Job Purpose:
The Sales Manager will be responsible for developing and managing sales of DX air-conditioning systems across mega projects in the UAE, with a strong focus on large developers, consultants, MEP contractors, and key project stakeholders. The role will be responsible for identifying and securing major project opportunities from the early design/specification stage through tendering, negotiation, award, and execution, while achieving agreed sales, revenue, margin, and market-share targets.
Job Title: Sales Manager (Mega Projects)
Principal Accountabilities:
- Develop and execute strategic sales plans for DX air-conditioning systems targeting mega projects across the UAE.
- Establish and maintain strong relationships with major developers such as DAMAC, Emaar, Dubai Holding, Arada, Aldar, and other key real-estate developers.
- Develop relationships with consultants, MEP contractors, main contractors, project management companies, and procurement teams to influence product specifications and secure project opportunities.
- Identify upcoming residential, hospitality, commercial, mixed-use, and projects at an early stage.
- Track projects from concept/design stage through specification, tender, negotiation, award, and delivery.
- Ensure the company's DX products are approved and specified by leading consultants and developers.
- Lead commercial negotiations and prepare competitive offers while maintaining the required profitability and margin levels.
- Coordinate with the factory, product management, estimation, engineering, to develop competitive technical and commercial proposals.
- Analyse competitor brands, pricing, market positioning, product specifications, and commercial strategies.
- Develop project-specific sales strategies to compete effectively against brands and other market players.
- Prepare and manage quotations, tenders, BOQs, price comparisons, value engineering proposals, and commercial negotiations.
- Follow up closely on major tenders and ensure timely submission of technical and commercial proposals.
- Negotiate with developers, contractors, and consultants to maximize the probability of project awards.
- Develop long-term framework, preferred vendor, and strategic supply relationships with major developers and contractors.
- Monitor the sales pipeline and provide accurate monthly and quarterly sales forecasts.
- Maintain detailed records of projects, opportunities, competitors, pricing, specifications, and expected award dates through the company's CRM system.
- Coordinate with the technical team regarding product selection, capacity requirements, system design, and compliance with project specifications.
- Support project handover to the execution/project team after order award and ensure a smooth transition.
- Manage key accounts and ensure high levels of customer satisfaction throughout the project lifecycle.
- Regularly report sales performance, pipeline status, major opportunities, risks, and required management support.
Minimum Requirements:
- BSC in mechanical engineering degree/ sales & marketing, MBA is a plus
- 15+ years of relevant work experience as a sales executive or sales engineer
- Knowledge of business and management principles and practices
- Knowledge of strategic planning
- Proficient in relevant software applications
- Excellent communication and negotiations & persuasiveness skills
- Leadership skills
- Ability to work under pressure
- English and Arabic are a must
- Driving license in required
