Job Description
Overview
Lutron is seeking a high-impact Hospitality Closing & Channel Manager in Dubai to accelerate growth across the Middle East hospitality sector. This strategic role is focused on converting specifications into revenue by driving projects through the final stages of the sales cycle and strengthening Lutron’s hospitality channel ecosystem.
As the regional lead for project conversion, you will collaborate closely with specification sales teams, hospitality account executives, developers, contractors, and channel partners to secure project wins. You will also be responsible for developing and enabling Lutron’s Hospitality Technology Integrator (HTI) network, building contractor relationships, and expanding market influence across the region.
Responsibilities
Drive Project Conversion & Revenue Growth
- Own the transition of hospitality projects from specification to award, maximizing revenue conversion.
- Partner with specification sales, hospitality account executives, developers, and consultants to maintain Lutron’s preferred position throughout the bidding process.
- Manage a regional opportunity pipeline, identify risks, and execute recovery plans.
- Lead commercial negotiations with contractors and developers to secure project wins.
- Manage and expand Lutron’s Hospitality Technology Integrator (HTI) network across the Middle East.
- Establish clear sales targets, performance expectations, and accountability measures for channel partners.
- Deliver structured sales enablement and training programs to strengthen technical expertise and competitive positioning.
- Identify capability or geographic gaps and recruit strategic partners where needed.
- Develop senior-level relationships with electrical contractors, general contractors, low-voltage contractors, and other key project stakeholders.
- Position Lutron as the preferred solution through education, value-engineering support, and commercial engagement.
- Support HTIs in developing local contractor networks and increasing project influence.
- Drive adoption of Lutron solutions throughout the project lifecycle.
- Grow Lutron’s footprint across key hospitality markets, including major regional and GIGA projects.
- Monitor competitive activity, pricing trends, and market developments to maintain leadership.
- Represent Lutron at hospitality industry events, customer meetings, and regional conferences.
- 10+ years of professional sales experience, including at least 5 years in hospitality, construction, or complex project‑based solution sales.
- Demonstrated success closing multi‑stakeholder, high‑value deals involving developers, architects, consultants, contractors, and other project influencers.
- Proven experience managing dealer, distributor, or partner networks across multiple territories, with a track record of driving channel performance.
- Understanding of the construction project lifecycle, commercial negotiations, and long‑cycle project sales processes.
- Experience with lighting controls, building automation, smart building technologies, or related systems strongly preferred.
- Fluency in English.
- Willingness to travel extensively across the Middle East (50%+) to engage customers, partners, and project stakeholders.
- Established relationships within the regional hospitality development community are a significant advantage.
Lutron Electronics is an Equal Opportunity – Affirmative Action – Employer. We welcome qualified, motivated applicants regardless of race, color, religion, sex, national origin, age, disability or genetics
Job Details
| Role Level: | Not Applicable | Work Type: | Full-Time |
|---|---|---|---|
| Country: | United Arab Emirates | City: | Dubai |
| Company Website: | https://www.lutron.com/europe/pages/default.aspx | Job Function: | Franchise & Channel Management |
| Company Industry/ Sector: |
Appliances Electrical And Electronics Manufacturing Wholesale Building Materials And Computers And Electronics Manufacturing | ||
What We Offer
About the Company
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