Sales Manager

Group overview

Headquartered in Riyadh, Saudi Arabia, we operate construction and manufacturing businesses, design and development centers, and a host of facilities in the Middle East and other countries.

alfanar is involved in:

• Electrical, electromechanical and civil engineering construction
• Manufacturing and marketing electrical construction products
• Allied engineering services

Our main divisions:

• alfanar Electric
• alfanar Construction
• alfanar Building Systems

alfanar Electric

alfanar Electric is the industrial arm of alfanar, manufacturing a variety of low, medium, and high voltage electrical construction products.

alfanar Electric operates industries in:

• Riyadh and Jubail, Saudi Arabia
• Dubai, UAE
• London, UK

alfanar has a development and engineering center in Chennai, India.

Industrial complex, Riyadh

The center of alfanar’s industrial activities is alfanar Industrial Complex situated in the Third Industrial Zone on Al-Kharj Road, Riyadh.

Spread across 700,000 square meters, the complex houses alfanar’s facilities.

The complex has a comprehensive infrastructure including a data and communication center as well as a commercial zone.

Job purpose

To drive sales growth by leading planning, customer engagement, and revenue generation activities, while ensuring alignment with company objectives, policies, and approved delivery capabilities.

Key accountability areas

Sales strategy and revenue growth

• Develop and execute sales plans to achieve revenue and growth targets
• Identify and pursue new business opportunities across assigned markets and customers
• Drive pipeline development, opportunity conversion, and recurring revenue growth

Commercial and financial management

• Own sales performance against budget, including revenue, margins, and profitability
• Monitor sales results and initiate corrective actions to address performance gaps
• Support pricing strategies, quotations, and commercial negotiations

Customer relationship management

• Build and maintain strong relationships with customers, consultants, and key stakeholders
• Lead commercial discussions, negotiations, and contract clarifications
• Address customer concerns and ensure high levels of customer satisfaction

Sales coordination and internal alignment

• Coordinate with internal teams to ensure alignment between sold scopes and execution capabilities
• Support smooth handover of awarded contracts to delivery teams
• Participate in sales reviews, forecasting, and management reporting

Documentation and order management

• Ensure accuracy and completeness of sales documentation, proposals, and contracts
• Ensure sales orders are booked in line with company policies and system requirements
• Support invoicing planning and commercial follow-up with finance teams

Agreement and contract management

• Manage the lifecycle of customer agreements, including utilization tracking and renewals
• Drive contract value optimization through upselling and cross-selling opportunities

Market intelligence and improvement

• Monitor market trends, customer needs, and competitor activities
• Provide input to improve sales processes, tools, and offerings

Role accountability

HR proficiency:

• Ability to recruit, recognize, and cultivate high performers and expose them in order to create a robust second line of management
• Ability to recognize low performers and guide them to improve or release them
• Ability to treat subordinates equally without any discrimination
• Assessment criteria of subordinates is performance that leads to planned results
• Ensure availability of delegation of authority matrix to have sufficient delegations as per company policy

Responsibility:

• Must take full responsibility for his operation as per the job description and the required deliverables from this position, taking into consideration the general company guidelines
• Able to anticipate problems and make the necessary proactive steps to prevent them
• Ability to take necessary and proper timely decisions

Delivery:

• Deliver the required results in a timely manner with required quality and cost

Making a tangible difference:

• Must make a tangible difference to his area of operation and exceed business expectations

Business planning and performance:

• Able to transform the corporate goals into business plans
• Able to plan, follow up, and execute those plans, whether they are annual or development plans
• Monitor the plan performance and initiate action to strengthen results and take corrective action accordingly
• Provide periodic work progress reports
• Responsible for monitoring and controlling budgets and expenses to achieve optimum cost efficiency

Organizational development:

• Develop the organizational structure according to the current requirements taking into consideration future and development plans
• Ensure availability of job descriptions for all job roles and deployment

Business process improvements:

• Develop, coordinate well-defined written systems, policies, procedures, and seek automation opportunities as much as possible
• Should be conversant and able to navigate through IT solutions especially those relevant to his job and business
• Promote the automated systems and using them fully to spread its culture

Quality:

Quality is considered alfanar’s prime competitive advantage; as such, managers are expected to act accordingly.

Adaptation:

Adapt to new and alternative techniques, technologies, management structures, and business models.

Health, safety and environment:

Ensure a safe, secure, and legal work environment as per the standard regulations.

Academic qualification

Bachelor degree in electrical engineering or any relevant field

Work experience

6 to 10 years

Technical / functional competencies

• Market analysis
• Market segmentation analysis
• Customer relationship marketing
• Marketing and sales strategies
• Sales forecasting
• Sales planning
• Sales promotions
• Sales research
• Sales trend analysis