business development executive Jobs in Dubai

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business development manager Jobs in Dubai

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business development manager healthcare

Balsam

We are seeking an experienced and proactive HR Manager to oversee all human resources functions and support the organization in building an engaged, efficient, and high-performing team.Requirements:<ul><li>Bachelor&rsquo;s degree in Human Resources, Business Administration, or a related field</li><li>Minimum 5 years of experience in Human Resources management</li><li>Preferably with experience in the healthcare sector</li><li>Strong knowledge of UAE labor law, HR policies, recruitment, employee relations, and performance management</li><li>Experience in developing and implementing HR processes, policies, and procedures</li><li>Excellent communication, leadership, and problem-solving skills</li><li>Ability to manage multiple priorities in a fast-paced environment</li></ul>Key Responsibilities:<ul><li>Manage the full employee lifecycle, including recruitment, onboarding, and offboarding</li><li>Develop and implement HR policies, procedures, and best practices</li><li>Ensure compliance with UAE labor regulations and healthcare requirements</li><li>Manage employee relations, performance appraisal, and staff engagement initiatives</li><li>Oversee manpower planning, workforce optimization, and training needs</li><li>Maintain accurate HR records and reports</li><li>Support management in organizational development and employee retention strategies</li></ul>Interested candidates are invited to submit their CV for considerationWork Location: In person

HR Manager

Adara Spa Retreat Dubai

Position OverviewAdara Spa Retreat is seeking an ambitious and results driven Corporate Relations &amp; Sales Manager to expand our corporate client portfolio. This role is dedicated exclusively to developing new business opportunities, securing long term corporate partnerships, and increasing revenue through strategic B2B relationships.The successful candidate will identify potential corporate clients, present tailored wellness solutions, negotiate agreements, and maintain strong relationships that generate consistent business for the spa.Key Responsibilities<ul><li>Identify and approach companies, hotels, residential communities, embassies, schools, healthcare providers, travel companies, and other organizations that can benefit from the Spa's services.</li><li>Develop and execute a proactive corporate sales strategy.</li><li>Generate qualified leads through networking, cold outreach, referrals, and business events.</li><li>Schedule and conduct meetings and presentations with decision makers.</li><li>Create customized corporate wellness packages and employee benefit programs.</li><li>Negotiate commercial terms and close partnership agreements.</li><li>Build long term relationships with HR departments, office managers, executive assistants, and procurement teams.</li><li>Maintain an active pipeline of opportunities and provide regular sales forecasts.</li><li>Work closely with the marketing team to support promotional campaigns targeting corporate clients.</li><li>Coordinate with spa operations to ensure successful execution of corporate agreements.</li><li>Represent Adara Spa Retreat at networking events, exhibitions, and community activities.</li><li>Continuously research new business opportunities and market trends.</li></ul>Key Performance Indicators<ul><li>Number of new corporate meetings secured each month.</li><li>Number of partnership agreements signed.</li><li>Monthly corporate revenue generated.</li><li>Annual contract value secured.</li><li>Corporate client retention rate.</li><li>Repeat bookings from corporate accounts.</li><li>Pipeline value and conversion rate.</li></ul>Qualifications<ul><li>Minimum 1 year of experience in corporate sales, business development, hospitality, luxury wellness, or related industries.</li><li>Proven track record of closing B2B partnerships.</li><li>Strong negotiation and presentation skills.</li><li>Excellent communication and relationship building abilities.</li><li>Self motivated with the ability to work independently.</li><li>Professional appearance and confident networking skills.</li><li>Fluent English is required. Additional languages are an advantage.</li></ul>What Success Looks LikeThe Corporate Relations &amp; Sales Manager will become the primary driver of corporate revenue by establishing long term relationships that consistently generate new guests, employee wellness programs, event partnerships, and recurring business for Adara Spa Retreat. Success will be measured by sustainable revenue growth, high quality partnerships, and strong client satisfaction.Reporting ToManaging PartnerPay: AED5,000.00 - AED10,000.00 per monthApplication Question(s):<ul><li>Where are you from?</li><li>Do you have a valid UAE drivers license?</li><li>Do you have your own visa in UAE?</li><li>Do you own a car?</li></ul>Work Location: In person

