Overview
Are you someone who is passionate, motivated, and driven to make a difference If so, MSA Safety is the perfect fit for your career.
At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day.
Are you in Read on for more details about this particular role.
Responsibilities
Purpose of position:
This position will be responsible for the business development of
MSA First Responder and Milipol product portfolio and Connected Fire Fighter solutions in the assigned sales area. Support, enhance and help growing MSA Channel Partner network in Saudi Arabia.
The goal of the position is to drive acceptance of new technologies by customer, create demand, leverage momentum of connected Fire Fighter solutions. Visit end users and support partners in the field.
Train and support customers in the use and deployment of MSA product range and CFF solutions.
This role is to cover Saudi Arabia and sell MSA (Core) Products relating to
First Responder and Milipol as well as focus and knowledge of Fire Protective clothing.
This position is to be based in Central region of Saudi Arabia (Riyadh).
Major responsibilities:
30 % 1a.
Maximize business opportunities with our major Core Products
Leverage MSA and Bristol brand in MEAIRR, grow SCBA and Fire helmet and Fire Protective Clothing sales in the appointed region. Work with the Sales teams of the CP's to make MSA the Go To brand. Manage an active project pipeline to achieve goals and targets
KPI : Core Product revenue
30%
1b. Develop Fire Protective Clothing sales by being the team champion
Sell Fire Protective clothing actively within the assigned region and support / train and upskill the rest of the CER sales teams and sales teams of the CP's to accelerate the synergy revenues from the Bristol acquisition. Support the wider integration team in resolving challenges or coming up with ideas to drive growth.
KPI : Total revenue for Fire Protective Clothing
15%
3. Quotations, tender to prepare
In relation with internal MSA other department CS, MKT, R&D and Channel Partners
15 % 4. Manage a Project pipeline and develop sales through MSA (Bristol) partners where possible
Work with End Users, Channel Partners and their sales teams to grow sales in the assigned region and manage (and be accountable for) an active project pipeline. Develop collaboration to generate a quick access to existing contracts and prepare bidding to future tenders. Leverage partners with additional skills enabling better customer solutions proposition in conjunction with the channels team
KPI : CP revenue
10 %
5. Skills development and personal empowerment to be an MSA ambassador in the field
Achieve sales goals and objectives
- Visiting customers and distributors on an ongoing basis, understanding their safety needs, proposing adequate solutions, influencing their purchasing decision
- Developing relationships with Military segment
- Finding and developing new accounts in the territory
- Providing timely responses/support to existing customers and distributors,
- Understanding and guarding MSA's overall growth strategy by focusing on core segments and key customers
- Monitor competitors to gather insight into market size and trends
- Understand regulatory and cultural environment
- Target First Responder customers (Professional and Volunteer Fire Brigades as part of Civil Defense) and Milipol customers (government) to develop sales on MSA products
- Knowledge of indirect selling as well a capable to manage tender processes with a strong action in tender preparation & bidding process (in conjunction with Tender and Inside Sales teams)
- Work with the Channels Team to develop and manage distributor network to ensure customer satisfaction in equipment fulfillment and aftersales service
Continuous efforts to increase market share, customer coverage and loyalty
- By establishing MSA image and brand awareness; coordinating and utilizing demand creation process with Customer Marketing Team (advertising, fairs, seminars, associations membership, personal influence and customer training)
- Providing constant feedback about the competition and the market
- Expanding and strengthening MSA presence in the country through market share, new markets, existing customers and new segments
- Support local eventsDistribution development and management
- Drive business through distribution network within the assigned area
- Joint field efforts with distributors, such as regular visits to customers
- Developing specific customer strategies - conceptualizing and implementing demand creation programs
- Co-developing and monitoring a distribution management plan for each distributor, including targeted market segment, key accounts, key product lines, sales and product training, demand creation activities and an inventory plan.
Qualifications
Experience required:
- Fluency in Arabic
- Fluency in English.
- Demonstrated experience in the military sector, with a strong network of customer relationships within this field
- 3 years of experience in sales and channel partner's support
- Strong customer focus
- Strong presentation and analytical skills
- Change management experience
- Proven capability to achieve goals and objectives
- Tender process
- Experience in selling Fire Protective Clothing and SCBA / Fire Helmet
Experience preferred:
- Broad experience with, and knowledge of the Safety & Industrial Markets and various distribution concepts
- 2 years of experience in PPE sales, First responder & Milipol sectors
Travel: Up to 70%
