Designation: Manager – Sales
Reports To: General Manager
Job Summary
The Manager – Sales will be responsible for driving revenue growth, expanding market presence, and leading the joint sales function across E&I Technical Experts and Al Abbas Interior Environment (AAIE). The role is responsible for developing business across the company's three core service lines: Total Facility Management (FM), Furniture & Joinery Trading, and Fit-out & Refurbishment.
The position will be responsible for developing and executing sales strategies, managing key client and contractor relationships, leading and mentoring the sales team, and ensuring the achievement of annual revenue and gross profit targets in line with the companies business objectives. The role is also accountable for securing a sustainable pipeline of recurring business to support the entities monthly operational expenditure (OPEX), leveraging an established network of industry stakeholders, and driving profitable business growth across both entities.
Key Responsibilities
1.Sales Strategy & Business Development
- Develop and implement annual sales strategies, budgets, forecasts, and business development plans to achieve agreed revenue and gross profit targets.
- Identify and pursue new business opportunities across Total Facility Management (FM), Furniture & Joinery Trading, and Fit-out & Refurbishment services.
- Build, maintain, and capitalize on an established network of developers, owners associations, architects, interior designers, contractors, consultants, and Project Management Consultants (PMCs) to generate qualified leads, secure high-value tenders, and accelerate project awards.
- Lead the complete sales cycle from business development and prequalification through tendering, commercial negotiations, contract award, and project handover.
- Monitor project pipelines and ensure timely submission of quotations, proposals, technical submissions, and commercial bids.
- Secure a consistent pipeline of short-cycle recurring business and monthly revenue streams to comfortably support the entities operational expenditure (OPEX).
- Work closely with the Estimation, Procurement, and Operations teams to ensure all secured projects meet or exceed the company's minimum gross profit margin requirements while remaining commercially competitive.
- Develop strategic relationships with key stakeholders to maximize repeat business and long-term partnerships.
2.Team Leadership & Performance Management
- Lead, mentor, coach, and motivate the sales team to achieve individual and team objectives.
- Establish clear sales KPIs, conduct regular performance reviews, provide coaching, and identify development opportunities.
- Allocate territories, customer accounts, and project opportunities to maximize market coverage and business performance.
- Foster a high-performance, customer-focused, and results-driven sales culture.
- Drive achievement of key performance indicators (KPIs), including annual and quarterly revenue targets, gross profit margin targets, pipeline velocity, win rate/conversion percentage, client retention, account growth, and new business acquisition.
3.Key Account & Client Relationship Management
- Develop, manage, and strengthen relationships with strategic clients, developers, consultants, contractors, owners associations, and key stakeholders.
- Represent both entities during client meetings, presentations, negotiations, and project discussions.
- Ensure high levels of customer satisfaction by proactively managing client expectations and resolving escalated issues.
- Identify opportunities for cross-selling and upselling across the companies service portfolio.
- Build long-term strategic partnerships that contribute to sustainable business growth.
4.Market Analysis & Reporting
- Monitor market trends, competitor activities, pricing strategies, and emerging opportunities within the UAE Facility Management, Furniture, Joinery, and Fit-out industries.
- Prepare and present regular sales reports, pipeline analysis, forecasts, gross margin performance, and market intelligence to senior management.
- Provide strategic recommendations to improve sales effectiveness, profitability, market positioning, and customer acquisition.
- Continuously monitor agreed KPIs and recommend corrective actions where required.
5.Process, Compliance & Coordination
- Ensure compliance with company pricing policies, delegated authority limits, credit control procedures, and approval processes.
- Coordinate closely with Design, Estimation, Procurement, Project Management, Finance, and Operations teams to ensure successful execution of awarded projects.
- Maintain accurate CRM records, sales forecasts, pipeline data, and customer information.
- Ensure compliance with UAE commercial regulations and Al Abbas Group's internal policies and procedures.
Key Skills & Qualifications
- Bachelor's degree in Business Administration, Sales, Engineering, Interior Design, or a related field.
- Minimum 10 years of sales experience, including at least 3 years in a senior managerial or team leadership role.
- Prior experience in Fit-out, Refurbishment, Joinery, Furniture, and Total Facility Management is strongly preferred.
- Must possess an established network of developers, owners associations, architects, interior designers, consultants, contractors, and Project Management Consultants (PMCs) within the UAE market, with a proven ability to convert relationships into business opportunities.
- Proven track record of consistently achieving revenue and gross profit targets while successfully managing strategic accounts within the UAE market.
- Strong commercial acumen with excellent leadership, negotiation, business development, and relationship management skills.
- Strong understanding of project specifications, BOQs, tender documents, and sound technical knowledge of Fit-out, Refurbishment, Furniture, Joinery, and Total Facility Management services is required.
- Excellent communication, presentation, and stakeholder management skills.
- Proficiency in Microsoft Office and CRM systems.
- Valid UAE driving license is mandatory.
