Sales and Marketing Manager

Role Overview

Sales and Marketing Manager at Al Shirawi Retrofit Engineering Solutions Co. L.L.C. (ASRES), based in the United Arab Emirates. Full-time position requiring 12–18+ years of relevant experience.

Company Overview

Al Shirawi Retrofit Engineering Solutions Co. L.L.C. (ASRES) is a retrofit and energy-efficiency solutions company operating across the UAE.

Role Purpose

Develop and execute ASRES's sales and business-development strategy across the UAE to drive revenue growth. The role demands independent identification of opportunities, strategic relationship-building, qualified lead generation, influence over decision-makers, sales-pipeline management and conversion of opportunities into profitable projects.

Key Responsibilities

Business Development & Sales Strategy

• Develop and implement ASRES's annual sales and business-development strategy.
• Establish sales targets, sector targets, account plans and business-development priorities.
• Identify high-value retrofit and energy-efficiency opportunities across the UAE.
• Develop strategies for entering new market segments and expanding ASRES's existing client base.
• Build a sustainable sales pipeline capable of achieving and exceeding annual business targets.
• Develop strategic approaches for both direct sales and partnership-led business development.
• Identify opportunities for long-term framework agreements and recurring retrofit programmes.

Market Development

• Develop ASRES's presence across key sectors including Government, semi-government entities, Hotels and hospitality, Retail, schools, industries and data centers.
• Develop ASRES's market positioning.
• Strengthen ASRES's reputation as a specialist retrofit company.
• Develop sector-specific marketing campaigns.
• Coordinate participation in industry exhibitions and conferences.
• Identify opportunities for strategic alliances and technology partnerships.
• Identify emerging market opportunities and establish ASRES as a preferred retrofit and energy-solutions partner.

Lead Generation & Opportunity Development

• Proactively identify potential clients and projects rather than relying solely on incoming enquiries.
• Develop key-account strategies.
• Map decision-makers and influencers within target organisations.
• Generate leads through personal networks, industry relationships, events and market intelligence.
• Monitor upcoming tenders and capital-improvement programmes.
• Identify buildings and facilities with significant energy-saving potential.
• Convert technical problems into commercially viable retrofit opportunities.

Solution Selling

• Employ a consultative sales approach rather than traditional product selling.
• Understand client requirements and position ASRES solutions around energy savings, operational reliability, lifecycle cost reduction, HVAC optimisation, chiller plant efficiency, Low Delta-T remediation, BMS optimisation and ESCO or performance-based contracting.
• Communicate the technical and financial value proposition of retrofit projects to both engineering and commercial stakeholders.

Commercial Responsibilities

• Achieve agreed annual sales targets.
• Achieve agreed order-booking targets.
• Achieve agreed gross-margin targets.
• Achieve agreed new-client acquisition targets.
• Achieve agreed key-account growth targets.
• Achieve agreed sales-pipeline targets and conversion ratios.
• Balance revenue growth with project profitability.

Qualifications & Experience

• Minimum 12–18 years of relevant sales and business-development experience.
• Significant experience in the UAE market.
• Proven track record in selling engineering, MEP, HVAC, energy, retrofit, ESCO or related technical solutions.
• Demonstrable history of achieving substantial sales targets.
• Strong existing network within UAE's property, FM, engineering and infrastructure sectors.
• Experience dealing with senior decision-makers.
• Strong commercial negotiation experience.
• Experience managing complex and high-value projects.

Preferred Background

• Experience from companies involved in MEP contracting, HVAC, chiller systems, energy management, ESCO services or building retrofit.

Skills & Competencies

• Strong commercial acumen with ability to identify profitable opportunities and develop winning sales strategies.
• Ability to generate new business independently through relationships, market intelligence and proactive prospecting.
• Sufficient understanding of HVAC, MEP systems and energy efficiency to engage credibly with engineering and technical stakeholders.
• Strong negotiation and closing capabilities with senior clients and procurement teams.
• Ability to develop long-term market and account strategies rather than focusing only on individual transactions.
• Excellent written and verbal communication skills.

Additional Information

• Employment Type: Full-time
• Location: United Arab Emirates
• Monthly Fixed Compensation: Final package depends on candidate's experience, existing UAE network, demonstrated sales performance and ability to deliver business growth.
• Competitive performance-based annual incentive.
• Commission and incentive linked to achieved order booking and gross margin.
• Annual performance bonus.
• Company benefits as per company policy.
• Medical insurance.
• Annual leave and air-ticket benefits as per company policy.
• Senior-management career progression opportunity.