Area Sales Manager - Dubai & Northern Emirates
Airproducts
Dubai, United Arab EmiratesPosted Discovered via the company's careers siteMatch locked
Full time5+ years exp
About the role
At Air Products, we reimagine what's possible. By tapping into the motivation of our people and our collective experience, we create the ideas and innovations that drive us forward. When we come together - where every voice is heard and everyone knows they belong and matter - we create solutions that launch people into space, support lifesaving care in hospitals, and enable the construction of groundbreaking, world scale production facilities.
Reimagine What’s Possible
The Area Sales Manager is responsible for the packaged gases portfolio, including Industrial Gases and differentiated offerings for customers in the industrial, offshore, manufacturing, food, leisure, water and chemical sectors. The role also supports the growth of the packaged gases business across the Dubai & Northern Emirates region, with a focus on increasing customer wallet share.
Key responsibilities include winning new business, managing existing accounts, and driving sales and profit growth across the assigned UAE territory. The role manages the entire sales cycle - from prospecting and proposal development to pricing and contract negotiations - while improving customer retention through proactive account management and strong relationship building.
NATURE AND SCOPE
The jobholder's primary accountabilities include the followings:
- Develop the business development plan and execution strategy
- Develop the commercial strategy for a bid.
- Contract negotiation and signature once the business is secured.
- Lead the business license set-up, manage and execute the long-term contracts to grow sales and profits.
PRINCIPAL ACCOUNTABILITIES
This position is accountable for the following end results:
- Develop the commercial strategy for the Industrial Gases business in the UAE, in collaboration with the Country Sales Manager, through a clearly documented business plan.
- Expand and strengthen the existing portfolio by securing new accounts, promoting differentiated value-added products and services, and developing key strategic accounts and OEM relationships.
- Achieve and exceed financial sales and profitability targets set in product operating plans and General Price Increase programs, while monitoring P&L performance to maintain product-line profitability.
- Manage sales activities including customer retention, prospecting, proposal preparation, and negotiation of long-term supply contracts to build lasting customer relationships. Support credit control activities as needed to reduce receivables and strengthen commercial relationships.
- Support AP business growth through targeted action plans, including commercial and technical support.
- Serve as the main point of contact between customers and AP, providing timely and appropriate responses to customer complaints on commercial & technical matters, including finance and supply chain issues, to improve customer experience.
- Present a monthly business overview to management.
This position is accountable for the following end results:
- Manage the Packaged Gases sales portfolio in the Dubai & Northern Emirates region with accountability for annual results against the UAE sales budget.
- Growth of differentiated offerings product line within designated geography.
- Achieve individual sales targets by product line on a monthly and annual basis.
- Price increase/enhancement on designated customers.
MINIMUM REQUIREMENTS AND QUALIFICATIONS
- Bachelor's degree in Chemical Engineering or Mechanical Engineering is preferred. Candidates with other relevant technical disciplines may also be considered.
- Previous 'B to B' commercial experience, including direct sales responsibility, of at least 5-7 years in an Industrial Gases company.
- Fluency in spoken and written English are essential.
- Good social and communication skills
- PC literate (Windows, Outlook, Word, Excel, etc.)
- Valid UAE Driving License preferred
#LI-LG1
Founded in 1940, Air Products is a world-leading industrial gases company and has a proud history of innovation, operational excellence, with an unwavering commitment to safety and environmental stewardship. Working together, we are taking our passion and diverse backgrounds forward to reimagine what's possible and generate a cleaner future for our customers, our communities, and the world.
Not included in the source posting: about the role, benefits.
Skills
excel
Who can apply
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