Major Projects Sales Manager

About Otis

Otis is a global leader in the manufacturing, installation, and service of elevators and escalators. The company is seeking a Major Projects Sales Manager to join its team in Riyadh, serving the Central & Eastern Region of Saudi Arabia.

Role Overview

This full-time role involves leading sales efforts for major projects within the assigned territory. The Major Projects Sales Manager will be responsible for developing and executing sales plans, managing client relationships, and ensuring the achievement of sales targets for new equipment products. The position requires 5-10 years of relevant experience.

Key Responsibilities

• Participate in developing sales plans and quotas for the team, considering customer needs, market potential, and sales representative effectiveness.
• Monitor team compliance with sales plans regarding volume, price, and value objectives for new equipment products.
• Schedule field visits to ensure effective coverage of key accounts by sales team members.
• Monitor territory expense and revenue budgets with input from the sales team.
• Assess territory performance against annual sales plans to ensure timely achievement of new equipment sales targets.
• Manage submissions of new equipment sales proposals to clients (developers, contractors) and participate in sales contract negotiations.
• Approve estimates and quotations based on project scope and Otis products.
• Identify cross-selling and up-selling opportunities on new equipment sales pitches to expand client engagement.
• Lead field visits with the sales team across client sites to maintain rapport with key stakeholders and reinforce commitment to customer service.
• Coordinate with other departments to ensure the implementation of terms and conditions for all new equipment agreements.
• Conduct on-field coaching for sales team members to support their development.
• Implement corrective actions to address operational and performance issues within the assigned territory.
• Gather competitive market intelligence to position Otis as the preferred provider for new equipment proposals.
• Provide timely information on sales and marketing outcomes to the management team for effective decision-making.

Strategic and Management Responsibilities

• Provide management information and insights on business performance to facilitate discussion and decision-making.
• Contribute to the preparation of the annual budget for the department, track expenditure, and ensure adherence.
• Support workforce planning for the department through workload analysis and forecasting.
• Assist in implementing Otis's vision, mission, and cultural values across the department.
• Implement and monitor approved department policies, procedures, and controls.
• Support the development of a continuous talent pipeline and mentor high-potential talent within the team.
• Organize and supervise team activities to promote self-management and continuous improvement.
• Provide coaching and feedback to team members for their continuous development.

Qualifications and Experience

• 7-10 years of experience in a relevant sales management role.
• Demonstrated ability to manage sales teams and achieve targets.
• Experience in major project sales, preferably within the manufacturing or construction industry.

Work Environment

This is a full-time position based in Riyadh, Saudi Arabia, covering the Central & Eastern Region. The role involves regular field visits and direct engagement with clients and sales teams.