Sales Manager-Unitary Products (Mega Projects)

Job Purpose: The Sales Manager will be responsible for developing and managing sales of DX air-conditioning systems across mega projects in the UAE, with a strong focus on large developers, consultants, MEP contractors, and key project stakeholders. The role will be responsible for identifying and securing major project opportunities from the early design/specification stage through tendering, negotiation, award, and execution, while achieving agreed sales, revenue, margin, and market-share targets. Job Title: Sales Manager (Mega Projects) Principal Accountabilities: • Develop and execute strategic sales plans for DX air-conditioning systems targeting mega projects across the UAE. • Establish and maintain strong relationships with major developers such as DAMAC, Emaar, Dubai Holding, Arada, Aldar, and other key real-estate developers. • Develop relationships with consultants, MEP contractors, main contractors, project management companies, and procurement teams to influence product specifications and secure project opportunities. • Identify upcoming residential, hospitality, commercial, mixed-use, and projects at an early stage. • Track projects from concept/design stage through specification, tender, negotiation, award, and delivery. • Ensure the company’s DX products are approved and specified by leading consultants and developers. • Lead commercial negotiations and prepare competitive offers while maintaining the required profitability and margin levels. • Coordinate with the factory, product management, estimation, engineering, to develop competitive technical and commercial proposals. • Analyse competitor brands, pricing, market positioning, product specifications, and commercial strategies. • Develop project-specific sales strategies to compete effectively against brands and other market players. • Prepare and manage quotations, tenders, BOQs, price comparisons, value engineering proposals, and commercial negotiations. • Follow up closely on major tenders and ensure timely submission of technical and commercial proposals. • Negotiate with developers, contractors, and consultants to maximize the probability of project awards. • Develop long-term framework, preferred vendor, and strategic supply relationships with major developers and contractors. • Monitor the sales pipeline and provide accurate monthly and quarterly sales forecasts. • Maintain detailed records of projects, opportunities, competitors, pricing, specifications, and expected award dates through the company's CRM system. • Coordinate with the technical team regarding product selection, capacity requirements, system design, and compliance with project specifications. • Support project handover to the execution/project team after order award and ensure a smooth transition. • Manage key accounts and ensure high levels of customer satisfaction throughout the project lifecycle. • Regularly report sales performance, pipeline status, major opportunities, risks, and required management support. Minimum Requirements: • BSC in mechanical engineering degree/ sales & marketing, MBA is a plus • 15+ years of relevant work experience as a sales executive or sales engineer • Knowledge of business and management principles and practices • Knowledge of strategic planning • Proficient in relevant software applications • Excellent communication and negotiations & persuasiveness skills • Leadership skills • Ability to work under pressure • English and Arabic are a must • Driving license in required Show more Show less

BSC in mechanical engineering degree/ sales & marketing, MBA is a plus; 15+ years of relevant work experience as a sales executive or sales engineer; Knowledge of business and management principles and practices; Knowledge of strategic planning; Proficient in relevant software applications; Excellent communication and negotiations & persuasiveness skills; Leadership skills; Ability to work under pressure; English and Arabic are a must; Driving license in required

Develop and execute strategic sales plans for DX air-conditioning systems targeting mega projects across the UAE. Establish and maintain strong relationships with major developers such as DAMAC, Emaar, Dubai Holding, Arada, Aldar, and other key real-estate developers. Develop relationships with consultants, MEP contractors, main contractors, project management companies, and procurement teams to influence product specifications and secure project opportunities. Identify upcoming residential, hospitality, commercial, mixed-use, and projects at an early stage. Track projects from concept/design stage through specification, tender, negotiation, award, and delivery. Ensure the company’s DX products are approved and specified by leading consultants and developers. Lead commercial negotiations and prepare competitive offers while maintaining the required profitability and margin levels. Coordinate with the factory, product management, estimation, engineering, to develop competitive technical and commercial proposals. Analyse competitor brands, pricing, market positioning, product specifications, and commercial strategies. Develop project-specific sales strategies to compete effectively against brands and other market players. Prepare and manage quotations, tenders, BOQs, price comparisons, value engineering proposals, and commercial negotiations. Follow up closely on major tenders and ensure timely submission of technical and commercial proposals. Negotiate with developers, contractors, and consultants to maximize the probability of project awards. Develop long-term framework, preferred vendor, and strategic supply relationships with major developers and contractors. Monitor the sales pipeline and provide accurate monthly and quarterly sales forecasts. Maintain detailed records of projects, opportunities, competitors, pricing, specifications, and expected award dates through the company's CRM system. Coordinate with the technical team regarding product selection, capacity requirements, system design, and compliance with project specifications. Support project handover to the execution/project team after order award and ensure a smooth transition. Manage key accounts and ensure high levels of customer satisfaction throughout the project lifecycle. Regularly report sales performance, pipeline status, major opportunities, risks, and required management support.