At TDW we put people first - that means working everyday to ensure the pipelines that run through our communities are operating safely and reliably. What sets us apart is our expertise, experience and commitment.
Each day we dedicate ourselves to treating each other, our customers and our community with care and respect.
Sales Manager – IMENA
Overview
Responsible for developing, acquiring, executing, and growing a profitable market position for assigned T.D. Williamson (TDW) products, services, customers, and territories within the Middle East and North Africa (IMENA) region.
The Sales Manager will be responsible for direct commercial ownership of assigned countries and strategic accounts, supporting increased sales coverage across key IMENA markets. The role will focus on strengthening customer engagement, identifying and developing new opportunities, growing existing accounts, and expanding TDW's market position.
The position will work closely with regional sales leadership and other Sales Managers to ensure effective coverage of major markets, including the allocation of key customers and territories within larger countries where additional sales focus is required.
Key Responsibilities
Primary duties may include, but are not limited to:
- Develop and execute sales, account development, and customer engagement action plans within assigned countries and territories to achieve annual sales, bookings, and growth targets.
- Take commercial ownership of assigned customers and territories and maintain regular engagement with key customer stakeholders across engineering, operations, integrity, maintenance, procurement, and management functions.
- Identify, develop, negotiate, and close commercial opportunities with new and existing customers.
- Develop new business within assigned markets while expanding TDW's position and share of wallet with established strategic customers.
- Proactively identify customer needs, upcoming projects, maintenance programs, pipeline integrity requirements, and operational challenges that can be addressed through TDW products, services, and technology.
- Build a sustainable opportunity pipeline by engaging customers early in the project and specification cycle rather than relying solely on formal tender opportunities.
- Support the introduction and commercialization of new TDW technologies and solutions within assigned markets.
- Develop and maintain strong relationships with pipeline operators, EPC contractors, engineering consultants, and other relevant industry stakeholders.
- Establish and maintain credible knowledge and data regarding the oil and gas pipeline market, customer activities, upcoming projects, and competitor product and service offerings, including pricing, delivery, technology, and commercial actions.
- Communicate competitive and market intelligence throughout the organization and recommend actions to strengthen TDW's competitive position.
- Develop appropriate commercial and competitive strategies for major opportunities, including customer positioning, value proposition, pricing strategy, and negotiation approach.
- Collaborate with TDW commercial, engineering, manufacturing, operations, project management, marketing, and legal teams to develop and execute customer solutions.
- Support strategic account planning and coordinate with other Sales Managers where customer organizations or major countries are shared across multiple sales territories.
- Maintain an accurate report of all sales activities, customer engagement, and opportunities by updating the customer relationship management (CRM) system on a daily/weekly basis and as required.
- Maintain accurate opportunity values, probabilities, expected award dates, and revenue forecasts within CRM.
- Participate in weekly/bi-weekly sales meetings, opportunity reviews, forecasting activities, and regional business reviews.
- Prepare all necessary sales reports, forecasts, account plans, and market updates as requested in a timely and accurate manner.
- Represent TDW at customer meetings, technical workshops, conferences, exhibitions, and other industry events when required.
- Work requires traveling up to 50% of the time, including overnight stays and international travel throughout the IMENA region.
- Work requires a valid driver's license and/or passport.
Experience
- Bachelor's degree in mechanical engineering, civil engineering, chemical engineering, business, marketing, or other related field, and typically five (5) or more years of sales, business development, or related commercial experience, or any combination of education and experience which would provide an equivalent background.
- Hot tapping and isolation sector experience is required.
- Experience in technical, solution-based, or engineered-product sales preferred.
- Oil and gas pipeline industry experience preferred.
- Experience managing major customers, strategic accounts, or geographic territories preferred.
- Experience working within the Middle East and/or North Africa markets is an advantage.
- Sales leadership or demonstrated ability to take ownership of major accounts and commercial opportunities preferred.
Knowledge, Skills, and Abilities
- Strong commercial and business development skills with demonstrated ability to identify, develop, negotiate, and close opportunities.
- Ability to develop strong customer relationships at technical, operational, procurement, and management levels.
- Ability to understand customer operational and technical challenges and translate TDW capabilities into commercially valuable solutions.
- Strong account management and territory development capabilities.
- Strong negotiation, influencing, and opportunity management skills.
- Ability to work independently, prioritize opportunities, and take ownership of assigned markets and customers.
- Ability to collaborate effectively across sales, engineering, operations, manufacturing, project management, marketing, and other functions.
- Strong understanding of competitive positioning and ability to develop strategies to differentiate TDW products, services, and technologies.
- Knowledge of Microsoft Office products.
- Knowledge of Salesforce software and disciplined CRM usage.
- Excellent presentation skills, including the ability to communicate commercial, marketing, and technical information to customers and internal stakeholders.
- Excellent written and verbal communication skills, including the ability to relate effectively to customers and colleagues across different cultures.
- Ability to speak and write English required.
- Additional regional languages such as Arabic, Hindi, French, or other languages relevant to assigned territories are considered an advantage.
Success Measures
Success in the role will be measured through:
- Achievement of assigned sales and booking targets.
- Revenue and market growth within assigned countries and accounts.
- Development of a healthy and sustainable opportunity pipeline.
- Growth of existing strategic accounts.
- Acquisition and development of new customers and applications.
- Successful introduction and adoption of TDW technologies and solutions.
- Accuracy of sales forecasting and CRM information.
- Strength and depth of customer relationships.
- Effective collaboration with the wider IMENA sales organization.
