About the Role
The company's Autonomous Solutions division is looking for a Business Manager - Middle East to drive profitable sales growth, develop new business, and strengthen the company's presence across the Middle East, focusing primarily on GCC markets. This position is based in the UAE, in Dubai or Abu Dhabi, and requires frequent customer visits and regional travel.
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Responsibilities
As Business Manager - Middle East, you will be responsible for the following activities:
- Deliver agreed regional revenue, margin, and new-business targets, focusing on net-new sales.
- Develop and execute territory, account, and opportunity plans for priority countries, sectors, and customers.
- Identify, qualify, and progress opportunities through a disciplined sales process, maintaining accurate CRM records, pipeline values, close dates, and forecasts.
- Build trusted relationships with customer decision-makers, technical users, procurement teams, and senior stakeholders.
- Prepare and coordinate quotations, tenders, proposals, and presentations, securing required commercial, legal, and technical approvals.
- Lead commercial negotiations within delegated authority and ensure an effective handover of won business to operations and support teams.
- Grow existing accounts through renewals, cross-selling, new-product adoption, and identification of changing customer requirements.
- Identify new customers, market segments, applications, and routes to market across marine, offshore, shipping, ports, and related technology sectors.
- Develop regional go-to-market plans and provide structured market intelligence and voice-of-customer feedback to internal stakeholders.
- Coordinate with operations, technical support, logistics, finance, legal, and commercial teams to support the delivery of customer commitments.
- Monitor partner service levels and customer experience, escalating material safety, commercial, compliance, or reputational risks promptly.
- Provide accurate sales, pipeline, forecast, and regional activity reporting, and operate in accordance with company policies, delegated authorities, and applicable laws.
Qualifications
Must Have:
- At least five years of successful technical sales, regional sales, or business development experience. Broader experience is preferred for candidates without a relevant degree.
- Experience preparing forecasts, managing a CRM pipeline, responding to RFQs or tenders, and negotiating commercial agreements.
- Practical knowledge of the Middle East business environment, particularly the UAE and wider GCC, including relationship-led selling and regional commercial practices.
- Experience coordinating customer-facing operational or technical issues across internal functions and external partners.
- Fluent written and spoken English.
- A valid driving licence and the ability to travel regularly throughout the region and internationally.
- Commercial acumen, strong consultative selling and negotiation skills, and the ability to translate technical capabilities into clear customer value.
Nice To Have:
- A degree in engineering, marine technology, business, or a related discipline, or equivalent relevant experience.
- Experience in marine, maritime, offshore, ports, positioning, navigation, industrial technology, or a closely related sector.
- Arabic language skills.
- Experience developing regional go-to-market plans for new products or services.
- Experience working with approved service partners and monitoring partner service levels.
Key Success Factors
- Achievement of revenue, margin, and net-new sales targets.
- A healthy qualified pipeline, strong opportunity conversion, and accurate forecasting.
- Growth in new customers, products, segments, and partner-led opportunities.
- High-quality, timely CRM records, reporting, and commercial handovers.
- Effective coordination, escalation, and closure of regional operational issues.
- Strong customer satisfaction, receivables performance, and adherence to safety, compliance, and commercial controls.
