Sales Account Manager, Middle East and Asia

Position Identification

• Position Title: Sales Account Manager, Middle East and Asia
• Organization:  CribMaster Europe
• Location: Dubai, UAE (Field based – Middle East)
• Reports to:  Sales Director EMEA & APAC

Purpose of Position

The Sales Account Manager is the primary key contact for customers within the Middle East and Asia region, managing both industrial distributors and direct end-user engagements, with a strong focus on Aerospace, Defense, Oil & Gas and complex industrial projects.

The role is responsible for managing and expanding existing customer relationships while identifying and developing new opportunities through complex, long-cycle, project-based sales involving capital equipment, software, and services. The primary responsibility is to deliver revenue aligned with the Operating Plan (quota) through strategic account management, distributor development, and direct engagement with key end users.

The Sales Account Manager will work closely with internal cross-functional teams (Sales, Technical Services, Operations, Marketing, and Project Coordination) to ensure successful project execution, high customer satisfaction, and sustained growth. Performance is measured primarily against revenue targets, pipeline development, and strategic account progression.

Main Responsibilities

Sales & Account Management

• Direct customer interaction to influence, guide, and consult customers in securing new orders; deliver Operating Plan (quota).
• Manage complex project-based sales with long sales cycles, particularly within Aerospace & Defense, Oil & Gas and regulated industrial environments.
• Build strong, strategic relationships with key end users and industrial distributors.
• Act as the commercial lead on assigned projects.
• Efficiently handle new business leads; nurture, diagnose, design, and deliver solutions appropriate for specific customer needs.

Distributor Management

• Manage and develop industrial distributors across the Middle East, ensuring alignment with CribMaster strategy and capability to support complex projects.
• Support distributors with program development, training, end-user meetings and customer events.
• Drive opportunity qualification, pipeline development, and execution through distributor channels.

Project & Solution Delivery

• Work directly with end-use customers to design and deliver solutions aligned with technical, operational, and compliance requirements.
• Support the launch of new products and solutions, providing market feedback to Product Management and leadership.
• Participate in trade shows, sales events, customer demos, webinars, and on-site presentations.

Systems & Reporting

• Maintain accurate customer records, opportunities, and forecasts in SalesForce.com.
• Define and maintain a KPI scorecard to report on sales performance, pipeline health, and forecast accuracy.

Secondary Responsibilities

• Supporting, generating and validating quotations and price estimations for projects.
• Identify and resolve missing information or inconsistencies that may impact order or project delivery.
• Maintain strong ownership of assigned accounts to ensure after-sales support, service and technical issues are handled effectively.
• Clearly communicate critical information to internal departments to ensure accurate and timely delivery.
• Follow up on leads and customer requests within defined SLAs.
• Provide support related to sales order entry, billing, subscriptions and customer negotiations when required.
• Support the Technical Support and Installation team with local on-site support when necessary and logistically feasible.

Skills & Experience Required + Key Competencies

• Fluent in English; Arabic is a strong plus.
• Minimum 10+ years of experience in complex B2B sales, preferably capital equipment and solution-based selling. Challenger Sales and Solution Selling methodologies are a plus.
• Mandatory experience in Aerospace & Defense, Oil & Gas or similarly regulated industrial environments.
• Proven experience managing long sales cycles and project-based opportunities.
• Strong experience working with industrial distributors and direct end users.
• Demonstrated ability to build and maintain strategic relationships at multiple organizational levels.
• Strong understanding of the sales opportunity development process.
• Engineering, Technical or Economics degree preferred.
• Excellent presentation, communication, and negotiation skills.
• Ability to manage multiple stakeholders and priorities in a fast-paced environment.
• Self-motivated, results-driven and comfortable working independently in the field.
• Strong problem-solving skills and resilience under pressure.
• Proficient with Microsoft Office (Outlook, Excel, Word, PowerPoint).
• Experience with CRM systems (SalesForce.com preferred).

Travel

• Willing and able to travel extensively across the Middle East and internationally as required up to 80% of the time.
• Must have and maintain a valid passport and required visas.
• Willing to support customer visits, events and on-site project activities, including overnight stays.
• Full / clean driving license required.

