Regional Sales Manager - Construction Equipment | Dubai & Africa

Industry: Construction Equipment Refurbishment

Location: Dubai (Managing Middle East & Africa Region)

Experience: 12-15 Years

Employment Type: Full-Time

About the Role:

We are looking for a highly experienced Regional Sales Manager to drive business growth across Dubai, the Middle East, and Africa for our Construction Equipment Refurbishment business. The ideal candidate will have extensive experience in B2B sales, dealer development, key account management, and business expansion within the construction, heavy equipment, mining, or infrastructure sectors. The role requires developing strategic sales plans, managing distributor networks, identifying new business opportunities, and strengthening customer relationships across multiple international markets.

Key Responsibilities:

1. Sales & Business Development:

- Develop and execute regional sales strategies to achieve revenue and profitability targets across Dubai and African markets.

- Identify new business opportunities, market segments, and strategic customers.

- Generate new business through OEMs, dealers, distributors, contractors, mining companies, and infrastructure clients.

- Prepare annual sales forecasts, budgets, and business plans.

2. Channel & Dealer Management:

- Build, appoint, and manage dealer/distributor networks across assigned regions.

- Support channel partners in achieving sales targets and improving market penetration.

- Conduct regular business reviews and performance evaluations of distributors.

- Ensure dealer capability development through product and sales training.

3. Key Account Management:

- Manage relationships with large EPC contractors, mining companies, rental companies, government organizations, and infrastructure clients.

- Lead commercial negotiations and contract closures.

- Ensure high levels of customer satisfaction and long-term account retention.

4. Market Expansion:

- Identify emerging markets and expansion opportunities across Africa and the Middle East.

- Conduct market research and competitor analysis.

- Develop go-to-market strategies for new territories.

- Represent the company at international trade exhibitions and industry events.

5. Sales Operations:

- Monitor sales performance against targets.

- Prepare periodic MIS reports, sales forecasts, and pipeline reports.

- Coordinate with operations, logistics, service, and finance teams to ensure timely project execution.

- Drive pricing strategies and profitability improvement initiatives.

6. Customer Relationship Management:

- Maintain strong relationships with key stakeholders and decision-makers.

- Resolve customer issues promptly and ensure after-sales support.

- Gather customer feedback to support product improvements and business growth.

7. Leadership:

- Lead and mentor regional sales teams where applicable.

- Drive a high-performance sales culture.

- Collaborate with senior management on regional business strategies.

Required Skills:

International Sales, Regional Sales Management, Construction Equipment Sales, Heavy Equipment, Earthmoving Equipment, Mining Equipment, Material Handling Equipment, Dealer Development, Distributor Management, Key Account Management, B2B Sales, Export Sales, Business Development, Channel Sales, OEM Sales, Strategic Sales, Sales Forecasting, Commercial Negotiation, Market Expansion, Contract Management, CRM, Team Leadership.

Preferred Qualifications:

- Bachelor's Degree in Engineering, Mechanical Engineering, or related field.

- MBA in Marketing or International Business is preferred.

- 12-15 years of experience in construction equipment, heavy machinery, mining equipment, material handling, industrial equipment, or related industries.

- Proven experience managing international sales across the Middle East and Africa.

- Strong understanding of dealer networks, channel management, and export business.

- Excellent communication, negotiation, and leadership skills.

- Willingness to travel extensively across the assigned regions.

Preferred Industry Experience:

Candidates from the following industries will be preferred: Construction Equipment, Heavy Equipment, Mining Equipment, Earthmoving Equipment, Material Handling Equipment, Industrial Machinery, Infrastructure Equipment, OEMs, Equipment Refurbishment, Capital Goods.