About alfanar
Headquartered in Riyadh, Saudi Arabia, alfanar operates across construction, manufacturing, engineering, and related business sectors in the Middle East and other international markets. The company is involved in electrical, electromechanical, and civil engineering construction, manufacturing and marketing electrical construction products, and providing allied engineering services.
alfanar operates through key business divisions including alfanar electric, alfanar Construction, and alfanar Building Systems.
About alfanar electric
alfanar electric is the industrial business of alfanar, specializing in the manufacturing and marketing of low-, medium-, and high-voltage electrical construction products.
Its industrial operations include facilities in Riyadh and Jubail, Saudi Arabia, Dubai, UAE, and London, UK, supported by engineering and development capabilities in Chennai, India.
Job Purpose
The Sales Manager – Brownfield will be responsible for driving sales growth, developing business opportunities, managing customer relationships, and achieving revenue and profitability targets within assigned markets. The role involves developing sales strategies, managing the opportunity pipeline, supporting commercial negotiations, and coordinating with internal teams to ensure sold projects and solutions align with delivery capabilities.
The position will also contribute to customer retention, contract value optimization, market intelligence, sales forecasting, and continuous improvement of sales processes.
Key Responsibilities
Sales Strategy and Business Growth
- Develop and implement sales plans to achieve assigned revenue and business growth targets.
- Identify new business opportunities across targeted markets, customers, and Brownfield projects.
- Build and manage a healthy sales pipeline from opportunity identification through conversion.
- Develop strategies to increase recurring business and strengthen market presence.
- Monitor sales performance and take appropriate corrective actions when required.
Commercial and Financial Management
- Manage sales performance against approved revenue, margin, and profitability targets.
- Monitor sales results and identify areas requiring improvement.
- Support the development of competitive pricing strategies, quotations, and commercial proposals.
- Participate in commercial negotiations with customers and relevant stakeholders.
- Ensure sales activities remain aligned with approved business and financial objectives.
Customer and Stakeholder Management
- Develop and maintain strong professional relationships with customers, consultants, contractors, and other key stakeholders.
- Lead customer discussions, commercial negotiations, and contract clarifications.
- Understand customer requirements and coordinate appropriate solutions.
- Respond to customer concerns and support high levels of customer satisfaction.
- Maintain regular engagement with key accounts and business partners.
Sales Coordination and Internal Collaboration
- Coordinate with engineering, operations, project, finance, and other internal teams.
- Ensure alignment between committed sales scopes and the organization’s execution capabilities.
- Support the smooth handover of awarded contracts and orders to delivery teams.
- Participate in sales review meetings, forecasting activities, and management reporting.
- Ensure relevant teams are informed about customer requirements, commercial commitments, and project expectations.
Sales Documentation and Order Management
- Ensure proposals, quotations, contracts, and other sales documentation are complete and accurate.
- Ensure sales orders are properly recorded in accordance with company policies and system requirements.
- Coordinate with finance teams regarding invoicing plans and commercial follow-up.
- Maintain accurate records of sales opportunities, customer information, orders, and commercial activities.
Contract and Agreement Management
- Manage customer agreements throughout their applicable lifecycle.
- Monitor contract utilization, renewals, and commercial commitments.
- Identify opportunities for upselling and cross-selling to increase customer value.
- Support contract value optimization while maintaining alignment with customer requirements and company policies.
Market Intelligence and Sales Improvement
- Monitor market developments, customer requirements, industry trends, and competitor activities.
- Conduct market and customer analysis to identify potential business opportunities.
- Provide market insights to support sales strategy and business planning.
- Recommend improvements to sales processes, tools, products, and commercial offerings.
- Track sales trends and use market information to support business decisions.
Leadership and Management Responsibilities
- Recruit, develop, recognize, and retain high-performing employees within the sales function.
- Support employee development and build a strong pipeline of future leaders.
- Identify performance gaps and provide appropriate coaching and development support.
- Maintain a fair, professional, and performance-driven working environment.
- Ensure appropriate delegation of authority in accordance with company policies.
- Take ownership of assigned operations, targets, and required deliverables.
- Anticipate potential business challenges and take proactive measures to address them.
- Make timely and appropriate decisions to support business and sales objectives.
Business Planning and Performance
- Translate corporate objectives into practical sales and business plans.
- Plan, execute, monitor, and follow up on annual and development plans.
- Track sales performance against established targets and initiate corrective actions where necessary.
- Prepare regular sales performance, pipeline, and progress reports.
- Monitor budgets and expenses to support effective cost management.
- Focus on delivering sustainable sales results while maintaining required quality and commercial standards.
Organizational and Process Development
- Support organizational development based on current business requirements and future growth plans.
- Ensure appropriate job descriptions, responsibilities, and role deployment are maintained.
- Develop and improve sales systems, procedures, policies, and working processes.
- Identify opportunities to automate sales activities and improve operational efficiency.
- Use relevant digital and IT solutions to manage sales activities, customer information, reporting, and business processes.
- Encourage effective adoption of automated systems and technology within the sales function.
Quality, Adaptability, and HSE
- Maintain a strong focus on quality across sales and customer-related activities.
- Promote continuous improvement in sales processes and customer service.
- Adapt to changing technologies, sales techniques, market conditions, management structures, and business models.
- Ensure sales activities comply with applicable company policies and procedures.
- Support a safe, secure, compliant, and legally appropriate working environment.
- Follow applicable Health, Safety, and Environment (HSE) requirements.
Academic Qualification
- Bachelor’s degree in Electrical Engineering or a related field.
- Additional qualifications in sales, business management, or a relevant technical discipline may be beneficial.
Work Experience
- 6 to 10 years of relevant professional experience in sales, business development, technical sales, or a related field.
- Experience in electrical products, electrical construction solutions, industrial projects, or Brownfield projects is advantageous.
- Experience managing customers, commercial negotiations, sales pipelines, and revenue targets is preferred.
Technical and Functional Competencies
- Market Analysis
- Market Segmentation
- Customer Relationship Management
- Sales and Marketing Strategy
- Sales Forecasting
- Sales Planning
- Business Development
- Sales Promotion
- Sales Research
- Sales Trend Analysis
- Customer Account Management
- Commercial Negotiation
- Contract Management
- Revenue and Margin Management
- Pipeline Management
- Stakeholder Management
Job Location
Saudi Arabia