Senior Sales Manager - East Gulf

Client of Advansys ESC; Dubai; On-site; AED 180,000 - 260,000; Full time

Job summary

Client of Advansys ESC in Dubai, UAE seeks an experienced Senior Sales Leader to drive territory strategy and lead a high-performance team. You will own forecasts, pipelines, and deal strategies, coordinating with vendors and partners to close complex opportunities.

The role requires 8+ years in B2B sales, a proven track record in achieving revenue targets, and strong leadership across multiple stakeholders in the Gulf region.

Qualifications

• 8+ years of progressive B2B sales experience.
• Forecasting accuracy and building qualified pipeline.
• Experience leading Sales Managers and Executives.

Responsibilities

• Own territory sales strategy and execution plan.
• Lead team to achieve and exceed targets.
• Monitor performance and implement corrective actions.
• Run pipeline forecast and deal reviews.
• Build a high-performance sales culture.
• Maintain accurate territory forecast in CRM.
• Collaborate with Technical Sales for solutions.
• Coordinate tender submissions and bids.
• Develop vendor and partner relationships.
• Provide governance and reporting on sales metrics.

Skills

Territory planning

Pipeline management

Forecasting

Deal strategy

Vendor relationships

RFP & Tender

CRM hygiene

Team leadership

Sales governance

Education

Bachelor's degree in Business/Marketing/Engineering

Tools

CRM systems

MS Office

Job description

Key Responsibilities

• Territory Sales Strategy and Target Achievement
  • Own the sales strategy and execution plan for the defined territory translating company objectives into clear team and individual targets
  • Lead the team to achieve and exceed sales targets
  • Monitor territory performance identify gaps and opportunities and implement timely corrective actions
• Sales Leadership and Team Management
  • Lead coach and develop a team of Sales Managers and Sales Executives setting clear priorities accountabilities and performance standards
  • Run regular pipeline forecast and deal reviews to improve sales discipline conversion and execution quality
  • Build a high-performance sales culture focused on collaboration ownership and continuous improvement
• Forecasting and Pipeline Management
  • Maintain an accurate timely and evidence-based territory sales forecast
  • Ensure opportunities are correctly qualified updated and progressed through the CRM and sales stages
  • Assess pipeline coverage and quality balancing short-term closures with long-term growth
• Deal Leadership and Technical Sales Collaboration
  • Direct the commercial approach for strategic and complex opportunities including positioning pricing negotiation and close plans
  • Work closely with Technical Sales to shape solutions address customer requirements demonstrate value and remove barriers to closure
  • Coordinate internal stakeholders to secure approvals and deliver compelling commercially sound proposals
• Lead Generation Tendering and Order Booking
  • Partner with the Sales Growth and Tendering team to generate qualified leads and expand the territory pipeline
  • Lead the commercial coordination of RFP and tender submissions ensuring responses are complete competitive compliant and submitted on time
  • Drive opportunities from qualification through award contracting and accurate order booking
• Vendor and Sales Partner Management
  • Build excellent relationships with vendors to strengthen opportunity support improve commercial outcomes and accelerate deal closure
  • Work closely with the Partners Management team to maintain strong productive relationships with vendors and sales partners across the territory
  • Develop joint sales plans align on priorities and use partner capabilities to extend market reach and win strategic business
• Sales Governance and Reporting
  • Provide clear reporting on forecasts pipeline bookings target attainment risks and recovery actions
  • Maintain strong governance across pricing discounting contracting CRM hygiene and sales processes
  • Share market customer competitor vendor and partner insights with senior leadership to inform commercial decisions
• Measurable Key Performance Indicators
  • Sales Target Attainment Achieve at least 100 of the approved annual territory sales targets measured quarterly and annually
  • Forecast Accuracy Maintain quarterly forecast accuracy of at least 90 with committed opportunities supported by documented close plans and customer evidence ensuring CRM is fully reflecting the forecasts accurately
  • Customer Retention Ensure a minimum of 95 success rate in annual renewals from existing customers
  • Qualified Pipeline Coverage Maintain qualified pipeline coverage of at least 3 times the remaining sales target for the relevant measurement period
  • Win Rate Constantly improve the prior-year territory win rate
  • RFP and Tender Performance Deliver 100 of approved RFP and tender submissions by the deadline with full compliance to mandatory requirements and internal approval processes
  • Team Performance Ensure at least 80 of direct reports achieve their individual quarterly sales targets supported by monthly coaching and documented performance reviews

Education

Bachelor s degree in Business, Marketing, Engineering, or a related field; relevant postgraduate or professional qualifications are an advantage.

Experience

• 8+ years of progressive B2B sales experience, including significant responsibility for a territory, sales target, and team.
• Proven success in forecasting accurately, building qualified pipeline, achieving revenue and order-booking targets, and closing complex opportunities.
• Demonstrated experience leading Sales Managers and Sales Executives and improving team performance.
• Strong record of working with vendors, channel partners, technical sales teams, and tendering functions, ideally within the Gulf region.

Skills

• Strong commercial judgment, negotiation, presentation, and executive stakeholder-management skills.
• Advanced capability in territory planning, pipeline management, forecasting, account prioritisation, and deal strategy.
• Ability to interpret customer requirements and coordinate commercial and technical teams to develop winning solutions.
• Experience managing RFP and tender submissions, pricing approvals, contracting, and order-booking processes.
• Proficiency in CRM systems, Microsoft Office applications, and sales reporting tools.

Personal Attributes

• Highly results-oriented, accountable, and resilient, with a consistent focus on achieving sales targets.
• Confident people leader who coaches effectively, communicates clearly, and creates alignment across teams.
• Collaborative relationship-builder who earns trust with customers, vendors, sales partners, and internal stakeholders.
• Structured, proactive, and decisive, with the ability to manage multiple priorities in a fast-moving territory.