Head of Sales UAE & Oman
Dubai, United Arab Emirates
Head of Sales UAE & Oman
Dubai, United Arab EmiratesPosted 19 hours ago1 open position
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Job Description
Key Responsibilities include
Lead, manage and develop Sales personnel and support them to reach their individual and collective sales targets
Establish clear sales targets that reflect market and client potential, and align with the overall company goals
Maintain strong customer relationships with key clients and decision-makers
Collaborate closely with the Head of Sales Support to ensure alignment of sales strategies and processes
Develop and implement together with the Managing Director effective sales and marketing strategies to ensure continuous growth in sales and profitability, as well as a positive perception of our brand
Keep up to date on market trends (key projects, competitors’ activities, etc.) and derive action plans
Responsible for the sales plan, sales forecast accuracy and sales KPI benchmarking in the countries UAE and Oman
Communicate effectively and collaborate with Engineering, Finance and Operations to ensure smooth and close collaboration between the departments
Optimize offer processes including scope of supply and services, project calculation and contract management as well as order processes such as change orders, claims and service charges through effective monitoring
Visualize the added value of management tools (e.g.
CRM, Cockpit, Sales Dashboard, Power BI dashboards) and ensure effective utilization
Maintain high accuracy of sales pipeline at any time
Establish target alignments and conduct regular sales dialogues with employees, based on personal targets and ensure compliance
Distribute leads comprehensively across the market to the sales team and ensure diligent follow-ups.
Drive sales & margin goals, monthly forecasts including revenue by product & customer and ensure maximum growth rate
Collaborate with management to produce plans, budgets, forecasts and subsequently deliver against these plans
Coordinate with Engineering and Operations to ensure efficient use of resources and successful project delivery
Ensure efficient and compliant project and contract management together with project managers and contract managers
Head routine Sales Meetings together with Head of Sales Support including preparation and documentation
Push Innovation Management
Enhance and maintain compensation structures for the Sales Department
Implement the value-based pricing method
Act as a role model and continuously live and represent Doka’s strategy, values, leadership culture and code of conduct including applicable laws and regulations
Foster a positive, collaborative work environment, promote a feedback-driven culture, and exemplify the company’s values and leadership principles
Qualifications
At least 10 years of progressive sales experience, with 5+ years in a senior leadership role, ideally in the System Formwork, construction or engineering Industry
Qualification in Civil Engineering, Business Management or equivalent
Thorough understanding of the UAE and GCC markets, including regulatory frameworks
Experience in building, mentoring, and managing high-performing sales teams across diverse nationalities and backgrounds
Proficiency in spoken and written English is essential; knowledge of Arabic is preferred
Excellent verbal and written communication skills, with the ability to negotiate complex deals and present to executive stakeholders
Demonstrated ability to develop and execute sales strategies that align with business goals, including market penetration, revenue growth, and customer retention
Strong sales management skills especially in defining offer strategies, negotiation and closing
Good financial understanding/business acumen (Margin Drivers, Discount Policy, Pricing Strategies, …)
Project & Key Account Management as well as job site experience, ideally in the UAE
Proactive and effective interpersonal relationship & communication and feedback skills
Strong track record of cultivating and maintaining relationships with key clients
Proficiency in using CRM systems and sales analytics to drive performance, forecast trends, and optimise pipelines
Be an entrepreneurial thinker and not afraid to think outside the box, take ownership and calculated risks
Conceptual and analytical thinking, commercial awareness, customer orientation, creativity and assertiveness
Additional Information
Job Type: Full time
Location: Dubai / UAE
As a customer-focused organization, Doka understands that its greatest assets are its employees, which is why Doka is consistently looking for talented professionals who are keen to develop their career in this challenging industry.
