Sales & Business Development Manager

#### **Job Summary** * The Sales \& Business Development Manager is responsible for leading the commercial activities of the Cable Vision Division to achieve approved targets for revenue growth, order intake, gross margin, collections, customer acquisition and retention. * The position develops and manages the sales pipeline, identifies tenders and new market opportunities, manages key accounts, oversees commercial proposals, and strengthens relationships with consultants, clients, principals, suppliers and technology partners. The role is also responsible for developing maintenance contracts, system upgrades and recurring service revenue. #### **Duties and Essential Job Functions** **Sales and Business Growth** * Develop and implement the annual sales and business development plan in coordination with the Division Manager. * Achieve approved targets for revenue, order intake, gross margin, profitability and collections. * Identify new customers, projects, products and market opportunities in Qatar. * Develop cross\-selling opportunities with other Almuftah Group divisions. * Conduct market and competitor analysis and recommend suitable growth strategies. * Prepare sales budgets, forecasts and periodic commercial reports for the Division Manager. **Sales Pipeline and Customer Management** * Develop and maintain an updated sales pipeline covering leads, enquiries, tenders, proposals and expected orders. * Monitor sales opportunities and ensure timely follow\-up to improve conversion rates. * Prepare accurate monthly, quarterly and annual sales forecasts. * Manage key accounts and maintain strong relationships with clients, consultants, contractors and decision\-makers. * Acquiring new customers through market visits, networking, presentations, registrations and tender participation. * Monitor customer satisfaction, resolve commercial concerns and improve customer retention. **Tenders and Commercial Proposals** * Identify relevant public and private tenders and upcoming projects. * Coordinate with the technical, estimation, procurement and finance teams to prepare complete technical and commercial proposals. * Ensure that tenders and quotations are submitted accurately and within the required deadlines. * Maintain an updated tender register and follow up on submitted proposals until final award or closure. * Review the outcome of successful and unsuccessful bids and recommend improvements. **Pricing, Negotiation and Contract Review** * Review project costs, pricing, discounts and margins before submitting proposals for approval. * Maintain pricing discipline and ensure that quotations meet approved profitability targets. * Lead commercial negotiations with customers while protecting the company’s profitability and contractual position. * Review payment terms, warranties, penalties, delivery obligations and other commercial conditions. * Identify and escalate contractual, credit or commercial risks to the Division Manager and relevant departments. * Ensure that major discounts, contractual commitments and commercial exceptions receive the required approval. **Collections and Financial Performance** * Coordinate with Finance to monitor invoices, customer credit limits, outstanding payments and overdue accounts. * Follow up with customers to ensure timely collection of payments. * Report collection risks and recommend corrective action for delayed or high\-risk accounts. * Monitor actual sales, order intake, margins and collections against approved targets. **Consultant Approvals and Vendor Registration** * Obtain and maintain consultant approvals for the division’s products, systems and technical solutions. * Manage vendor registrations and prequalification requirements with existing and prospective customers. * Ensure that company profiles, licenses, certificates, project references and technical documents remain updated. * Maintain records of approvals, registrations, prequalification and renewal dates. **Maintenance and Recurring Revenue** * Develop annual maintenance contracts, service agreements, upgrades and other recurring\-revenue opportunities. * Work with technical and service teams to identify systems requiring maintenance, renewal, replacement or upgrading. * Maintain an updated register of maintenance contracts and ensure timely follow\-up on renewals. * Monitor maintenance contract revenue, profitability and customer\-renewal rates. **Principals, Suppliers and Technology Partners** * Maintain strong business relationships with principals, suppliers, manufacturers and technology partners. * Negotiate competitive pricing, discounts, credit terms, warranties, technical support and training. * Coordinate joint customer visits, presentations and business development activities with partners. * Identify new products, solutions and technology partners that can strengthen the division’s portfolio. * Evaluate supplier and principals’ performance and recommend improvements when required. **Team Leadership and Coordination** * Lead and monitor the performance of the sales and business development team. * Set clear individual and team targets and conduct regular performance reviews. * Coordinate with technical, estimation, procurement, project and service teams to provide suitable and profitable customer solutions. * Ensure the proper handover of awarded projects to the execution team, including the agreed scope, price, schedule and commercial terms. * Identify training needs and support the development of the sales and commercial team. **Reporting and Responsibilities** * Submit regular reports on sales, order intake, margins, pipeline, forecasts, collections, tenders and customer retention. * Represent the division in commercial meetings when authorized by the Division Manager. * Support the Division Manager in preparing budgets, growth plans and commercial strategies. * Refer major pricing decisions, contracts, commitments and commercial risks to the Division Manager for final approval. * Perform other related duties relevant to the position as assigned by the Division Manager or Senior Management. **Other Responsibilities** * Maintain the confidentiality of the company’s pricing, customer, supplier and commercial information. * Represent the company professionally during client meetings, presentations, exhibitions and industry events. * Participate in relevant training programs, seminars and exhibitions to remain informed about technologies, products and market developments. * Comply with the company’s policies, procedures and approved authority matrix. #### **Job Specifications** **Educational Qualification** * Bachelor’s degree in Communications Engineering, Electrical Engineering, Electronics Engineering, Business Administration, Marketing or a related discipline. * A postgraduate qualification in business, sales or marketing is an advantage. **Professional Experience** * Minimum of 8 years of relevant experience in sales and business development, including at least 3 years in a managerial or supervisory capacity. * Proven experience in ELV, cable television, broadband, telecommunications, ICT, security systems or technology system\-integration solutions. * **Relevant sales and business development experience in Qatar is required.** * Demonstrated experience in handling tenders, key accounts, consultant approvals, vendor registrations and commercial negotiations. * Proven track record of achieving revenue, order intake, profitability and collection targets. **Licenses/Certifications** * Professional certification in sales, marketing, contract management or project management is an advantage. * A valid Qatar driving license is preferred. **Competency** * Strong knowledge of the Qatar ELV, telecommunications and system\-integration market. * Strong sales, business development and key\-account management capabilities. * Sounds understanding of cable television, broadband, communications, ELV and technology solutions. * Excellent commercial awareness and financial acumen. * Ability to prepare and manage sales budgets, forecasts and pipelines. * Strong tender\-management and proposal\-development skills. * Excellent pricing, negotiation and contract\-review abilities. * Ability to identify contractual, credit and commercial risks. * Strong relationships with clients, consultants, contractors and industry stakeholders in Qatar. * Proven ability to develop and maintain relationships with principals, suppliers and technology partners. * Strong leadership, coaching and performance\-management skills. * Excellent analytical, problem\-solving and decision\-making abilities. * Ability to communicate and engage effectively with senior client executives. * Results\-oriented, accountable and customer\-focused approach. * Strong organizational and time\-management skills. * Proficiency in Microsoft Office, customer relationship management systems and sales\-reporting tools. * High level of professionalism, integrity and confidentiality. * Bilingual proficiency in English and Arabic, with relevant sales and business development experience in Qatar, is preferred. **Special Conditions/Instructions** * The position requires regular customer visits, consultant meetings, tender follow\-ups and business development activities within Qatar. * The position may require attendance at meetings, exhibitions or industry events outside regular working hours. * Final approval for pricing, contracts, budgets, major discounts and binding commercial commitments remains with the Division Manager. * Perform other related duties relevant to the position as may be assigned by the superior. **Job Category:** Sales **Job Type:** Full Time **Company:** Almuftah Cable Vision **Location:** Doha