Head Of Sales UAE And Oman

Company Description

Doka is a world leader in providing innovative formwork, solutions and services in all areas of construction. The company is also a global supplier of well-thought-out scaffolding solutions for a varied spectrum of applications. With 178 sales and logistics facilities in over 60 countries, Doka has a high-performing distribution network for advice, customer service and technical support on the spot and ensures that equipment is swiftly provided – no matter how big and complex the project. Doka employs 7,000 people worldwide and is a company of the Umdasch Group, which has stood for reliability, experience and trustworthiness for more than 150 years.

Ever since Doka’s arrival in the Middle East over twenty years ago, the UAE has played a strategic role in the company’s regional and global growth strategy, with Dubai remaining the company's operational headquarters for the Middle East and Africa (MEA). Operating from a 50,000 square-metres plot comprising an office, state-of-the-art warehouse and reconditioning facility, Doka Gulf has been setup to provide faster access to its highly valued customers, and the agility required to meet market demand. In line with our regional growth, Doka Gulf is currently looking to recruit a career driven professional to join its versatile team and support the company’s ongoing national expansion. The suitable candidate will be a qualified, natural team player who can add significant value to this highly dynamic team.

Job Description

Doka Gulf (UAE & Oman country organization) offers an exciting opportunity as Head of Sales who will be responsible for the development and implementation of sales strategies in order to exploit the market potentials. The Head of Sales will be accountable for expanding Doka’s presence in the United Arab Emirates and will be responsible for managing sales, sales targets, profitability management and strategy implementation, in addition to leadership responsibility for the Sales Team.

The Head of Sales is part of the Country Leadership Team and reports to the Managing Director.

Key Responsibilities Include

• Lead, manage and develop Sales personnel and support them to reach their individual and collective sales targets
• Establish clear sales targets that reflect market and client potential, and align with the overall company goals
• Maintain strong customer relationships with key clients and decision-makers
• Collaborate closely with the Head of Sales Support to ensure alignment of sales strategies and processes
• Develop and implement together with the Managing Director effective sales and marketing strategies to ensure continuous growth in sales and profitability, as well as a positive perception of our brand
• Keep up to date on market trends (key projects, competitors’ activities, etc.) and derive action plans
• Responsible for the sales plan, sales forecast accuracy and sales KPI benchmarking in the countries UAE and Oman
• Communicate effectively and collaborate with Engineering, Finance and Operations to ensure smooth and close collaboration between the departments
• Optimize offer processes including scope of supply and services, project calculation and contract management as well as order processes such as change orders, claims and service charges through effective monitoring
• Visualize the added value of management tools (e.g. CRM, Cockpit, Sales Dashboard, Power BI dashboards) and ensure effective utilization
• Maintain high accuracy of sales pipeline at any time
• Establish target alignments and conduct regular sales dialogues with employees, based on personal targets and ensure compliance
• Distribute leads comprehensively across the market to the sales team and ensure diligent follow-ups.
• Drive sales & margin goals, monthly forecasts including revenue by product & customer and ensure maximum growth rate
• Collaborate with management to produce plans, budgets, forecasts and subsequently deliver against these plans
• Coordinate with Engineering and Operations to ensure efficient use of resources and successful project delivery
• Ensure efficient and compliant project and contract management together with project managers and contract managers
• Head routine Sales Meetings together with Head of Sales Support including preparation and documentation
• Push Innovation Management
• Enhance and maintain compensation structures for the Sales Department
• Implement the value-based pricing method
• Act as a role model and continuously live and represent Doka’s strategy, values, leadership culture and code of conduct including applicable laws and regulations
• Foster a positive, collaborative work environment, promote a feedback-driven culture, and exemplify the company’s values and leadership principles
  
  

• At least 10 years of progressive sales experience, with 5+ years in a senior leadership role, ideally in the System Formwork, construction or engineering Industry
• Qualification in Civil Engineering, Business Management or equivalent
• Thorough understanding of the UAE and GCC markets, including regulatory frameworks
• Experience in building, mentoring, and managing high-performing sales teams across diverse nationalities and backgrounds
• Proficiency in spoken and written English is essential; knowledge of Arabic is preferred
• Excellent verbal and written communication skills, with the ability to negotiate complex deals and present to executive stakeholders
• Demonstrated ability to develop and execute sales strategies that align with business goals, including market penetration, revenue growth, and customer retention
• Strong sales management skills especially in defining offer strategies, negotiation and closing
• Good financial understanding/business acumen (Margin Drivers, Discount Policy, Pricing Strategies, …)
• Project & Key Account Management as well as job site experience, ideally in the UAE
• Proactive and effective interpersonal relationship & communication and feedback skills
• Strong track record of cultivating and maintaining relationships with key clients
• Proficiency in using CRM systems and sales analytics to drive performance, forecast trends, and optimise pipelines
• Be an entrepreneurial thinker and not afraid to think outside the box, take ownership and calculated risks
• Conceptual and analytical thinking, commercial awareness, customer orientation, creativity and assertiveness