Corporate Relations & Sales Manager

SearchPlus HR

<div>We are seeking an experienced and dedicated Nurse Manager to join a reputed hospital or healthcare facility in the UAE.
The successful candidate will be responsible for overseeing nursing operations, managing nursing teams, maintaining high standards of patient care, and ensuring efficient clinical and administrative processes.
Key Responsibilities<ul><li>
Lead, supervise, and coordinate nursing teams across assigned departments.</li><li>
Ensure high standards of patient care, safety, and clinical quality.</li><li>
Develop staff schedules, manage staffing requirements, and allocate nursing resources effectively.</li><li>
Monitor nursing performance and support staff development.</li><li>
Conduct performance evaluations and identify training and development needs.</li><li>
Ensure compliance with hospital policies, clinical protocols, and infection-control standards.</li><li>
Monitor patient-care outcomes and implement quality-improvement initiatives.</li><li>
Coordinate with physicians, department heads, and other healthcare professionals.</li><li>
Manage nursing documentation, reports, and operational records.</li><li>
Address patient and staff concerns professionally and efficiently.</li><li>
Support recruitment, onboarding, orientation, and retention of nursing staff.</li><li>
Participate in audits, accreditation activities, and quality-assurance programs.</li><li>
Ensure effective utilization of nursing supplies, equipment, and resources.</li></ul> 

Requirements 
<ul><li>
Bachelor&rsquo;s degree in Nursing (BSN/BSc Nursing) or equivalent qualification.</li><li>
Master&rsquo;s degree in Nursing, Healthcare Management, or a related field is an advantage.</li><li>
Minimum 5 years of relevant nursing experience, with previous supervisory or management experience.</li><li>
Strong leadership and team-management skills.</li><li>
Excellent knowledge of nursing practices, patient safety, and quality standards.</li><li>
Experience in hospital operations and multidisciplinary healthcare environments.</li><li>
Strong communication, organizational, and problem-solving skills.</li></ul> 

Benefits 
<ul><li>
Performance-based incentives where applicable.</li><li>
Medical insurance.</li><li>
Annual leave and paid holidays.</li><li>
Annual air ticket/flight allowance as per employment package.</li><li>
Visa and relocation support as applicable.</li><li>
Professional development and career growth opportunities.</li><li>
Opportunity to work with reputed healthcare organizations in the UAE.</li></ul></div>

Nurse Manager in a Leading Healthcare Facility

Fakeeh University Hospital

ABOUT US
 Fakeeh Health is a pioneering healthcare group brought to the UAE by the esteemed founders of Fakeeh Care Group, KSA . With a strong legacy in clinical excellence, research & innovation, and academic integration, Fakeeh Health stands as a testament to our unwavering commitment to delivering holistic, high-quality, and accessible healthcare.
 
Fakeeh Health includes a network of patient-focused facilities led by our flagship, Fakeeh University Hospital , where Person-Centered Care (PCC) guides both patient and employee experiences. As a Planetree-aligned organization, we foster a supportive and empowering work culture. Our network also includes Fakeeh MediCenters across Dubai for accessible primary care, the tech-enabled Fakeeh Smart Clinic for hybrid physical and virtual care, and Fakeeh DaySurge , focused on minimally invasive, same-day procedures.
 
Aligned with our organizational values and PCC goals, we value professionals who bring experience in community engagement or corporate social responsibility (CSR), as such backgrounds reflect our shared commitment to meaningful social impact and community upliftment. JOB PURPOSE:
 The Business Coordinator / Business Executive is responsible for developing new business opportunities by building and maintaining relationships with corporate clients. This is a field-based role, with the primary focus on visiting identified corporate organizations, establishing key business contacts, and coordinating wellness initiatives that create opportunities for strategic partnerships and business growth.
 
The role requires planning and executing corporate wellness events as a gateway to expanding the organization's client network and generating new business. Over time, the position is expected to evolve into managing a dedicated profit center, with accountability for business development, revenue generation, and long-term client engagement. KEY RESPONSIBILITIES AND DUTIES:
 
Visit assigned corporate organizations throughout the year to establish and strengthen business relationships.
 
Identify and develop new business opportunities through corporate networking and client engagement.
 
Plan, coordinate, and execute corporate wellness events to create business opportunities and generate leads.
 
Build and maintain strong relationships with corporate decision-makers and key stakeholders.
 
