Regional Sales Manager

Scope and Purpose:

• The Regional Sales Manager pursues sales projects with existing accounts and potential new customers in countries located in Middle East and Africa (UAE, Kenya, South Sudan, Rwanda, Tanzania).

• He defines and implements a regional Sales & Marketing strategy for Veridos products, solutions and services in the listed countries, peruse sales projects, control sales performance and project implementation to meet annual targets of profitable turnover, order income, volumes sold per product group, working capital and growth of market share within the agreed frame of budget provided by international sales of Veridos and to full customer satisfaction.

• He undertakes regular and required visits to the customers and potential customers, achieves market intelligence, identifies target projects in an early phase and develops customer intimacy.

• The Regional Sales Manager is the main interface to the customers and provides all required information for an effective and efficient proposal, tender, order and project management.

• The objectives are to secure the existing customer base, to gain new customers and to achieve sustainable and profitable growth in the allocated sales area.

Key Result Areas & Responsibilities:

• Acquisition of new customers and projects.

• Manage and further develop an effective and efficient regional sales and operations team.

• Establish, maintain and control an appropriate sales partner and distributor network within the assigned sales region.

• Network with industry players, associations, suppliers, system integrators and Technology Providers in order to identify, develop and pursue market opportunities.

• Lead qualification and opportunities qualification (in coordination with Business Lines) for the assigned territories and customers.

• Preparation and participation on bid decision for sales projects in Veridos business fields Government Documents and Solutions.

• Build a funnel with support of the pre-sales consultants and business lines in the assigned territories to achieve the targets assigned.

• Manage proposals, project and supply processes of operations

• Management of large accounts

• Support the Regional Hub Leader MEA and the Customer Delivery Organization to build a market strategy sustainable over three years period and implement the defined strategy in the territory assigned

• Be responsible for filling Order Backlog, Revenue for each fiscal year

• Support the Finance Team to secure payments from customers and manage account receivable

• Be responsible for sales forecasting and planning in a seasonalized manner to ensure sustainable growth of the business in the assigned territory

• Be responsible for continuous alignment with the Regional Hub Leadership and the Customer Delivery Organization

• Contract negotiations in coordination with Operations and Finance Management

• Participation in shows and conferences

Job Requirements:

• 8–12+ years in B2G / complex solution sales, preferably in identity, security, or IT systems

• Proven success in government tenders and large project sales in MEA

• Strong experience in sales strategy, pipeline development, and contract negotiation

• Solid network and understanding of Middle East & Africa markets

• Experience managing partners/distributors and key accounts

• Strong financial and commercial acumen (forecasting, margins, receivables)

• Excellent stakeholder management and communication skills

• Fluent in English; Arabic/French is a plus

• Willingness to travel frequently across the region