Segment Manager (Pressure Vessels, Process Piping & Cladding)

SUMMARY:
Our client based in UAE,is looking at recruiting a Segment Manager.

Overview:

• Develop integrated solutions with all key areas of the company to benefit customers, creating and maintaining the link between customer and the company.
• Build up a Market Intelligence pool, gathering and analyzing market data from FEED, EPCs, Contractors, Competitors and others to understand market trends and define actions and solutions needed to create competitive edge and differentiation 
• Build up a strong relationship with companies and decision makers at FEED, EPCs and Contractors 
• Be the main person to identify leads and opportunities in the market, and drive the whole organization to deliver the best solution covering all points of monetizing activities 
• To develop portfolio and marketing strategy (also positioning and pricing) within Middle East & Africa to meet customers and regions needs and expectations.  
• Identify market conditions and demand, articulate market requirements and design the correct product portfolio, identifying gaps and differentiations based on different 
• applications (Identify the needs and translate it into solutions).

POSITION INFO:
Duties & Responsibilities

• To develop the business of all product range into O&G Downstream segment focusing on Pressure Vessels, Process Piping, Cladding and other areas related to this segment, based
• on products pricing, positioning and distribution channel strategy
• Generate awareness, differentiation and demand for product line based on features & benefits (Values & functionalities) for applications addressing needs & problems with appropriate solutions within the whole product range
• Outbound product – centric activities: i.e., Product position, Sale support and product demos
• Balancing corporate goals with long-term market trends and opportunities.
• Develop a tool to track market potential value to support trend analyses, strategic decisions of product portfolio and sales to increase market penetration
• Grow sales and margin in line the keys targets.
• Identify, plan and drive activities to grow in new products, customers and applications
• Appraising new product ideas and/or product or packaging changes (present and future product lines).
• To develop benchmark to explore product differentiation against main competitors.
• Short- and long-term forecast based on market share evaluation and project (opportunities and leads)
• Adjusting and controlling product availability by projects.
• To develop new business using new products current customers’ demand, to develop new customer with existing product range and new customer with new products.
• Contribute to team effort by promoting and evaluating different products groups.
• Design training programs for the company sales force, but also for Customers’ technical teams
• Ensure compliance with the company’s Environmental, Health, and Safety (EHS) policies and procedures

• Region business and technical reference within the segment
• Research and consolidation of market data (Market conditions, competitors, mapping, customers demand and so on)
• Define product portfolio based on customers’ demand / characteristics, and design launching plan for new solutions
• Drive product approvals with main customers
• Support whole region in special projects (product positioning, pricing, defining availability, gaps and so on)
• Development of sales EBX tools to deploy value selling ( POD, F&B, Monetizing and so on) dedicated for segment focus
• New process, solution and application development (create demands)
• Customer visit to identify leads and opportunities
• Drive developments, application and demo at Company Process Center and Customers’ site
• Drive business to be customers’ trust advisor
• Follow up sales, forecast and define actions to meet objectives.
• To manage the opportunities in the sales funnel on CRM increasing the accuracy level of data.
• Meet customer visits target as set by the line manager.
• Drive presentation, training and demonstration/

• At least 5 years of experience in the welding market regarding technical, sales and marketing areas.
• Large experience on development of welding products, processes and solutions on key account customers, allied with the experience to lead and manage big projects on many
• segments.
• Creativity, critical analysis, ability to work in group, capacity to understand the customer needs and to use the value-add selling approach to convert the customer needs in business opportunities.
• Experience on marketing development for products, performing analysis of the Business and Market, assisting R & D departments in the development of new products and solutions, consistent with the customer needs, customizing the customer support "for key accounts" .
• Setting and monitoring the strategy for the segments and market.

• Graduation – Metallurgy, Material, Mechanical Engineering/ Welding Technology
• Technical graduation - Mechanical/Electronic Maintenance
• Knowledge & experience in Strategy and Marketing activities