Key Stanley Black & Decker Qualities Required

• Able to work in a team;
• Highly organized;
• Pro-active approach to time management;
• Stress-resistant;
• Flexible and Adaptable;
• Committed to quality;
• Trustworthy and Discrete;
• Efficient and Reliable;
• Sociable;
• Dynamic and customer-focused;
• Operates in accordance with the Stanley Black & Decker Values and Business Conduct Guidelines

About Us

STANLEY Black & Decker is a $12.7 billion purpose-driven industrial organization headquartered in Connecticut, USA. With 58,000 employees in more than 60 countries. STANLEY Black & Decker aims to create a more sustainable world by supporting the growth of vocational and trade skills, STEAM education, and makerspace programming.

STANLEY Black & Decker operates the world’s largest tools and storage business, featuring iconic brands such as Black & Decker, Bostitch, Craftsman, DeWalt, Facom, Irwin, Lenox, Porter Cable and STANLEY; the world’s second largest commercial electronic security company; and operates a leading engineered fastening business, as well as oil & gas and infrastructure businesses.

In 2011, STANLEY Black & Decker acquired CribMaster as part of its strategic growth plan to bring a wider portfolio of technology solutions to its customers. CribMaster is part of STANLEY Black and Decker, which also includes STANLEY Ventures. CribMaster is headquartered in Marietta, Georgia, USA, with central European offices strategically located.

For more than two decades, STANLEY CribMaster has worked directly with its customers and partners to deliver leading solutions that improve the performance of manufacturing facilities and job sites all over the world. By providing intelligent inventory and asset management solutions, we help our customers optimize their operations and now serve over 12,000 customers across 36 countries.

CribMaster is a turn-key solution designed to provide real-time intelligence to ensure that the right assets go to the right workers at the right time improving compliance and minimizing safety risks.

Driven by our software platform, our comprehensive portfolio of vending and tool control solutions provides inventory management data to ensure that the right assets go to the right workers at the right time—reducing operational costs, increasing productivity, and improving compliance.

Customer care is at our core and we extend that commitment to every employee and every cause we engage in. We hire top talent that are not only the best in their fields but are also dedicated to providing the highest quality customer experience—whether that customer is a fellow employee, a partner in a community engagement activity, or an organization that buys our solutions.

STANLEY Black & Decker’s strength combined with the industry leading technology of STANLEY CribMaster gives us a unique set of capabilities that contribute to our market leading position. If you feel that you can contribute to this team, we would like you to join our mission.

SBD is committed to the principle of equal employment opportunity for all associates and to providing associates with a work environment free of discrimination. SBD provides equal opportunity to all associates with employment requirements and individual qualifications. Furthermore, SBD prohibits discrimination in all employment practices for reasons of race, color, religion, sex, sexual orientation, national origin, age, physical or mental disability.

We Don’t Just Build The World, We Build Innovative Technology Too.

Joining the Stanley Black & Decker team means working in an innovative, tech-driven and highly collaborative team environment supported by over 58,000 professionals in 60 countries across the globe. Here, you’ll get the unique chance to impact some of the world’s most iconic brands including STANLEY TOOLS, DEWALT, CRAFTSMAN, MAC TOOLS and Black + Decker. Your ideas and solutions have the potential to reach millions of customers as we work together to write the next chapter in our history. Come build with us and take your career to new heights.

Who We Are 

We’re the World’s largest tool company. We’re industry visionaries. We’re solving problems and advancing the manufacturing trade through innovative technology and our Industry 4.0 Initiative. We are committed to ensuring our state-of-the-art “smart factory” products and services provide greater quality to our customers & greater environmental and social value to our planet. We are unique in that we have a rich and storied history dating back to 1843, but that hasn't stopped us from evolving into a vibrant, diverse, global growth company.

Global Benefits & Perks
You’ll be rewarded with a competitive salary plus receive entitlements and benefits unique to your country of hire. 

What You’ll Also Get

Career Opportunity: Career paths aren’t linear here. Being part of our global company with 60+ brands gives you the chance to grow and develop your skills along multiple career paths.

Learning & Development: 
Our lifelong learning philosophy means you’ll have access to a wealth of state-of-the-art learning resources, including our Lean Academy and online university (where you can get certificates and specializations from renowned colleges and universities).

Diverse & Inclusive Culture:
We pride ourselves on being an awesome place to work. We respect and embrace differences because that’s how the best work gets done. You’ll find we like to have fun here, too.

Purpose-Driven Company:
You’ll help us continue to make positive changes in the local communities where we work and live as well as in the broader world through volunteerism, giving back and sustainable business practices.