Careers - Middle East and India

Doble Middle East and India

Doble Engineering Private Ltd (Doble India), provides sales, service and real-time applications support for clients in the rapidly growing regions of the Middle East and South Asia.

Headquartered in Vadodara, India, Doble India with its team of engineers is the key link for all the Doble products throughout the SAARC countries (India, Pakistan, Sri Lanka, Bangladesh, Nepal and Bhutan) and the entire Middle East region.

By supplying diagnostic instruments, services, and expertise to the region, Doble India is building close relationships with energy generation, transmission, and delivery companies, as well as industrial power users, working in partnership to improve the performance of their systems and operations.

Among the specialized areas of expertise of Doble India are high-voltage apparatus, protection, and technical application support. A local presence in the region ensures fast response to customer needs for apparatus condition assessment as well as critical support, increasing the reliability of electric power.

Doble Career Opportunities in Middle East and India:

Regional Sales Manager

JOB SUMMARY:

Responsible for the development and performance of all sales activities in the Middle East region. Directs regional sales and support team and provides leadership towards the achievement of maximum profitability and growth in line with company’s sales strategy, budget, and initiatives. Establishes market plans and strategies to retain existing customers and expand the customer base in the Middle East.

Essential Job Functions

1. Sales

a. Develops a business plan and sales strategy for the market that ensures attainment of regional and company sales goals and profitability.
b. Initiates and coordinates development of action plans with the Sales Engineers to penetrate new markets.
c. Assists in the development and implementation of marketing plans as needed.
d. Oversees the sales budgets, forecast, and company objectives
e. Raise Doble’s sales exposure to potential customers.
f. Manage ongoing sales process, develop relationships, respond to and anticipate customer needs.
g. Build partnering relationships with prospect and customer decision-makers.
h. Works with channel manager and solutions managers to develop customer-specific product and service proposals, pricing and/or promotional offerings.
2. Pipeline Management

a. Grow and manage pipeline in the Middle East to meet or exceed budget.
b. Diversify pipeline portfolio in accordance with committed budgets.
c. Utilize applicable sales tools effectively to plan, communicate and document.
d. Manage process steps of the pipeline with a focus on next steps, action items and milestone dates.
e. Provide accurate forecasting.

3. Strategic Leadership

a. Set strategic sales direction for utility accounts and verticals and Doble partners as required.
b. Recommend solutions and link customer objectives to total value solution and competitive advantage.
c. Coordinate proposals and proposal strategies across the Doble enterprise.
d. Take strategic leadership role in proposing development of new products and service offerings.
e. Lead strategic initiatives with Representatives.

4. Analytics

a. Provide information on products and service offerings against competition, markets, and customer business needs. Communicate to corporate strategy and solutions management.
b. Convert new sales “learnings” into strategies and sales initiatives
c. Work with customers to analyze “sold” products, solutions, and developing customer needs to drive repeat/organic business
d. Analyze political activities at the country, and local level for Doble sales impact.

5. Communications

a. Develop business solutions and proposals according to customer requirements.
b. Communicate customer needs effectively to Doble channel and solutions managers.
c. Present Doble products, services, solutions, and value propositions at trade conferences.
d. Communicate events within the Middle East that can or will impact Doble sales or sales strategies.

6. Legal Compliance
a. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team and sale channels.
b. Ensure that staff remains in compliance of the legal requirements of laws and governmental policies such as Foreign Corrupt Practices Act (FCPA), Sarbanes–Oxley Act, polices of the US Office of Foreign Assets Control ("OFAC").

Decision-making Latitude

1. Determine and lead strategic sales direction by country.
2. Set strategic direction for accounts and opportunities in sales pipeline.
3. Ability to direct, manage and utilize Doble resources to advance partnerships and sales opportunities.
4. Proven ability to manage time, priorities, travel, and management and company requirements.

Qualifications

A. EDUCATION: Check the Minimum level of education typically required to perform the responsibilities of the position and list the preferred area(s) of study.

 
Level of Education Area of Study

Bachelor’s Degree Business, Engineering or Marketing; OR a equivalent to a four-year degree
May additional equivalent experience above the required minimum substitute for the checked level of education? No

B. EXPERIENCE Indicate the minimum years of experience and type of experience typically required to perform the responsibilities of the position in addition to the education needed to perform the duties of the position. For TECHNICAL POSITIONS, include essential software or hardware experience.

MUST HAVE:

• Minimum of 10 years minimum “Solutions Selling” experience at the manager, director or C-level
• Multilingual in order of requirement: English required, other languages a plus.
• Experience selling into electric and gas utilities. Experience in Petrochemical, electric generation, wind and solar generation, and manufacturing pluses.
• Experience in Middle East markets including: Saudi Arabia, Qatar, Egypt, UAE, Turkey, Bahrain, and Kuwait, etc.
• Experience selling consulting services, software, and integrated solutions.
• Demonstarted record of building and managing a sales multi-million dollar sales pipeline.
• Clear track record of carrying challenging sales quotas and meeting/exceeding annual goals for innovative products/services/software offerings that are new to the market.
• Ability to travel 50% of the time in Middle East. Valid passport required.
• Proven project management skills and ability to meet critical deadlines while managing multiple priorities across the Doble organization.
• Excellent written and oral English communication skills.
• Computer proficincey in Micorsoft Word, Excel, PowerPoint, Outlook, and Visio.
• BA/BS (engineering and MBA pluses).

C. OTHER HELPFUL EDUCATION OR EXPERIENCE-State other desired, but not required, education or experience.

a. Electrical Engineering degree
b. MBA
c. Previously employed by a US Based company in a Sales organization.
d. Bilingual in languages such as Arabic, Spanish, German or other languages used in countries where Doble does business.
 

D. KNOWLEDGE, SKILLS and ABILITIES - Describe specific minimum knowledge, skills, and abilities required for this position. Also, list any special courses, certifications, or physical requirements that are necessary. This is especially critical for screening candidates.

• Creativity: ways of articulating value to users and differentiating the Doble against competitors.

• Industry Knowledge: use depth of industry knowledge to determine the product strategy and positioning while monitoring industry developments closely and translating those into the overall sales strategy.

• Analytical Skills: Work with channel management and solutions management to collect and analyze market data from internal and external sources to produce quantitative analysis covering market size, growth rate, competitor information, and key success factors. Analyze competitive product offerings, internalize market dynamics, prioritize customer needs and translate that into a tactical roadmap for sales.

• Energy: must thrive in a sales-driven, fast-paced team environment.

• Self Management: Proven ability to drive and manage initiatives with management input as needed.

Apply to:
https://home.eease.adp.com/recruit/?id=935941