Senior Sales Manager - East Gulf

Role Overview

Senior Sales Manager – East Gulf at Advansys. This role leads sales performance across the East Gulf territory, accountable for setting and delivering territory sales targets, leading a team of Sales Managers and Sales Executives, maintaining accurate sales forecasts, and developing strong vendor and partner relationships to enable successful deal closure.

Role Purpose

To drive sustainable revenue growth and target achievement across the East Gulf territory by leading a high-performance sales team, building and managing a qualified pipeline, executing territory sales strategy, and fostering cross-functional collaboration with Technical Sales, Sales Growth, Tendering, and Partners Management to close complex deals and secure order bookings.

Key Responsibilities

Territory Sales Strategy and Target Achievement

• Own the sales strategy and execution plan for the defined territory, translating company objectives into clear team and individual targets.
• Lead the team to achieve and exceed sales targets.
• Monitor territory performance, identify gaps and opportunities, and implement timely corrective actions.

Sales Leadership and Team Management

• Lead, coach, and develop a team of Sales Managers and Sales Executives, setting clear priorities, accountabilities, and performance standards.
• Run regular pipeline, forecast, and deal reviews to improve sales discipline, conversion, and execution quality.
• Build a high-performance sales culture focused on collaboration, ownership, and continuous improvement.

Forecasting and Pipeline Management

• Maintain an accurate, timely, and evidence-based territory sales forecast.
• Ensure opportunities are correctly qualified, updated, and progressed through the CRM and sales stages.
• Assess pipeline coverage and quality, balancing short-term closures with long-term growth.

Deal Leadership and Technical Sales Collaboration

• Direct the commercial approach for strategic and complex opportunities, including positioning, pricing, negotiation, and close plans.
• Work closely with Technical Sales to shape solutions, address customer requirements, demonstrate value, and remove barriers to closure.
• Coordinate internal stakeholders to secure approvals and deliver compelling, commercially sound proposals.

Lead Generation, Tendering, and Order Booking

• Partner with the Sales Growth and Tendering team to generate qualified leads and expand the territory pipeline.
• Lead the commercial coordination of RFP and tender submissions, ensuring responses are complete, competitive, compliant, and submitted on time.
• Drive opportunities from qualification through award, contracting, and accurate order booking.

Vendor and Sales Partner Management

• Build excellent relationships with vendors to strengthen opportunity support, improve commercial outcomes, and accelerate deal closure.
• Work closely with the Partners Management team to maintain strong, productive relationships with vendors and sales partners across the territory.
• Develop joint sales plans, align on priorities, and use partner capabilities to extend market reach and win strategic business.

Sales Governance and Reporting

• Provide clear reporting on forecasts, pipeline, bookings, target attainment, risks, and recovery actions.
• Maintain strong governance across pricing, discounting, contracting, CRM hygiene, and sales processes.
• Share market, customer, competitor, vendor, and partner insights with senior leadership to inform commercial decisions.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, Engineering, or a related field; relevant postgraduate or professional qualifications are an advantage.
• 8+ years of progressive B2B sales experience, including significant responsibility for a territory, sales target, and team.
• Proven success in forecasting accurately, building qualified pipeline, achieving revenue and order-booking targets, and closing complex opportunities.
• Demonstrated experience leading Sales Managers and Sales Executives and improving team performance.
• Strong record of working with vendors, channel partners, technical sales teams, and tendering functions, ideally within the Gulf region.

Skills & Competencies

• Strong commercial judgment, negotiation, presentation, and executive stakeholder-management skills.
• Advanced capability in territory planning, pipeline management, forecasting, account prioritisation, and deal strategy.
• Ability to interpret customer requirements and coordinate commercial and technical teams to develop winning solutions.
• Experience managing RFP and tender submissions, pricing approvals, contracting, and order-booking processes.
• Proficiency in CRM systems, Microsoft Office applications, and sales reporting tools.
• Highly results-oriented, accountable, and resilient, with a consistent focus on achieving sales targets.
• Confident people leader who coaches effectively, communicates clearly, and creates alignment across teams.
• Collaborative relationship-builder who earns trust with customers, vendors, sales partners, and internal stakeholders.
• Structured, proactive, and decisive, with the ability to manage multiple priorities in a fast-moving territory.

Additional Information

Key Performance Indicators

• Achieve at least 100% of the approved annual territory sales targets, measured quarterly and annually.
• Maintain quarterly forecast accuracy of at least 90%, with committed opportunities supported by documented close plans and customer evidence ensuring CRM is fully reflecting the forecasts accurately.
• Ensure a minimum of 95% success rate in annual renewals from existing customers.
• Maintain qualified pipeline coverage of at least 3 times the remaining sales target for the relevant measurement period.
• Constantly improve the prior-year territory win rate.
• Deliver 100% of approved RFP and tender submissions by the deadline, with full compliance to mandatory requirements and internal approval processes.
• Ensure at least 80% of direct reports achieve their individual quarterly sales targets, supported by monthly coaching and documented performance reviews.