Summary
AW Rostamani Group is seeking an Area Sales Manager to grow heavy equipment sales and manage strategic customer relationships in Dubai and across the UAE. The role covers account planning, opportunity development, site visits, contract negotiations, sales forecasting, and coordination with internal teams and aftersales. Applicants should have a bachelor’s degree or diploma in a relevant field and 8 to 10 years of heavy equipment sales experience in the UAE or GCC, including success with major accounts and high-value contracts. A valid UAE driving licence and excellent written and spoken English are required; Arabic is an advantage.
The posting
As published on awrostamani.com. Pulled from the employer's site and shown as they wrote it.
Job Purpose
The Area Sales Manager – Heavy Equipment is responsible for developing and managing strategic relationships with major customers across the construction, mining, quarrying, crushing, infrastructure, and industrial sectors to drive sustainable sales growth. The role focuses on acquiring and managing key accounts, identifying new business opportunities, and expanding market share through a consultative and solution-based sales approach.
The ideal candidate will possess a strong and established network of decision-makers within the UAE heavy equipment industry, a proven track record of successfully securing high-value contracts, and the ability to develop and grow strategic customer relationships. The individual should be highly motivated, commercially driven, and capable of building long-term partnerships with major organisations.
Job Responsibilities
Strategic Growth & Account Planning
- Identify new business opportunities with large fleet owners, contractors, project developers, and industrial customers.
- Develop and maintain strong relationships with major accounts across the mining, quarrying, construction, infrastructure, and industrial sectors.
- Develop and execute strategic account plans to increase market share and strengthen business presence.
- Conduct regular site visits to customer offices, project sites, mines, quarries, and construction locations.
- Monitor market trends, industry developments, and competitor activities to identify and capture emerging opportunities.
- Utilise consultative and solution-based selling techniques to demonstrate product value and competitive advantages.
- Continuously enhance technical knowledge of construction equipment, heavy machinery, and related industry technologies.
Financial & Commercial Performance
- Achieve assigned sales targets, revenue objectives, and profitability goals for heavy equipment sales.
- Lead negotiations for major tenders, high-value contracts, and long-term supply agreements.
- Promote aftermarket solutions, including service contracts, extended warranties, spare parts, accessories, and customer support programmes.
- Ensure adherence to financial policies, credit approval processes, and Standard Operating Procedures (SOPs).
- Provide accurate sales forecasts, pipeline updates, and commercial reports to senior management.
Operational & CRM Management
- Manage the complete sales cycle, from prospecting and opportunity development through to contract award and order fulfilment.
- Maintain comprehensive customer records and ensure all sales activities are accurately recorded within the CRM system.
- Ensure full compliance with GIA policies, Anti-Money Laundering (AML), and Know Your Customer (KYC) requirements.
- Follow company procedures relating to equipment sales, financing, registration, insurance, and payment processing where applicable.
- Maintain accurate documentation and ensure the timely submission of all required sales-related paperwork.
- Adhere to ISO standards and SOP-driven sales processes to ensure operational consistency and quality.
Team & Stakeholder Management
- Lead, coach, and mentor the sales and account management team to achieve business objectives and sales targets.
- Work closely with internal departments to ensure seamless equipment delivery and high levels of customer satisfaction.
- Support post-sales activities by collaborating with aftersales and service teams to maintain strong customer relationships and account retention.
- Act as the primary liaison between customers and internal stakeholders, including finance, logistics, operations, and legal teams.
Educational Qualifications
- Bachelor's Degree or Diploma in Business, Engineering, Marketing, Sales, or a related discipline.
Work Experience
- Minimum of 8 to 10 years' sales experience within the heavy equipment industry in the UAE or GCC region.
- Proven experience in strategic account management and business development within the construction, mining, quarrying, crushing, infrastructure, or industrial sectors.
- Demonstrated success in securing major contracts and managing high-value customer relationships.
- Experience representing leading heavy equipment brands will be an advantage.
Competencies
- Well-established network of key decision-makers within the heavy equipment, construction, mining, quarrying, or infrastructure sectors.
- Proven and verifiable track record of achieving and exceeding sales targets through strategic account development.
- Demonstrated success in managing major customer accounts and closing high-value transactions.
- Strong commercial awareness, negotiation skills, and relationship management capability.
- Self-motivated, results-oriented, and capable of working independently in a demanding sales environment.
- Excellent communication, presentation, and stakeholder management skills.
- Strong planning, organisational, and business development skills.
- Ability to analyse customer requirements and provide commercially viable equipment solutions.
- Proficiency in CRM systems and Microsoft Office applications.
- Valid UAE driving licence.
Languages
- Excellent written and spoken English.
- Arabic language skills will be a distinct advantage.
- Additional regional languages will be beneficial when engaging with a diverse customer base.