Commercial Director jobs in United Arab Emirates

Description

The opportunity

The Global Solution Sales Manager for Distribution Automation is responsible for driving global sales growth by promoting advanced automation solutions for electrical distribution networks. This role involves developing strategic sales plans, managing key opportunities, and collaborating with regional teams and the Center of Excellence in Europe to deliver tailored solutions that meet customer needs and align with organizational objectives. The Manager will orchestrate business development efforts across all regions, ensuring local sales teams are empowered and global resources (e.g., CoE expertise) are leveraged effectively to capture market share.

How you’ll make an impact

• Develop and implement a comprehensive global go-to-market strategy for Distribution Automation solutions, including market segmentation, target setting, and value proposition definition. Regularly refine the strategy based on market trends and corporate objectives.

• Identify and pursue new business opportunities across regions and market segments. Build a robust global sales pipeline by working closely with regional sales managers on lead generation initiatives, strategic account targeting, and by establishing relationships with potential clients at the executive level.

• Take ownership of global DA solution sales targets (orders, revenues, margins). Monitor performance against targets and drive corrective actions with regional teams to ensure achievement of financial goals. Prepare consolidated sales forecasts and reports for executive leadership.

• Build and maintain strong relationships with critical customers (utilities, industrials) and strategic partners (system integrators, distributors) on a global scale. Act as executive sponsor for select global accounts, ensuring consistent engagement and satisfaction across different geographies.

• Promote a consultative sales approach – engage customers to deeply understand their operational challenges and objectives. Propose value‑driven, customized DA solutions that may combine products, software, and services. Collaborate with product management and engineering to tailor offerings to specific client requirements, and ensure proposed solutions are competitive and feasible.

• Provide direction, coaching, and support to regional and local sales teams worldwide. Ensure regional teams are aligned with global strategy and have the knowledge and tools to execute. Orchestrate regional efforts for large or cross‑border deals, facilitating resource sharing and best‑practice exchange. Conduct regular pipeline reviews and strategy sessions with regional sales leaders.

• Leverage the Distribution Automation CoE in Europe for pre‑sales technical support, solution development, and innovation. Coordinate CoE expert involvement in key pursuits to ensure optimal solution design and value demonstration to clients. Feed customer and market feedback to the CoE to continuous improvement of offerings.

• Work closely with other functions – Marketing, to drive global campaigns and ensure messaging consistency; Product Management/R&D, to align on product roadmap and influence development priorities with market insights; Project Delivery/Supply Chain, to ensure capability to deliver what is being sold. Act as the bridge between the sales organization and these teams to enable smooth execution of orders.

• In collaboration with channel management teams, define and execute a global channel strategy specific to Distribution Automation solutions. Identify, onboard, and nurture key channel partners (such as panel builders, VARs, engineering firms) in coordination with regions. Set performance expectations for partners and drive joint business development activities to expand market coverage.

• Continuously monitor industry trends, competitor offerings, and regional market dynamics. Provide market intelligence to internal stakeholders – e.g., emerging needs for grid automation in smart cities or new competitor solutions – and adjust sales tactics accordingly. Collaborate with finance and product teams on global pricing strategies and deal approval guidelines to balance competitiveness with profitability.

• Provide leadership and mentorship to any direct or virtual team members (e.g., global solution sales specialists). Foster a culture of teamwork, accountability, and excellence. Lead by example in adhering to company values and maintaining the highest standards of integrity and safety in all sales activities. Represent the Distribution Automation business at internal leadership forums and possibly at external conferences/media as a global spokesperson for our solution capabilities.

• You will be ensuring compliance with applicable external and internal regulations, procedures, and guidelines.

• Living Hitachi Energy’s core values of safety and integrity, taking responsibility for your actions while caring for colleagues and the business.

Your background

• Bachelor’s degree in electrical engineering, Power Systems, or related field. MBA or equivalent business education is a plus.

• Minimum 5-7 years in technical B2B sales or business development, with 5+ years in a leadership role driving global or multi‑region sales. Prior experience in power systems, grid automation, or industrial automation solution sales is highly desirable. Proven track record of achieving sales targets and managing major accounts or global initiatives.

• Strong understanding of Distribution Automation technologies (e.g. feeder automation, SCADA/DMS, protection relays, RTUs, communication networks) and the needs of electric utility distribution networks. Familiarity with smart grid concepts, OT/IT convergence, and digital substation solutions. Ability to quickly learn and explain complex technical solutions at high level.

• Proficiency in both spoken & written English language is required. Arabic is plus.