Job Id: smOLFDXPPpWT9r1hzpq0nZl4yZbD2rEFbWJcq8daQIpkJgcQbsrtDleGYm6TGJgKvwTrYREk+h12DMWRH7YhmZUc9xQv8wKtJJz6aBoeE1i5zi2sPC0ZiqI=
Lead, manage and develop Sales personnel and support them to reach their individual and collective sales targets
Establish clear sales targets that reflect market and client potential, and align with the overall company goals
Maintain strong customer relationships with key clients and decision-makers
Collaborate closely with the Head of Sales Support to ensure alignment of sales strategies and processes
Develop and implement together with the Managing Director effective sales and marketing strategies to ensure continuous growth in sales and profitability, as well as a positive perception of our brand
Keep up to date on market trends (key projects, competitors’ activities, etc.) and derive action plans
Responsible for the sales plan, sales forecast accuracy and sales KPI benchmarking in the countries UAE and Oman
Communicate effectively and collaborate with Engineering, Finance and Operations to ensure smooth and close collaboration between the departments
Optimize offer processes including scope of supply and services, project calculation and contract management as well as order processes such as change orders, claims and service charges through effective monitoring
Visualize the added value of management tools (e.g.
CRM, Cockpit, Sales Dashboard, Power BI dashboards) and ensure effective utilization
Maintain high accuracy of sales pipeline at any time
Establish target alignments and conduct regular sales dialogues with employees, based on personal targets and ensure compliance
Distribute leads comprehensively across the market to the sales team and ensure diligent follow-ups.
Drive sales & margin goals, monthly forecasts including revenue by product & customer and ensure maximum growth rate
Collaborate with management to produce plans, budgets, forecasts and subsequently deliver against these plans
Coordinate with Engineering and Operations to ensure efficient use of resources and successful project delivery
Ensure efficient and compliant project and contract management together with project managers and contract managers
Head routine Sales Meetings together with Head of Sales Support including preparation and documentation
Push Innovation Management
Enhance and maintain compensation structures for the Sales Department
Implement the value-based pricing method
Act as a role model and continuously live and represent Doka’s strategy, values, leadership culture and code of conduct including applicable laws and regulations
Foster a positive, collaborative work environment, promote a feedback-driven culture, and exemplify the company’s values and leadership principles
Qualifications
At least 10 years of progressive sales experience, with 5+ years in a senior leadership role, ideally in the System Formwork, construction or engineering Industry
Qualification in Civil Engineering, Business Management or equivalent
Thorough understanding of the UAE and GCC markets, including regulatory frameworks
Experience in building, mentoring, and managing high-performing sales teams across diverse nationalities and backgrounds
Proficiency in spoken and written English is essential; knowledge of Arabic is preferred
Excellent verbal and written communication skills, with the ability to negotiate complex deals and present to executive stakeholders
Demonstrated ability to develop and execute sales strategies that align with business goals, including market penetration, revenue growth, and customer retention
Strong sales management skills especially in defining offer strategies, negotiation and closing
Good financial understanding/business acumen (Margin Drivers, Discount Policy, Pricing Strategies, …)
Project & Key Account Management as well as job site experience, ideally in the UAE
Proactive and effective interpersonal relationship & communication and feedback skills
Strong track record of cultivating and maintaining relationships with key clients
Proficiency in using CRM systems and sales analytics to drive performance, forecast trends, and optimise pipelines
Be an entrepreneurial thinker and not afraid to think outside the box, take ownership and calculated risks
Conceptual and analytical thinking, commercial awareness, customer orientation, creativity and assertiveness
Additional Information
Job Type: Full time
Location: Dubai / UAE
As a customer-focused organization, Doka understands that its greatest assets are its employees, which is why Doka is consistently looking for talented professionals who are keen to develop their career in this challenging industry.
Job Id: smOLFDXPPpWT9r1hzpq0nZl4yZbD2rEFbWJcq8daQIpkJgcQbsrtDleGYm6TGJgKvwTrYREk+h12DMWRH7YhmZUc9xQv8wKtJJz6aBoeE1i5zi2sPC0ZiqI=
