Job Title: Regional Sales Head – Middle East
Location: Middle East Region (Dubai, Riyadh, or similar hub)
Reporting to: CSO - APAC
Role Objective
The Regional Sales Head – Middle East is responsible for driving the growth strategy and execution for the region, owning the full P&L, and leading a high-performing commercial team. This role focuses on maximizing revenue, market share, and profitability, ensuring alignment with corporate goals while tailoring strategy to regional dynamics.
Key Responsibilities
Strategic Leadership
- Define and implement the regional sales strategy aligned with corporate objectives.
- Lead annual planning, forecasting, and budgeting for the region.
- Own the P&L accountability for the Middle East, ensuring top-line growth and bottom-line efficiency.
- Develop go-to-market plans specific to GCC, Levant, and North Africa subregions.
Sales & Revenue Growth
- Achieve and exceed sales targets, gross margin, and profitability metrics.
- Build and lead enterprise B2B/B2G pipelines across multiple sectors (e.g., oil & gas, banking, telecom, public sector).
- Cultivate C-level relationships with customers, partners, and key stakeholders.
- Oversee bid/tender management, proposals, pricing strategy, and deal negotiations.
Team Leadership
- Hire, mentor, and retain a high-performing sales, account management, and pre-sales team.
- Set KPIs and conduct regular performance reviews, coaching, and development programs.
- Foster a customer-centric and performance-driven culture.
Market Development & Expansion
- Identify new market opportunities and build local strategic alliances, partners, or channel ecosystems.
- Analyze market trends, competition, and regulatory landscape to adapt strategy accordingly.
- Represent the company at industry events, conferences, and government meetings.
Financial & Operational Management
- Monitor revenue, operating expenses, margins, and drive cost-efficiency initiatives.
- Work with finance and operations teams to manage AR, credit risk, and collections.
- Prepare monthly/quarterly business reviews, sales forecasts, and performance dashboards.
Key Skills & Competencies
- Strong commercial acumen and proven ability to manage P&L.
- Deep understanding of regional dynamics, especially in the Gulf and KSA.
- Excellent negotiation, communication, and presentation skills.
- Strong leadership presence, with a record of building and scaling teams.
- Familiarity with sales CRMs (e.g., Salesforce), pipeline management, and reporting tools.
Qualifications & Experience
- Bachelor’s degree in Business, Marketing, Engineering, or related field. MBA preferred.
- 10+ years of experience in B2B/B2G enterprise sales with at least 5 years in a senior leadership role in the Middle East.
- Experience managing multi-country operations and complex enterprise sales cycles.
- Exposure to sectors like technology, cybersecurity, IT services, telecom, or industrial sectors is advantageous.
- Arabic language skills are a strong advantage.
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