Coordinate with internal teams to ensure the successful delivery of wellness programs and client requirements.
 
Monitor and report on business opportunities, client interactions, and event outcomes.
 
Support the achievement of business development and revenue targets, with the role evolving into managing a profit center
 
. Experience: 
Bachelor's degree in Business Administration, Marketing, Healthcare Management, or a related field.
 
2–5 years of experience in business development, corporate sales, account management, or client relationship management.
 
Experience in the healthcare, wellness, or service industry is preferred.
 
Demonstrated ability to build corporate relationships and generate new business opportunities.
 
Strong communication, networking, negotiation, and presentation skills.
 
Self-motivated, target-oriented, and willing to travel extensively for client meetings and corporate events
 
COMPETENCIES: 
Accountability & Role Understanding with Accreditation Knowledge
 Adaptability & Resilience
 Teamwork and Relationship Building with Cultural Alignment
 Talent Management and Development
 Compassionate and Effective Communication

Executive - Business Development

neo immigration consultants - fzco

Sales Manager / General Manager &ndash; Furniture Manufacturing | Joinery | Interior Fit-OutAbout the RoleWe are seeking an experienced and results-driven Sales Manager / General Manager to lead our sales and business development operations within the Furniture Manufacturing, Joinery, and Interior Fit-Out industry.The ideal candidate will have a proven track record of driving business growth, developing strategic client relationships, managing high-value projects, and achieving ambitious sales targets within the UAE market.Key Responsibilities<ul><li>Develop and execute strategic sales and business development plans to achieve company objectives.</li><li>Identify and secure new business opportunities within the residential, commercial, hospitality, retail, and corporate sectors.</li><li>Build and maintain strong relationships with architects, interior designers, consultants, developers, contractors, and key decision-makers.</li><li>Manage the complete sales cycle, including lead generation, client meetings, presentations, proposal preparation, negotiations, and contract closure.</li><li>Collaborate with estimation, design, production, procurement, and project teams to ensure smooth project execution and client satisfaction.</li><li>Monitor market trends, competitor activities, and emerging business opportunities.</li><li>Prepare sales forecasts, business reports, and pipeline updates for senior management.</li><li>Lead, mentor, and motivate the sales team to achieve individual and team performance targets.</li><li>Ensure exceptional customer service throughout the project lifecycle, from initial inquiry to project handover.</li><li>Represent the company at networking events, exhibitions, and industry meetings to strengthen brand presence.</li></ul>Requirements<ul><li>Bachelor's degree in Business Administration, Sales, Marketing, or a related field.</li><li>Minimum 5 years of UAE experience in a Sales Manager, Business Development Manager, or General Manager role within Furniture Manufacturing, Joinery, Interior Fit-Out, or Building Materials.</li><li>Proven track record of consistently achieving or exceeding sales targets.</li><li>Strong network with architects, consultants, developers, contractors, and interior design firms across the UAE.</li><li>Excellent leadership, communication, presentation, negotiation, and relationship management skills.</li><li>Strong commercial awareness and strategic business development expertise.</li><li>Proficiency in Microsoft Office; experience with CRM and ERP systems is an advantage.</li><li>Valid UAE Driving License is mandatory.</li></ul>Preferred Skills<ul><li>Strong understanding of furniture manufacturing processes, joinery works, and interior fit-out projects.</li><li>Ability to manage multiple high-value client accounts and business opportunities.</li><li>Excellent problem-solving, decision-making, and team leadership skills.</li><li>Strong analytical, forecasting, and reporting capabilities.</li><li>Ability to work under pressure and achieve challenging business targets.</li></ul>Benefits<ul><li>Competitive benefits package.</li><li>Career growth and leadership opportunities.</li><li>Dynamic and collaborative work environment.</li><li>Opportunity to work on premium residential, commercial, hospitality, and corporate projects across the UAE.</li></ul>If you are a highly motivated sales leader with extensive UAE experience in furniture manufacturing, joinery, or interior fit-out, we invite you to apply and become part of our growing team.Pay: AED17,000.00 - AED18,000.00 per monthApplication Question(s):<ul><li>Do you have at least 5 years of UAE experience in sales leadership within furniture manufacturing, joinery, or interior fit-out? Please describe the projects and products you've handled.</li><li>What types of clients have you worked with, and do you have an existing network of architects, consultants, developers, contractors, or interior designers in the UAE?</li><li>What was your annual or monthly sales target in your previous role, and what percentage of that target did you achieve?</li><li>Have you led a sales team and managed the complete sales cycle&mdash;from business development and client acquisition to negotiation, contract signing, and project handover?</li></ul>Work Location: In person

