Sales Lead - MENA

Job Purpose:

Reporting to the Business Unit Director – LFM and located in Dubai UAE, the Sales Lead - MENA will be working to grow our local sales pipeline. The Sales Lead should be proactive and driven to help us grow our facilities management business across the UAE and wider MENA region. The Sales Lead will be responsible for the development and closing of new business opportunities that are sold at a price to deliver the customers’ requirements without compromising our quality service within our target market sectors.

Responsibilities:

• To develop and build long-term professional customer relationships with existing, new and potential clients.
• Target and set meetings with key sector targets to introduce CBRE Excellerate Management and regional Business development team.
• Be able to present CBRE Excellerate and our offering to new clients and leads.
• Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.
• Grow the Local Facilities Management pipeline in UAE and wider MENA region by identifying new business opportunities for our business.
• To negotiate and successfully close sales opportunities to meet and exceed agreed sales targets within the target markets agreed by the leadership teams.
• To identify and build a long-term active pipeline, exploring both existing markets and targeting new market opportunities.
• Use innovative means to develop new sources of profitable business.
• Develop and execute commercial strategies to drive business growth and ensure alignment with company deliverables.
• Work closely with the Bids Executive and other Commercial and Sales Leads within the company (and within the region) to ensure we have clear understanding and knowledge of clients we are pursuing to understand price point, client needs as well as what is needed to secure the project and new business.
• Contribute to the development and delivery of high standard sales and tender documents and presentations, in line with Company standards. Generate tenders and relevant document preparation, using the specialist support functions (procurement, HR, QHS etc).
• Raise the company and business profile by representing CBRE Excellerate at industry events, high level networking and promoting an image of professionalism always.

Education:
Higher educational qualifications to HNC/D or degree would be beneficial, and commercial or finance knowledge and fundamentals.

Experience:

1. Minimum 03 years of proven Sales experience, as well as experience in proven commercial experience from a relevant background.
2. Ability to demonstrate experience of lead generation and growing a pipeline for an organisation.
3. Minimum of 3 years’ experience in the FM industry.
4. Fundamental understanding of all aspects of the FM Business.
5. Experience of dealing with a range of people including site clients, internal company management stakeholders as well as external client stakeholders.
6. Fluent in English is mandatory; arabic speaking is an advantage.

Aptitude:

1. Driven by targets and comfortable in a high-pressure sales environment.
2. Knowledge of financial terms and principles. Ability to analyse complex business/financial data and develop innovative solutions.
3. Excellent verbal and written communication skills.
4. Must be detail conscious and methodical in approach.
5. Able to lead direct and indirect reports.
6. Prioritizes and delegates effectively.

Character:

1. Must have sales mentality and be hungry to generate leads and secure new business.
2. Must demonstrate a strong sense of customer focus and promote a sense of team spirit within the office.
3. Must be able to influence others and engender confidence in senior managers through both face-to-face, telephone and written communication.
4. Self-motivated; able to prioritise demands and make decisions under pressure. Able to work as part of a multi-disciplinary team, providing support to other areas of the business on occasions, as required.
5. Comfortable with managing complexity.
6. Takes ownership of and directs work.
7. Maintains a regional (and global) perspective.
8. Warm and engaging demeaner.
9. Ability to assess circumstances, empathize and offer help.
10. Must be flexible to work outside core office hours from time to time, and to travel within the UAE and across the wider region if required.