IND Sales Head UAE

Role Purpose The IND Sales Manager UAE is responsible for driving profitable growth, market expansion, strategic account development and sales performance across Bureau Veritas Industry activities in the UAE. The role owns the Industry commercial strategy, sales pipeline, forecasting discipline, key account management and business development initiatives, while coordinating closely with Product Lines, Operations, Technical Centres and regional stakeholders. Key Responsibilities Commercial Leadership - Develop and execute the UAE Industry sales strategy in alignment with country and area objectives. - Deliver agreed sales, order intake, revenue, margin and pipeline objectives. - Identify priority sectors, target accounts and growth initiatives across the UAE Industry market. - Establish and maintain strategic account plans and market penetration roadmaps. Sales Management - Lead, coach and develop the Industry sales team and service-line commercial resources. - Set clear objectives and monitor performance through structured sales reviews and KPIs. - Maintain pipeline quality, opportunity qualification and forecasting discipline in Salesforce. - Drive proposal conversion, win-rate improvement and effective bid/no-bid governance. Key Account Management - Build and maintain senior relationships with client decision-makers, procurement and technical stakeholders. - Lead strategic account engagement, framework agreement development and commercial negotiations. - Coordinate cross-selling and account-sharing across Bureau Veritas business lines. - Support resolution of material commercial and customer relationship issues. Business Development - Drive growth across Upstream, Downstream, Power & Utilities, NDT, Technical Centre, asset integrity, sustainability and digital solutions. - Identify new customers, projects, partnerships and emerging industrial opportunities. - Translate client needs into integrated technical-commercial solutions with Product Lines and Operations. - Promote Bureau Veritas capabilities, innovations and differentiated value propositions. Tender and Opportunity Management - Oversee major tenders, prequalifications, expressions of interest, framework agreements and strategic bids. - Ensure early opportunity identification, stakeholder mapping and capture planning. - Coordinate technical, operational, legal and financial inputs to build compliant and competitive offers. - Participate in pricing strategy, contract review and commercial negotiation. Market Intelligence and Planning - Monitor industry trends, major projects, competitor positioning and pricing developments. - Maintain visibility of UAE industrial CAPEX and OPEX opportunities relevant to Bureau Veritas. - Provide market intelligence, forecast updates and business performance reporting to management. - Contribute to annual budgeting, target setting and business planning. Governance and Collaboration - Promote One BV collaboration and disciplined account ownership. - Coordinate with Product Line Managers, Operations, Finance, Legal and regional Industry leadership. - Ensure compliance with Bureau Veritas procedures, delegation of authority, Code of Ethics and HSE requirements. - Maintain accurate customer, opportunity and activity records in approved systems. Education: Bachelor’s degree in Engineering, Business Administration, Energy Management or a related discipline. An MBA or postgraduate commercial qualification is a plus. Experience: Typically 12–15 years in sales, business development or commercial management, including significant exposure to TIC, energy, oil and gas or industrial services, with proven team leadership experience. Market knowledge: Strong knowledge of the UAE industrial market, client procurement environment and major project ecosystem. Excellent communication in English and Arabic. Core Competencies - Strategic sales leadership and business planning - Key account and executive relationship management - Pipeline, forecasting and Salesforce discipline - Tender management and solution selling - Commercial negotiation, pricing and contract review - Market intelligence and competitive positioning - Team leadership, coaching and cross-functional collaboration - Results orientation, customer focus and ethical business conduct

Bachelor’s degree in Engineering, Business Administration, Energy Management or a related discipline. An MBA or postgraduate commercial qualification is a plus. Typically 12–15 years in sales, business development or commercial management, including significant exposure to TIC, energy, oil and gas or industrial services, with proven team leadership experience.

Develop and execute the UAE Industry sales strategy in alignment with country and area objectives. Deliver agreed sales, order intake, revenue, margin and pipeline objectives. Identify priority sectors, target accounts and growth initiatives across the UAE Industry market. Establish and maintain strategic account plans and market penetration roadmaps. Lead, coach and develop the Industry sales team and service-line commercial resources. Set clear objectives and monitor performance through structured sales reviews and KPIs. Maintain pipeline quality, opportunity qualification and forecasting discipline in Salesforce. Drive proposal conversion, win-rate improvement and effective bid/no-bid governance. Build and maintain senior relationships with client decision-makers, procurement and technical stakeholders. Lead strategic account engagement, framework agreement development and commercial negotiations. Coordinate cross-selling and account-sharing across Bureau Veritas business lines. Support resolution of material commercial and customer relationship issues. Drive growth across Upstream, Downstream, Power & Utilities, NDT, Technical Centre, asset integrity, sustainability and digital solutions. Identify new customers, projects, partnerships and emerging industrial opportunities. Translate client needs into integrated technical-commercial solutions with Product Lines and Operations. Promote Bureau Veritas capabilities, innovations and differentiated value propositions. Oversee major tenders, prequalifications, expressions of interest, framework agreements and strategic bids. Ensure early opportunity identification, stakeholder mapping and capture planning. Coordinate technical, operational, legal and financial inputs to build compliant and competitive offers. Participate in pricing strategy, contract review and commercial negotiation. Monitor industry trends, major projects, competitor positioning and pricing developments. Maintain visibility of UAE industrial CAPEX and OPEX opportunities relevant to Bureau Veritas. Provide market intelligence, forecast updates and business performance reporting to management. Contribute to annual budgeting, target setting and business planning. Promote One BV collaboration and disciplined account ownership. Coordinate with Product Line Managers, Operations, Finance, Legal and regional Industry leadership. Ensure compliance with Bureau Veritas procedures, delegation of authority, Code of Ethics and HSE requirements. Maintain accurate customer, opportunity and activity records in approved systems.