Sales Manager & GM (Furniture Manufacturing , Joinery & Interior Fitout)

MTL HUMAN RESOURCES CONSULTANCIES

URGENT HIRING &ndash; OMAN | PHARMACEUTICAL / MEDICAL SALES Meridian Trade Links is urgently recruiting experienced professionals for opportunities in Oman.Medical RepresentativeQualification:* B.Pharm or PharmD* Minimum 3&ndash;5 years of relevant experience in pharmaceutical/medical sales* Strong communication, sales, and relationship-management skills* Experience dealing with hospitals, clinics, pharmacies, or healthcare professionals will be an advantageSalary: OMR 1,000&ndash;1,100 per month (AED 10000-11000)Marketing Executive &ndash; Medical/HealthcareCandidates without B.Pharm or PharmD may also be considered for Marketing Executive positions if they have relevant experience in medical/healthcare sales or marketing.Requirements:* Relevant experience in medical/healthcare sales or marketing* Strong sales and business-development skills* Good communication and client-management abilitiesSalary: OMR 400&ndash;700 per month, depending on experience and suitability.Salary: OMR 400&ndash;700 per month (AED 4000-7000)Location: OmanRequirement: UrgentApply: HR@Meridiantradelinksuae.comContact: +971 50 663 0283Please send your updated CV with the position applied for mentioned clearly.Meridian Trade LinksPay: AED10,000.00 - AED11,000.00 per monthWork Location: In person

