Sales Manager - Energy Solutions | Al Futtaim Engineering | Energy Management

Job Requisition ID: 176188 

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organization to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate. 

By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day

Overview of the role : 

The Sales Manager - Energy Business will help to achieve the strategic objectives of Energy Division by working with clients from different sectors, such as commercial, residential, healthcare, education, and government. The Sales Manager will adopt consultative sales approach in pitching energy optimisation solutions lowering a company’s (customer) energy use and enhancing energy efficiency by directing various initiatives and projects. This may involve collaborating with energy solution team of own organisation and energy team of customers, presenting energy solution offerings to customers, following and negotiating proposals with customer decision makers and securing energy solution orders.

The Sales Manager will manage sales process by closely coordinating with sales support, solution development, commercial and legal team to ensure timely submission of offers and tenders. Also, liaison with energy project execution team for successful implementation of energy solution by giving customer feedback and to secure a repat orders.

What you will do : 

a) Functional

• Identify energy business opportunities by studying market trends, identifying prospects, evaluating their industry position, and analyzing sales options.
• Establish networks with customer stakeholders, regulatory authorities, and solution/product providers to assess market potential and provide analytical feedback to management to develop sales strategy and grow market share in the energy business.
• Provide consultation to clients on energy efficiency, energy optimization, energy modelling, data logging, energy management control systems, sustainable design, and energy audits.
• Establish C-level contacts with potential customers and adopt a top-down approach in developing the energy business strategy.
• Negotiate value, address resistance, and close sales. Negotiate contractual and legal terms of energy business and performance contracting with clients to a mutually acceptable level.

People : 

• Liaise with the Energy Management team to ensure timely submission of offers and tender documents.
• Undertake training and continuously upskill to maintain a high level of productivity, effectiveness, and professionalism.
• Conduct performance appraisals in a timely, fair, and constructive manner to support personal career growth.
• Liaise with clients to achieve excellence in customer satisfaction

Process : 

• Manage the sales process of the Energy Business and be responsible for order intake, forecasting, and net sales.
• Regularly liaise with the Energy Solutions team to share customer expectations and market trends, and coordinate to develop technically feasible and financially viable solutions.
• Participate in the development of policies and procedures that impact the use of supplies and facilities.

Sustainability, Quality and HSE : 

• Understand customer sustainability objectives, provide guidance on suitable solutions, and address technical inquiries.
• Stay updated on industry trends, emerging technologies, and regulatory developments within the sustainability sector.
• Develop and implement initiatives to improve service efficiency, reduce waste, and promote sustainability within facilities, including programs such as recycling initiatives.
• Ensure compliance with local and internal regulations and best practices related to technical facility operations, safety, and environmental standards by implementing safety protocols, conducting regular inspections, and addressing potential hazards or non-compliance issues.

Required skills to be successful : 

• Expertise in energy solutions business development, sales techniques, and customer relationship management.
• Strong capability in precise cost estimation for energy solutions and services.
• Ability to effectively present information and respond to questions from top management, customers, and service personnel.
• Exceptional communication and presentation skills to conduct business in both informal and formal settings, with the ability to influence small and large groups.
• Solid technical background with a strong understanding of sustainable energy practices, renewable energy systems, energy efficiency measures, decarbonization, and net zero initiative

What equips you for the role :

• Bachelor’s degree in Mechanical, Electrical, or Environmental Engineering, or a related environmental science discipline.
• Desirable certifications - CEM, CEA, or CMVP.
• 5+ years of experience in business development of energy solutions, sustainability and retrofit industry.
• Advanced knowledge and hands-on experience in HVAC, control systems, electrical systems, and proficiency in energy analysis tools.
• Strong understanding of renewable energy technologies and their integration into energy management systems.

About Al-Futtaim Contracting

Al-Futtaim Contracting offers customers complete engineering and systems integration solutions. 
 
The Engineering arm operates in the UAE, Qatar, Saudi Arabia and Egypt providing a wide variety of products and services from air conditioning, scaffolding and access solutions, elevators and escalators, control and life safety, facilities management, building products, MEP, Energy Management, Technology Infrastructure and Digital Transformation. 
 
The Technologies division provides complete business solutions to large, medium and small customers that include, contact centre solutions, business applications, business intelligence, data management, advanced analytics amongst others. The IT infrastructure portfolio comprises IP telephony, ELV systems, networking solutions, professional audio-visual solutions and managed services. 
 
These solutions are further complemented by services that include project management, installation, testing, commissioning and after-sales maintenance contracts.