Business Unit Head of Lighting, Rigging & Power

Job Description

Business Growth & Revenue

• Own the division's revenue, profitability, and market share targets across the Middle East
• Identify and secure new business opportunities, strategic accounts, and major projects
• Build demand through end-user engagement, consultant specifications, and demonstrations
• Lead commercial negotiations on major opportunities, ensuring strong financial outcomes
• Represent the division at trade shows, industry events, and regional business forums

Vendor & Partnership Management

• Develop and maintain strategic relationships with key manufacturers and vendor partners
• Conduct regular business reviews covering performance, pipeline, and forecast accuracy
• Act as the primary escalation point for all vendor-related commercial and operational matters
• Identify opportunities to expand the portfolio with complementary technologies and solutions

Market Developmen

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• Execute regional go-to-market strategies for all represented brands
• Drive specification activity with consultants, designers, and key industry influencers
• Analyse market trends, competitor activity, and emerging technologies to identify growth opportunities
• Work with Marketing to develop campaigns, case studies, and customer engagement initiatives

Planning & Financial Management

• Prepare and own annual business plans, budgets, and sales forecasts
• Present quarterly business reviews covering performance, pipeline, and strategic initiatives
• Manage margin, pricing strategy, inventory planning, and working capital discipline
• Track and report KPIs across revenue, gross margin, market share, and forecasting accuracy

Team Leadership

• Lead, coach, and develop the division team with clear objectives and performance metrics
• Build a scalable team structure to support regional growth, including future recruitment
• Foster collaboration across sales, technical, marketing, operations, and finance

Customer & Operational Excellence

• Ensure an exceptional customer experience across the full sales and project lifecycle
• Oversee coordination between technical, operations, and customers for successful delivery
• Ensure effective use of CRM/ERP systems for pipeline management and reporting

Education, Experience, and Key Requirements

• A bachelor’s degree in engineering, Diploma or a related field
• A minimum of 4–5 years of proven experience in business development within the AV industry
• Familiarity with CRM and ERP systems is essential.
• Strong sales acumen with a demonstrated history of achieving or exceeding targets.
• Outstanding communication, interpersonal, and negotiation skills.
• Strong presentation skills, with confidence in delivering tailored solutions to diverse audiences.
• Highly focused and self-motivated
• Exceptional verbal and written English communication
• A valid local driving license is required for this role.