Medical Representative

SINCLAIR

<div>Sinclair is Hiring! Join Our Team as Commercial Lead - MEA
We are currently recruiting for Commercial Lead at Dubai. Commercial Lead &ndash; Middle East &amp; Africa 
Location: United Arab Emirates 
Reports to: Regional Vice President, EMEA
About the Role
We are looking for an entrepreneurial, commercially driven and highly experienced Commercial Lead &ndash; Middle East &amp; Africa (MEA) to lead the growth, transformation and commercial performance of our aesthetics business across the MEA region.
This is a high-impact leadership role for an individual with a strong track record in medical aesthetics, professional skincare, regenerative skin therapies, healthcare, consumer health or a closely related sector, with deep commercial experience in Saudi Arabia , United Arab Emirates as the 2 key markets and the wider Middle East and Africa markets.
The successful candidate will combine strong strategic thinking with a highly hands-on and execution-focused approach. They will have proven experience managing distributor-led commercial models, owning a P&amp;L, developing markets, building high-performing commercial teams and working cross-functionally with Marketing, Regulatory, Medical, Finance, HR, Supply Chain and other corporate functions.
A key priority for the role will be to accelerate business performance, strengthen the commercial organisation and implement change and restructuring where required to create a more agile, robust and scalable MEA business in a short period of time.
The ideal candidate is entrepreneurial by nature, commercially sharp and comfortable operating in an environment where they are expected to identify opportunities, make decisions quickly and personally drive execution.
Key Responsibilities
Commercial &amp; P&amp;L Leadership<ul><li>Own the overall MEA commercial strategy and P&amp;L, with accountability for revenue, profitability, market share and sustainable growth.</li><li>Develop and execute a clear regional commercial strategy aligned with the company's global objectives.</li><li>Identify and prioritise high-growth markets, channels, customer segments and product opportunities across MEA.</li><li>Drive revenue acceleration while ensuring strong commercial discipline, pricing governance and profitability.</li><li>Develop robust business plans, forecasts and budgets, translating regional strategy into clear country and channel objectives.</li><li>Monitor commercial performance through KPIs, dashboards and regular business reviews, taking decisive corrective action where required.</li><li>Balance short-term revenue delivery with long-term brand, customer and market development.</li></ul>
Distributor &amp; Market Management<ul><li>Lead and optimise the MEA distributor network, with particular emphasis on Saudi Arabia, UAE and the MEA markets.</li><li>Develop strong, performance-driven distributor partnerships with clear commercial targets, accountability and governance.</li><li>Assess distributor performance, capabilities and market coverage and take action to improve performance where required.</li><li>Lead distributor negotiations covering commercial terms, targets, pricing, forecasting, inventory, marketing investment and business plans.</li><li>Develop market-entry and expansion strategies for new territories and products.</li><li>Ensure distributors have the right commercial capabilities, field force, customer engagement model and execution plans to maximise market potential.</li><li>Build strong relationships with key customers, clinics, physicians, aesthetic practitioners, opinion leaders and strategic partners.</li><li>Bring deep knowledge and proven commercial experience in Saudi Arabia, including the aesthetics market, customer landscape, distributor ecosystem and local commercial dynamics.</li><li>Identify opportunities arising from the rapid development of the Saudi aesthetics, skincare and wellness sectors.</li><li>Build strong relationships with key stakeholders and customers across the Saudi market.</li><li>Ensure the commercial model is appropriately adapted to local market dynamics while remaining aligned with the broader EMEA strategy.</li></ul>
Commercial Organisation &amp; Leadership<ul><li>Lead, develop and inspire a high-performing MEA commercial organisation, including direct and indirect sales and commercial teams.</li><li>Assess organisational capabilities, structures and talent against future business requirements.</li><li>Implement changes to structure, roles, responsibilities and ways of working where required to improve effectiveness and accountability.</li><li>Establish clear performance expectations, KPIs and commercial ownership across the organisation.</li><li>Develop strong local leadership capability and succession plans.</li><li>Foster a culture that is entrepreneurial, accountable, customer-focused and driven by results.</li></ul>
Business Transformation &amp; Change<ul><li>Lead commercial transformation initiatives designed to rapidly strengthen and rebuild business performance.</li><li>Diagnose underperformance and translate insights into practical turnaround plans.</li><li>Lead organisational restructuring and change programmes where required, ensuring clear communication, engagement and execution.</li><li>Simplify processes, decision-making and organisational interfaces to create a more agile commercial organisation.</li><li>Challenge existing ways of working and identify opportunities to improve speed, effectiveness and customer impact.</li><li>Demonstrate the ability to operate effectively in periods of significant change, ambiguity and business transformation.</li></ul>
Cross-Functional Leadership<ul><li>Work closely with Marketing, Regulatory, Medical Affairs, Finance, HR, Supply Chain, Marketing, Quality and other functions to ensure effective execution of the regional business strategy.</li><li>Build strong cross-functional relationships and ensure alignment between commercial priorities and operational capabilities.</li><li>Partner with Regulatory and Medical teams to support successful product launches and market development.</li><li>Work with Supply Chain and Finance to improve forecasting, inventory management, working capital and profitability.</li><li>Partner with HR to ensure the organisation has the right structure, talent and capabilities to deliver the commercial strategy.</li><li>Ensure effective governance and communication between regional teams, distributors and global functions.</li></ul>
B2B &amp; Consumer Commercialisation
The successful candidate will have a strong understanding of both:
Key Success Measures
