Marketing Manager | Dar Al Riyadh Khobar, Saudi Arabia

July 26, 2012

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The Role

• DAR MASDAR is the trading and system integration Division of Dar Al Riyadh, one of the leading Engineering and architecture companies in the Kingdom of Saudi Arabia.
• In order to boost growth the company will professionalize itself further with the appointment of experienced functional managers.
• Each functional manager will lead their respective processes to strengthen the complete value chain of DAR MASDAR resulting into high customer satisfaction and a structural competitive advantage.

Vision and Mission
• Develop – in line with the corporate strategies and policies – a strong and sustainable market position for DAR MASDAR in Saudi Arabia by development of profitable PMC’s and a strong end-user Brand preference.

Roles & Responsibilities
• Continuously improve the marketing process of DAR MASDAR in every respect.
• Manage the company’s revolving business planning process.
• Provide in-depth understanding of market dynamics per product/market combination and all underlying factors driving sales, margin and profit.
• Set 3Y marketing objectives and articulate dynamic feasible marketing strategies.
• Deliver strong strategies to improve DAR MASDAR’s overall market presence and competitive position.
• Lead the commercial process with strong orchestrated implementation plans for all functions involved.
• Ensure robust and timely deployment of marketing programs fueling the leads funnel and execute support activities ensuring a continuously improving sales conversion ratio.
• Drive the new business development process to ensure future organic growth.
• Monitor product and brand-performance according to objectives and KPI’s
• Develop and maintain solid functional relationships within the organization on all responsibilities.
• Conduct market mapping activities on basis of secondary research sources, information gathering systems through the internal organization and market research.
• Collect and feed the organization on a structural basis with relevant market information and conduct analysis to better read DAR MASDAR’s position.
• Propose market research projects and execute market research studies.
• Apply market models (LTV / MABA, etc.) to substantiate strategy development.
• Investigate in a structured and planned manner new product/market combinations.
• Execute strategies to enter new product/market combinations.
• Conduct and execute business development programs for new product/market combinations together with other functional managers.
• Set up a multi brand strategy in accordance with the positioning and role of DAR MASDAR in each PMC.
• Lead the complete business planning process for DAR MASDAR.
• Manage the synergy creation process (identify, quantify, execute).
• Execute and coordinate marketing programs to feed the sales order funnel.
• Developed and grow a strong CRM program encompassing all target customer segments.
• Monitor the sales budget progress and report on business development plans / activities.
• Source and deliver appropriate training for all staff involved in marketing.
• Maximize the use of cost efficient systems and processes by leading their development and implementation.
• Develop and report regularly on Key Performance (Best Practice) Indicators to benchmark institutional procurement activity.
• Take an active lead in the introduction, development and implementation of E-Business solutions.
• Produce a standard pack of Management reports and KPI’s to measure and manage performance throughout the company
• Control both the stock and work in progress levels to ensure that the Inventory is kept to the lowest levels possible and within the defined budget and stock turns.

Expected Deliverables
• An annual 3Y Marketing Business plan.
• Adequate and sound market knowledge in a consumable form.
• Successfully implemented business programs resulting in an annual reduction of CoS.
• Strong CRM processes, data and programs driving new and repeat business.
• Balanced portfolio of PMC’s enabling MASDAR to strengthen market position.
• Satisfied customers resulting from successfully implemented solutions.
• Up-to-date processes, procedures and Organization development and evolution.

Cross Functional Relationship
• Other process managers within DAR MASDAR (e.g. Services Manager and Sales Manager)
• Product group section managers and sales engineers
• Central Marketing Department
• Marketing and Business development managers of other divisions within Dar Al Riyadh

Requirements

Required Skills
• High level of intuition to be able to provide excellent feedback, share relevant information, and prepare effective reports.
• Market-assessment techniques and insights, and confidence while talking with clients, suppliers, or contractors are of great importance.
• Planning, organization and process management.
• Ability to work in partnerships and cross functional teams.
• Effective negotiation and closing skills.
• Able to provide high quality deliverables to agreed timescales.
• Able to prioritize and manage competing pressures.
• Fluency in English.
• Outstanding communication skills with a diplomatic manner.
• Strong influencing skills and commercial awareness.

Required Experience
• Minimum of 5 years proven marketing management success in a complex B2B distribution environment.
• Experience with technological products in the field of construction engineering in the fields of building, infrastructure, oil, gas & utilities and industry.
• Full knowledge and understanding of a company-wide business planning process.
• Experience of working across an international remit.
• Ideally experience of working in a matrix organization.
• Ability to demonstrate market gathering, analysis, modeling.
• Proven track record in implementing successful DM and other marketing programs.
• Solid change management experience with track record of gaining stakeholder buy-in at the highest level.
• Experience of implementing best practice contract and operational marketing management.

Education
• BA or MBA in Commercial Management and/or Strategic Marketing.

Reporting to
General Manager

About the Company

Dar Al Riyadh was established in 1975 to meet the rising demand for engineering design services and construction supervision in the Kingdom of Saudi Arabia. Since then, we have grown and now employ over 1000 employees, with Kingdom wide geographical presence.

Our capabilities and businesses have grown over the years and we have evolved into a leading fully integrated, yet diversified engineering group. Further increased diversification within International and especially GCC is being presently implemented. We are also expanding our service capabilities to Engineering, Procurement & Construction Management (EPCM).

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