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About the Role
The Sales & Business Development Manager will be responsible for developing and executing ASRES's sales and business-development strategy across the UAE. The successful candidate will bring strong market knowledge, established relationships, and a demonstrable track record in selling MEP, HVAC, energy-efficiency, retrofit, ESCO, or related engineering solutions. This target-driven leadership position is responsible for ASRES's revenue growth.
Responsibilities
- Develop and implement ASRES's annual sales and business-development strategy.
- Establish sales targets, sector targets, account plans, and business-development priorities.
- Identify high-value retrofit and energy-efficiency opportunities across the UAE.
- Develop strategies for entering new market segments and expanding ASRES's existing client base.
- Build a sustainable sales pipeline capable of achieving and exceeding annual business targets.
- Develop strategic approaches for both direct sales and partnership-led business development.
- Identify opportunities for long-term framework agreements and recurring retrofit programmes.
- Develop ASRES's market positioning.
- Strengthen ASRES's reputation as a specialist retrofit company.
- Develop sector-specific marketing campaigns.
- Coordinate participation in industry exhibitions and conferences.
- Identify opportunities for strategic alliances and technology partnerships.
- Proactively identify potential clients and projects.
- Develop key-account strategies.
- Map decision-makers and influencers within target organisations.
- Generate leads through personal networks, industry relationships, events, and market intelligence.
- Monitor upcoming tenders and capital-improvement programmes.
- Identify buildings and facilities with significant energy-saving potential.
- Convert technical problems into commercially viable retrofit opportunities.
- Understand client requirements and position ASRES solutions around energy savings, operational reliability, lifecycle cost reduction, HVAC optimisation, chiller plant efficiency, low Delta-T remediation, BMS optimisation, and ESCO/performance-based contracting.
- Communicate the technical and financial value proposition of retrofit projects to both engineering and commercial stakeholders.
- Achieve agreed annual sales targets, order-booking targets, gross-margin targets, new-client acquisition targets, key-account growth targets, sales-pipeline targets, and conversion ratios.
- Balance revenue growth with project profitability.
Requirements
- Minimum 12–18 years of relevant sales/business-development experience.
- Significant experience in the UAE market.
- Proven track record in selling engineering, MEP, HVAC, energy, retrofit, ESCO, or related technical solutions.
- Demonstrable history of achieving substantial sales targets.
- Strong existing network within UAE's property, FM, engineering, and infrastructure sectors.
- Experience dealing with senior decision-makers.
- Strong commercial negotiation experience.
- Experience managing complex and high-value projects.
- Candidates from companies involved in MEP contracting, HVAC, chiller systems, energy management, ESCO services, or building retrofit are preferred.
- Strong commercial acumen with the ability to identify profitable opportunities and develop winning sales strategies.
- Ability to generate new business independently through relationships, market intelligence, and proactive prospecting.
- Sufficient understanding of HVAC, MEP systems, and energy efficiency to engage credibly with engineering and technical stakeholders.
- Strong negotiation and closing capabilities with senior clients and procurement teams.
- Ability to develop long-term market and account strategies rather than focusing only on individual transactions.
- Excellent written and verbal communication skills.
Skills
- Sales strategy development
- Business development
- MEP solutions sales
- HVAC solutions sales
- Energy efficiency solutions sales
- Retrofit solutions sales
- ESCO solutions sales
- Market knowledge
- Relationship building
- Lead generation
- Sales pipeline management
- Consultative selling
- Commercial negotiation
- Market positioning
- Marketing campaign development
- Strategic alliances
- Technology partnerships
- Key account management
- Tender monitoring
- Energy saving potential identification
- Commercial viability assessment
- Technical and financial value proposition communication
- Commercial acumen
- Proactive prospecting
- Negotiation
- Closing capabilities
- Long-term strategy development
- Written communication
- Verbal communication
Location
- United Arab Emirates
Work Type
- Full-Time
Experience Level
- 12–18+ years
Benefits
- Competitive performance-based annual incentive
- Commission / incentive linked to achieved order booking and gross margin
- Annual performance bonus
- Company benefits as per company policy
- Medical insurance
- Annual leave and air-ticket benefits as per company policy
- Senior-management career progression opportunity
About the Company
- Al Shirawi Retrofit Engineering Solutions Co. L.L.C. (ASRES)