Success in the role will be measured by the ability to:<ul><li>Deliver sustainable MEA revenue and profitable growth.</li><li>Strengthen and optimise the business with focus on Saudi Arabia &amp; UAE and wider distributor network.</li><li>Improve distributor performance, accountability and market execution.</li><li>Build a high-performing and appropriately structured commercial organisation.</li><li>Successfully implement required business transformation and restructuring.</li><li>Accelerate the commercialisation of new and innovative products.</li><li>Increase market penetration and customer adoption.</li><li>Improve forecasting, commercial discipline and P&amp;L performance.</li><li>Build strong cross-functional collaboration across MEA and global functions.</li><li>Establish the MEA business as an agile, scalable and high-performing growth platform.</li></ul>
Experience &amp; Qualifications<ul><li>Significant senior commercial leadership experience within medical aesthetics, professional skincare, regenerative medicine, healthcare, consumer health, beauty or an adjacent industry.</li><li>Proven experience in a Commercial Director, General Manager, Regional Commercial Director, Country Manager or equivalent senior commercial role.</li><li>Strong and demonstrable Saudi Arabia experience is essential, with broad experience across the Middle East and Africa.</li><li>Proven track record of managing P&amp;L ownership and commercial performance.</li><li>Extensive experience managing distributor-led businesses and commercial partnerships.</li><li>Experience leading and developing commercial teams across multiple markets.</li><li>Demonstrated success in transforming, restructuring or turning around a business and delivering measurable improvement within a relatively short timeframe.</li><li>Strong experience working across Regulatory, Medical, Finance, HR, Supply Chain and other cross-functional functions.</li><li>Strong understanding of the medical aesthetics and/or professional skincare ecosystem.</li><li>Experience operating in complex, fast-paced and entrepreneurial environments.</li><li>Strong commercial acumen with the ability to understand market dynamics, financial drivers, pricing and profitability.</li><li>Excellent negotiation, influencing and stakeholder-management skills.</li><li>Strong strategic thinking combined with a highly hands-on, execution-oriented approach.</li><li>Bachelor's degree required; MBA or relevant advanced qualification would be advantageous.</li><li>Fluency in Arabic &amp; English required; French would be highly advantageous.</li></ul>
Leadership Profile
We are looking for a leader who is:<ul><li>Entrepreneurial &ndash; sees opportunities, takes ownership and is comfortable building rather than simply maintaining.</li><li>Commercially driven &ndash; relentlessly focused on growth, profitability, market opportunity and customer value.</li><li>Transformational &ndash; has the courage and capability to challenge the status quo and lead significant change.</li><li>Hands-on &ndash; able to move between strategy and execution and personally drive critical priorities.</li><li>Customer-centric &ndash; deeply understands physicians, clinics, distributors and consumers.</li><li>Agile and decisive &ndash; comfortable making decisions in a fast-moving and evolving market.</li><li>Collaborative &ndash; able to bring together Commercial, Medical, Regulatory, Finance, HR and Supply Chain around common objectives.</li><li>Resilient &ndash; thrives in challenging environments and can rapidly stabilise and rebuild performance.</li><li>People-focused &ndash; develops talent, creates accountability and builds high-performing teams.</li><li>Innovative &ndash; understands emerging trends across aesthetics, skincare, regenerative therapies and consumer wellness.</li><li>Strategic yet pragmatic &ndash; able to translate a vision into clear priorities, actions and measurable results.</li></ul>
What Success Looks Like
Within the first 12&ndash;18 months, the successful candidate will have established a clear and executable MEA growth strategy, strengthened UAE &amp; the Saudi Arabia and distributor business, optimised the commercial organisation, implemented necessary structural and operational changes, improved P&amp;L performance and created the foundations for sustainable regional growth.
This is an opportunity for an ambitious commercial leader to play a pivotal role in shaping the next phase of growth of a dynamic aesthetics business across one of the world's most attractive and rapidly evolving aesthetics markets. 
About Sinclair
Founded in 1971, Sinclair is a global medical aesthetics organisation, that delivers an extensive product range. With an in-house commercial infrastructure, including manufacturing and a network of distributors in leading global markets, our products are sold in 55 countries worldwide.
This is a great time to join Sinclair as we continue to increase our product range and expand into new markets and territories.<h5 class="jobSectionHeader"> 
Sinclair Values:</h5>
 Act with Integrity Consistently doing the right thing even when it&rsquo;s the hard choice; 100% Compliance with all rules, standard operating procedures and guidelines 
 Results-Driven Make a business impact in all you do, whether sales, efficiency, operational excellence; it should make a meaningful impact 
 Innovation-Centered Redefining Aesthetics, we must be pioneering in how we do business; this can be in products, in service models, or strategy
 Own It! Be Accountable for your decisions, actions and consequences; Be Reliable to your customers and colleagues
We have a real focus on developing our people, and by fostering an entrepreneurial culture, we encourage flexibility, accountability and autonomy. The company is full of opportunity for those who wish to grasp it. Our people thrive on engagement, development and a varied workload. You will often be included in projects that require you to collaborate cross-functionally.
This is an exciting opportunity to join a successful company, with big ambitions for the future.
If this sounds like you and you meet the requirements, please apply, we would love to hear from you.
Please note if we receive a high volume of applications, we may close the role before the closing date noted.
By making this application you give consent for personal information to be used in automated decision-making processes relating to key job requirements which are stated in this ad. 
Sinclair does not accept speculative or unsolicited CVs from Recruitment Agencies. Any unsolicited CVs received will be treated as property of Sinclair and Terms &amp; Conditions associated with the use of such CVs will be considered null and void</div>

Commercial Lead - MEA

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