1. Territory Sales Strategy and Planning
• Develop and execute the annual territory sales plan for the United Arab Emirates in alignment with company
budgets and Sales Director priorities.
• Translate sales, revenue, gross-margin, backlog, and collection objectives into clear team and account-level plans.
• Develop account and project coverage across the United Arab Emirates, ensuring balanced attention to major
customers, consultants, contractors, channels, and growth sectors.
• Allocate coverage and priorities across Key Account Managers and Sales Executives while preventing account
duplication or gaps.
• Maintain documented plans for key accounts, strategic projects, channel partners, consultants, and customer
segments.
2. Lead Generation and Enquiry Management
• Drive structured lead generation through direct sales activity, referrals, consultants, contractors, developers,
system integrators, channel partners, marketing inputs, and approved market-development initiatives.
• Ensure every relevant enquiry is acknowledged promptly and registered in SLT CRM with clear ownership.
• Ensure lead, customer, contact, enquiry, and opportunity records are created without avoidable duplication.
• Monitor ageing, follow-up, and next actions so that enquiries do not remain unattended.
• Escalate unclear ownership, territory overlap, or strategic-account conflicts to the Sales Director.
3. Qualification and Opportunity Management
• Lead disciplined qualification of customer need, project scope, decision process, budget position, timing,
competition, technical requirements, commercial potential, and payment risk.
• Confirm whether an enquiry should progress as a qualified opportunity, remain under development, or be closed
with a documented reason.
• Ensure qualified opportunities are created and maintained in SLT CRM with the information required for solution
development, estimation, forecasting, and management review.
• Review opportunity quality and stage progression with Key Account Managers and Sales Executives.
• Protect team capacity by prioritizing commercially credible opportunities and escalating major strategic
opportunities early.
4. Customer and Key Account Management
• Build senior relationships with developers, consultants, architects, contractors, system integrators, distributors,
facility-management organizations, corporate customers, and institutional customers.
• Establish account plans for high-value or strategically important customers.
• Maintain visibility of customer decision-makers, influencers, procurement stakeholders, payment stakeholders, and
technical approvers.
• Lead customer reviews, solution discussions, commercial negotiations, and issue resolution for major
opportunities.
• Ensure customer commitments are accurate, documented, and achievable before they are communicated.
5. Solution and Estimation Coordination
• Provide complete customer and opportunity inputs to Engineering & Products Design and Estimation.
• Ensure solution requirements, drawings, specifications, quantities, performance expectations, site constraints, and
commercial assumptions are clarified before quotation.
• Coordinate standard and bespoke solution development without allowing Sales to make unsupported technical
commitments.
• Confirm that Estimation uses the current approved Master List Price and obtains Supply Chain & Pricing input for
new products, new solutions, or missing price data.
• Monitor quotation progress and remove Sales-side information delays.
6. Quotation and Commercial Review
• Review quotations and proposals for scope alignment, commercial completeness, price positioning, margin,
exclusions, validity, delivery assumptions, payment terms, and customer-specific risks.
• Apply Sales Director pricing guidance and authorized pricing multipliers consistently.
• Ensure quotation approval is obtained from the appropriate Sales management authority before customer release.
• Escalate special pricing, unusual contractual conditions, non-standard payment terms, or margin exceptions
through the approved authority route.
• Ensure each quotation revision is controlled and reflected against the correct SLT CRM opportunity.
7. Business Forecasting
• Own the accuracy of the territory sales, revenue, margin, and collection forecast.
• Review forecast inputs from SLT CRM against documented customer activity, quotation status, decision timing,
expected order date, expected revenue timing, margin, payment terms, and collection assumptions.
• Compare forecast performance with approved territory targets and identify gaps early.
• Challenge unsupported probability, value, date, stage, and margin assumptions.
• Present corrective actions, priority opportunities, risks, and required escalations to the Sales Director.
8. Negotiation and Order Conversion
• Lead or support customer negotiation within delegated authority.
• Confirm that the final customer order matches the approved quotation, agreed scope, price, quantities, delivery
assumptions, and commercial conditions.
• Ensure deviations between the order and quotation are resolved before conversion.
• Coordinate any required revision, exception approval, or customer clarification.
• Maintain the opportunity and order-conversion status accurately in SLT CRM.
9. Finance Clearance and Confirmed Backlog
• Submit the complete commercial order package to Finance for validation of payment terms and commercial
clearance.
• Ensure credit, advance-payment, security, documentation, or other commercial requirements identified by Finance
are resolved before backlog confirmation.
• Do not represent an order as confirmed backlog until the required Finance clearance is complete.
• Confirm that SLT CRM reflects the approved order value, margin, payment terms, expected revenue, collection
timing, and backlog status.
10. Formal Handover
• Ensure every confirmed backlog item is formally handed over to Supply Chain & Pricing and then to Customer
Services Operations where applicable.
• Provide the approved quotation, customer order, scope, specifications, quantities, delivery commitments, payment
conditions, exclusions, risks, customer contacts, and required supporting documents.
• Conduct a structured handover review for complex, bespoke, strategic, or high-risk orders.
• Close Sales ownership of the process only after the receiving functions acknowledge that the handover information
is complete.
11. Collection Visibility and Commercial Support
• Maintain visibility of expected collections associated with territory orders and customer accounts.
• Support Finance by addressing customer-side commercial clarifications, disputed scope, missing documentation,
or relationship issues affecting collection.
• Ensure collection risks are reflected in forecasting and escalated promptly.
• Avoid making payment concessions without appropriate authorization.
12. Team Leadership and Performance
• Set clear objectives for Key Account Managers and ensure aligned objectives are cascaded to Sales Executives.
• Conduct regular pipeline, forecast, quotation, account, and performance reviews.
• Coach the team in technical-commercial selling, account planning, negotiation, CRM discipline, forecasting, margin
protection, and collection awareness.
• Identify capability gaps, training needs, succession requirements, and performance concerns.
• Promote collaboration across territories and functions rather than internal competition or information withholding.
13. Market Intelligence and Reporting
• Monitor market activity, competitor positioning, customer expectations, channel developments, project trends, and
emerging technology requirements.
• Provide structured territory intelligence to the Sales Director and relevant functions.
• Report pipeline, quotation, order intake, backlog, revenue, margin, collection, conversion, risk, and team
performance.
• Ensure management reports reconcile with SLT CRM and approved financial information.
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