Sales Director - Construction & Industrial

Role Overview

The Sales Director for Construction & Industrial sectors is tasked with formulating and executing the commercial strategy to fuel revenue expansion, broaden market share, and fortify important customer relationships in multiple sectors including steel, aluminum, prefab, PVC membranes, industrial manufacturing, and temporary structures. This senior position leads sales teams, cultivates strategic alliances, and ensures alignment of sales activities with corporate objectives across diverse business units.

Key Responsibilities

• Create and apply a unified sales approach across all subsidiaries and product offerings.
• Promote cross-selling initiatives and bundled solution offerings throughout group companies.
• Establish a consistent, group-wide sales methodology and CRM discipline.
• Develop a comprehensive sales strategy aligned with company ambitions.
• Lead, mentor, and develop a high-achieving sales force across different markets and segments.
• Set and monitor sales targets, forecasts, and budgets; measure outcomes against key performance indicators.
• Foster a culture anchored in accountability, teamwork, and ongoing enhancement.
• Hold final responsibility for group sales strategy, annual revenue goals, and pipeline oversight.
• Co-authorize contracts exceeding AED X million alongside CEO/CFO.
• Oversee pricing frameworks, discount policies, and bid decision-making processes.
• Ensure revenue quality considering margin, risk, and collectability factors.
• Implement bid/no-bid and commercial review protocols on significant projects.
• Verify contract conditions fit operational capacity, legal considerations, and cash flow targets.
• Collaborate with Legal and Finance teams on managing liabilities such as liquidated damages, payment terms, and claims.
• Manage commercial escalations related to high-risk clients, projects, or regions.
• Identify and pursue new market opportunities within construction, infrastructure, industrial, and manufacturing domains.
• Maintain and grow relationships with key accounts, including contractors, developers, OEMs, and distributors.
• Supervise major bids, tenders, and contract negotiations.
• Continuously monitor market trends, competitive activities, and evolving customer requirements.
• Serve as executive sponsor for strategic and high-value accounts.
• Guarantee customer satisfaction, retention, and durable partnership growth.
• Coordinate with operations, engineering, and project teams to secure successful delivery.
• Surpass revenue, margin, and growth objectives through diligent management.
• Analyze sales data and pipeline metrics to support strategic decision-making.
• Optimize pricing, discounts, and contractual terms for maximal profitability.
• Maintain robust forecasting and CRM system discipline.
• Improve cash collection processes, reduce Days Sales Outstanding, and reinforce payment discipline.
• Collaborate with Finance on credit policies and customer exposure limits.
• Work in conjunction with Marketing to enhance positioning, branding, and lead generation.
• Align with Operations, Supply Chain, and Finance to facilitate scalable expansion.
• Provide market insights to support innovation and product advancement.

Qualifications & Experience

• Bachelor’s degree in Business, Engineering, Construction Management, or a related discipline.
• Over 10 years of sales experience in construction, industrial, engineering, or allied sectors.
• Minimum 5 years in senior sales leadership roles.
• Demonstrated success in revenue growth and managing complex sales cycles.
• Experience handling large projects, contracts, and business-to-business negotiations.
• Advanced qualifications like an MBA or commercial certifications are advantageous.
• Familiarity with EPC projects, industrial equipment, building materials, and technical solutions preferred.
• In-depth knowledge of construction and industrial procurement processes.

Skills & Competencies

• Strong strategic thinking combined with commercial insight.
• Proven leadership and talent development capabilities.
• Exceptional negotiation and communication skills.
• Data-oriented decision-making aptitude.
• Ability to influence stakeholders at executive and customer levels.
• Resilience and results-focus in dynamic environments.

Performance Metrics

• Achievement of revenue and margin growth targets.
• Expansion of market share.
• Pipeline valuation and conversion effectiveness.
• Retention and growth of key accounts.
• Sales team engagement and productivity.
• Gross margin performance by segment.
• Management of Days Sales Outstanding (DSO).
• Bid success rate.
• Diversification of revenue streams by sector and geography.
• Accuracy of risk-weighted sales pipeline.
• Proportion of revenue managed under long-term framework agreements.

Additional Information

Arabic language proficiency is preferred.