Sales Manager MENA

HBI designs manufactures and delivers modular technical buildings for the energy oil and gas and data centre sectors. The product range covers E Houses substations control room buildings local equipment rooms modular power modules and blast resistant buildings.

Buildings are engineered fabricated fitted out and tested in seven manufacturing yards: four in the UAE (Jebel Ali Hamriyah Ras Al Khaimah and Mainland UAE) plus Port Klang in Malaysia Batangas in the Philippines and Houston in the USA. HBI serves EPC contractors and OEMs across EMEA the Americas and Asia Pacific.

PURPOSE OF THE ROLE

The Sales Manager OEM MENA makes sure that every OEM in the region is targeted and that HBIs relationship with each of them is actively maintained. The prime goal is awareness: this person knows about every project entering an OEM office that fits HBIs offering.

When the enquiry is issued the Sales Manager receives the RFQ package and communicates everything the estimation team requires working with the OEM until all technical questions are cleared. These are local projects built mainly in the HBI yards in the UAE with the Port Klang yard in Malaysia as a potential alternative. The role carries no EPC or end user accounts.

KEY RESPONSIBILITIES

OEM coverage and relationships

Make sure every target OEM in the region is covered with named contacts in sales tendering procurement engineering and project execution at each regional office.

Maintain these relationships through regular face to face visits to OEM offices across the UAE Saudi Arabia Qatar Kuwait Oman Bahrain Iraq and Egypt.

Keep HBIs vendor registration and prequalification current with each OEM so that HBI is on the bidder list for every suitable enquiry.

Present HBIs product range references and yard capabilities to new contacts and new business units within each OEM.

Host OEM customers at the HBI yards in the UAE for factory visits and audits.

Project awareness

Know about every project entering an OEM office that fits HBIs offering: E Houses substations control room buildings local equipment rooms modular power modules and skids.

JOB DESCRIPTION

2

Follow each project from the OEMs own tender stage and record the end user location scope expected RFQ date and decision makers in the CRM.

Brief management and the estimation team on upcoming enquiries so that estimating resources and yard capacity can be planned ahead.

Support the OEM during its own bid with budgetary pricing and layouts where requested.

RFQ intake and technical clarification

Receive the RFQ package from the OEM and check that it is complete: specifications single line diagrams equipment lists layouts schedule and commercial terms.

Hand the package to the estimation team in line with the HBI RFQ workflow with a clear summary of scope open points and bid due date.

Communicate everything the estimation team requires: act as the single channel for technical questions between HBI and the OEM chase the answers and confirm them in writing.

Arrange clarification meetings between the OEMs engineers and HBIs estimation and engineering teams where needed.

Confirm the delivery yard for each enquiry with management: mainly the UAE yards with Port Klang in Malaysia as a potential alternative.

Follow each proposal after submission collect feedback on HBIs price and technical position and stay on it through to purchase order.

Reporting and collaboration

Keep every OEM opportunity current in the CRM with stage value expected award date and next action.

Deliver a monthly forecast of expected RFQs and bookings for the MENA OEM segment.

Report competitor activity and price levels picked up from the OEMs.

Pass leads outside the OEM segment such as EPC rental or direct end user enquiries to the responsible colleague.

Support the Commercial Manager during contract negotiations and the handover from sales to project execution and remain the relationship contact for the customer during delivery.

Represent HBI at regional exhibitions OEM supplier days and industry events.

TARGET ACCOUNTS AND SCOPE

The role covers the MENA entities of the following OEMs plus comparable automation electrification and power technology companies:

Siemens

Siemens Energy

ABB

Schneider Electric

Hitachi Energy

Honeywell

Emerson

Yokogawa

3

OEM accounts are covered regardless of the end market the project serves including energy oil and gas utilities and data centres.

Outside the scope of this role: EPC contractors direct end user sales the rental fleet and framework or master supply agreements with OEMs. Enquiries from those customers are handed to the colleague responsible for that segment.

PERFORMANCE MEASURES

Performance is measured per calendar year 1 January to 31 December with targets set annually. Measure What is counted OEM coverage

Number of target OEMs and regional offices with active contacts and regular visits Project awareness

Share of suitable OEM projects in the region logged in the CRM before the RFQ is issued RFQs received

Number and value of RFQ packages received from OEM accounts RFQ handover quality

Completeness of RFQ packages handed to estimation and turnaround time on technical questions Proposals submitted

Value and number of budgetary and firm proposals Booked order value

Value in USD of purchase orders received from OEM accounts in MENA

QUALIFICATIONS AND EXPERIENCE

Essential

Bachelors degree in electrical mechanical or civil engineering or equivalent technical education.

At least 3 years of technical business to business sales experience in the MENA region.

At least 3 years selling to or working inside one or more of the target OEMs.

Able to read an RFQ package including specifications single line diagrams and equipment lists and turn gaps into clear technical questions.

An active network in the sales tendering and procurement teams of the target OEMs in the Gulf.

Working knowledge of E Houses packaged substations or comparable integrated products: steel structure MV and LV switchgear integration HVAC fire and gas detection and testing.

Familiarity with the specifications and vendor approval processes of regional end users.

Basic understanding of commercial terms such as Incoterms payment milestones and bank guarantees.

Fluent English written and spoken.

Disciplined CRM user.

4

Valid UAE driving licence or ability to obtain one and freedom to travel across the region.

Desirable

Experience with blast resistant buildings or modular buildings for hazardous areas.

Experience with data centre power infrastructure such as modular power modules or power skids.

An MBA or formal commercial training.

SKILLS AND PERSONAL ATTRIBUTES

Required mentality: opens doors builds the pipeline personally and does not wait for enquiries to arrive.

Technically credible in front of OEM engineers and commercially sharp in front of procurement.

Structured and persistent in follow up from first budgetary price to purchase order.

Detail minded: passes technical questions and answers between the OEM and the estimation team quickly and without loss of information.

Team player who shares leads and information across regions and segments.

Clear and concise communicator comfortable presenting to senior management on both the customer and HBI side.

Integrity in all dealings in line with HBI and customer compliance and anti bribery requirements.