partners
Increase revenue and margin level for each representative and distribution
Analyze and control expenditures to conform to budgetary requirements
Recommend product modifications and standardizations to eliminate unprofitable items
Anticipate and analyze customer (current and future trends) needs, industry market segment trends
Execute market and segment growth strategy
Identify new markets
Conduct territory data analysis
Implement project and opportunity forecasting
Launch new products in the territory
Provide competitive intelligence
Provide information and intelligence for new products and solutions
Provide customer and channel relationship management
Contacting potential clients to establish a business relationship and meet with them
Develop new sales areas and improving sales through various methods
Research the latest in the business industry and creating new opportunities to expand business
Develop a strong understanding of company products or services as well as business position and competition to keep business competitive
Develop a thorough understanding of current and future needs of the customer base and execute a sales strategy
Negotiate contracts
Manage communication between internal teams and the customer
Plan and present reports on KPI\xe2\x80\x99s to include funnel, bookings, revenue, and forecasts
Analyze customer data to provide enhanced customer relationships
Identify process improvement opportunities to create an improved customer experience
Prepare reports of business transactions and maintain expense account accuracy
Attend trade shows
Market Expertise
Develop market expertise with an understanding of the customer\xe2\x80\x99s scientific, business/workflow, and economic needs/drivers as it relates to PAC products and markets
Understand competitors\xe2\x80\x99 products and services to better position PAC\xe2\x80\x99s differentiated solutions
Provide input to define service, training, and support products that increase PAC\xe2\x80\x99s value and revenue opportunities
Continuously provide market and competitive feedback to Product Management
An existing book of business and contacts with upstream and downstream contacts in the Middle East is highly beneficial.
Accountabilities/Performance Measures
Meets individual sales/service sales targets in assigned product lines
Achieves strategic objectives as defined by management
Responsible for efficient allocation of company support
Additional Responsibilities and Duties
Follows all company and customer safety policies and procedures
Responds to change productively and handles other duties as required
Occasional international travel may be required for company meetings or training.
QUALIFICATIONS: Education & Experience: Candidate must hold a minimum of a bachelor\'s degree in Instrumentation / electronic engineering or other related technical degree. Candidate must also have 7+ years of experience working in on-line analytical instrumentation sales in the oil and gas industry and/or experience in the management, design, specification, qualification, installation, maintenance, or service of on-line instrumentation in the Middle East oil and gas industry. Additional degrees, work-related coursework or certifications a plus. The Candidate should be fluent in English language and familiarity with any other local language like Arabic would be plus. Other Skills:
Ability to read, P&ID, wiring, general arrangement diagrams, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Should possess advanced skills in MS Excel and be proficient in MS Word and PowerPoint. Experience with a CRM system is preferred.
Travel: Significant domestic travel will be required. Customer visits will consist of both customer office and site visits. Occasional international travel may be required for company meetings or training. Privacy We are committed to the protection and promotion of your privacy. In connection with your application for employment with us at PAC, please click on this link to view our Applicant Privacy Notice. https://www.paclp.com/about-pac/careers/view
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