Sales and Marketing Manager
Al Shirawi Group · Dubai
SALES & MARKETING MANAGER
Company : Al Shirawi Retrofit Engineering Solutions Co. L.L.C. (ASRES)
Location : United Arab Emirates
Employment Type : Full-Time
Experience : 12–18+ years
The Sales & Business Development manager will be responsible for developing and executing ASRES's sales and business-development strategy across the UAE.
The successful candidate will be expected to bring strong market knowledge, established relationships and a demonstrable track record in selling MEP, HVAC, energy-efficiency, retrofit, ESCO or related engineering solutions.
The role requires an individual who can independently identify opportunities, develop strategic relationships, generate qualified leads, influence decision-makers, manage the sales pipeline and convert opportunities into profitable projects.
This is a target-driven leadership position with responsibility for ASRES's revenue growth.
Responsibilities
A. Business Development & Sales Strategy
- Develop and implement ASRES's annual sales and business-development strategy.
- Establish sales targets, sector targets, account plans and business-development priorities.
- Identify high-value retrofit and energy-efficiency opportunities across the UAE.
- Develop strategies for entering new market segments and expanding ASRES's existing client base.
- Build a sustainable sales pipeline capable of achieving and exceeding annual business targets.
- Develop strategic approaches for both direct sales and partnership-led business development.
- Identify opportunities for long-term framework agreements and recurring retrofit programmes.
B. Market Development
Develop ASRES's presence across key sectors including Government, semi-government entities, Hotels and hospitality, Retail, schools, industries, data centers etc. The candidate will be expected to identify emerging market opportunities and establish ASRES as a preferred retrofit and energy-solutions partner.
Responsibilities include:
- Develop ASRES's market positioning.
- Strengthen ASRES's reputation as a specialist retrofit company.
- Develop sector-specific marketing campaigns.
- Coordinate participation in industry exhibitions and conferences
- Identify opportunities for strategic alliances and technology partnerships.
C. Lead Generation & Opportunity Development
The successful candidate will be responsible for generating opportunities rather than relying solely on incoming enquiries.
Responsibilities include:
- Proactively identifying potential clients and projects.
- Developing key-account strategies.
- Mapping decision-makers and influencers within target organisations.
- Generating leads through personal networks, industry relationships, events and market intelligence.
- Monitoring upcoming tenders and capital-improvement programmes.
- Identifying buildings and facilities with significant energy-saving potential.
- Converting technical problems into commercially viable retrofit opportunities.
D. Solution Selling
The role requires a consultative sales approach rather than traditional product selling.
The candidate should be capable of understanding client requirements and positioning ASRES solutions around :
- Energy savings
- Operational reliability
- Lifecycle cost reduction
- HVAC optimisation
- Chiller plant efficiency
- Low Delta-T remediation
- BMS optimisation
- ESCO / performance-based contracting
The candidate should be able to communicate the technical and financial value proposition of retrofit projects to both engineering and commercial stakeholders.
E. Commercial Responsibilities
The candidate will have responsibility for achieving agreed:
- Annual sales targets
- Order-booking targets
- Gross-margin targets
- New-client acquisition targets
- Key-account growth targets
- Sales-pipeline targets
- Conversion ratios
The candidate will be expected to balance revenue growth with project profitability.
Candidate Profile
- Minimum 12–18 years of relevant sales/business-development experience.
- Significant experience in the UAE market.
- Proven track record in selling engineering, MEP, HVAC, energy, retrofit, ESCO or related technical solutions.
- Demonstrable history of achieving substantial sales targets.
- Strong existing network within UAE's property, FM, engineering and infrastructure sectors.
- Experience dealing with senior decision-makers.
- Strong commercial negotiation experience.
- Experience managing complex and high-value projects.
Preferred Background
Candidates from companies involved in:
- MEP contracting
- HVAC
- Chiller systems
- Energy management
- ESCO services
- Building retrofit
Key Competencies
The ideal candidate should demonstrate:
- Strong commercial acumen with the ability to identify profitable opportunities and develop winning sales strategies.
- Ability to generate new business independently through relationships, market intelligence and proactive prospecting.
- Sufficient understanding of HVAC, MEP systems and energy efficiency to engage credibly with engineering and technical stakeholders.
- Strong negotiation and closing capabilities with senior clients and procurement teams.
- Ability to develop long-term market and account strategies rather than focusing only on individual transactions.
- Excellent written and verbal communication skills.
Compensation & Benefits
Monthly Fixed Compensation:
The final package will depend on the candidate's experience, existing UAE network, demonstrated sales performance and ability to deliver business growth.
Recommended additional structure:
- Competitive performance-based annual incentive.
- Commission / incentive linked to achieved order booking and gross margin.
- Annual performance bonus.
- Company benefits as per company policy.
- Medical insurance.
- Annual leave and air-ticket benefits as per company policy.
- Senior-management career progression opportunity.
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