Senior Sales Manager - East Gulf

Role overview

Sales strategy and leadership

• Own the territory sales strategy and execution plan, translating company objectives into team and individual targets.
• Lead the team to achieve targets; monitor performance, identify gaps and opportunities, and take corrective action.
• Coach and develop the sales team, set clear priorities and performance standards, and build a collaborative, accountable sales culture.
• Run pipeline, forecast, and deal reviews to improve sales discipline, conversion, and execution quality.

Pipeline, deals, and tendering

• Maintain an accurate, timely, evidence-based territory sales forecast and ensure opportunities are qualified and updated in CRM.
• Assess pipeline coverage and quality, balancing short-term closures with long-term growth.
• Direct commercial approaches for strategic opportunities, including positioning, pricing, negotiation, and close plans.
• Partner with Technical Sales to shape solutions and coordinate internal approvals and commercially sound proposals.
• Work with Sales Growth and Tendering to generate leads and submit complete, competitive, compliant RFP and tender responses on time.
• Drive opportunities through qualification, award, contracting, and accurate order booking.

Partners, governance, and reporting

• Build vendor and sales-partner relationships, develop joint plans, and use partner capabilities to extend market reach and win business.
• Report forecasts, pipeline, bookings, target attainment, risks, and recovery actions to leadership.
• Maintain governance across pricing, discounting, contracting, CRM hygiene, and sales processes.
• Share market, customer, competitor, vendor, and partner insights with senior leadership.

Qualifications and experience

• Bachelor’s degree in Business, Marketing, Engineering, or a related field; relevant postgraduate or professional qualifications are an advantage.
• 8+ years of progressive B2B sales experience, including significant responsibility for a territory, sales target, and team.
• Proven success in forecasting, pipeline development, revenue and order-booking targets, and closing complex opportunities.
• Experience leading Sales Managers and Sales Executives and improving team performance.
• Experience working with vendors, channel partners, technical sales teams, and tendering functions; Gulf-region experience is preferred.

Skills and attributes

• Strong commercial judgment, negotiation, presentation, and executive stakeholder-management skills.
• Advanced territory planning, pipeline management, forecasting, account prioritisation, and deal strategy.
• Ability to interpret customer requirements and coordinate commercial and technical teams.
• Experience with RFPs, tenders, pricing approvals, contracting, and order booking.
• Proficiency in CRM systems, Microsoft Office applications, and sales reporting tools.
• Results-oriented, accountable, resilient, collaborative, proactive, and able to manage multiple priorities.

Performance measures