Sr Manager SME Sales

Job Requisition ID: 178769 

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 Sr Manager SME Sales is responsible for leading the commercial strategy and execution of all corporate sales activities to drive sustainable revenue growth, market penetration, and customer lifetime value across the B2B portfolio of Financial Service, Rental Leasing products and other vehicle assets. This role sets the vision, structure, and performance standards for the B2B sales organization while developing high-performing teams of Key Account Managers.
The Sr Manager SME Sales builds and maintains strategic relationships with SME’s & growing business customers; shapes sector-focused go-to-market plans; and ensures seamless acquisition, onboarding, and long-term account development. The role is accountable for delivering sales targets, optimizing the sales pipeline, and ensuring operational excellence from prospecting through delivery and aftersales.Additionally, the role collaborates closely with marketing, operations, finance, and collections to align sales efforts with business objectives, enhance profitability, manage risk, and strengthen the company’s brand presence in the market.

What you will do :

•    Develop and execute the B2B sales strategy across all CV, LCV, Truck, Bus, and Industrial Equipment categories.
•    Design the optimal sales structure (sector-based + product verticals) and embed the hunter–farmer methodology across the team.
•    Lead, coach, and performance-manage BDMs and KAMs to exceed revenue and profit targets.
•    Build annual sales plans, quotas, reporting cadence, and forecasting discipline.
•    Identify growth sectors (construction, logistics, FMCG, oil & gas, government, contracting) and design targeted acquisition strategies.
•    Establish senior-level relationships with C-suite and procurement decision-makers across the UAE.
•    Drive large-tender participation and negotiate strategic corporate contracts.
•    Oversee the full sales funnel from lead generation to closing and handover.
•    Ensure smooth transition from BDMs to KAMs after acquisition.
•    Oversee key account plans, cross-sell strategies, and retention programs.
•    Work closely with Finance, Operations, Collections, and Marketing to align pricing, delivery, risk management, and market communication.
•    Partner with Marketing to build B2B brand presence and sector-specific campaigns.
•    Work closely with Finance, Operations, Collections, and Marketing to align pricing, delivery, risk management, and market communication.
•    Partner with Marketing to build B2B brand presence and sector-specific campaigns.

Required Skills to be successful :

•    Strategic Thinking: Ability to build long-term, multi-sector growth plans.
•    Commercial Acumen: Strong understanding of leasing, asset lifecycle, pricing, and risk.
•    People Leadership: Ability to coach, motivate, and correct performance quickly.
•    Decision-Making: Confident, data-led, fast, and commercially sound decisions.

What equips you for the role :

•    University graduate with relevant degree

•    Understanding of contract structures, financing, and compliance

•    Strong relationship networks across UAE corporate community

•    Ability to win large contracts and influence procurement teams

About Al-Futtaim Group Real Estate
The real estate development and operations arm of Al-Futtaim, Al-Futtaim Group Real Estate is responsible for a multi-billion-dollar portfolio across MENA. With high-quality residential, business, retail, tourism, educational and healthcare developments, the master developer caters to the diverse needs of cities and communities in the region. From origination, conception, development, sales, procurement and construction of mega-projects and the leasing, operation and management of these projects after completion, Al-Futtaim Group Real Estate (AFGRE) has been developing and managing owned landbanks, unlocking the economic potential of the region and contributing to future development for more than 40 years. 
Our focus is to enable and invest in meaningful relationships to make our properties the best places to live and work, build additional products and services and enable partnerships to create true value to our customers throughout their entire experience with us.
AFGRE is responsible for master planning of all projects in its portfolio, including two large scale mixed use destinations: Dubai Festival City and Cairo Festival City.

About Al-Futtaim Malls 
Al-Futtaim Malls provides development and asset management expertise, specializing in building retail-led super regional malls in prime locations across MENA and beyond. With a proven track record of creating both sustainable revenue growth and value enhancement for tenants, Al-Futtaim Malls delivers exceptional experiences and exciting shopping environments for customers. 

Part of the Al-Futtaim Group, Al-Futtaim Malls leadership team brings more than 30 years of experience and a deep understanding and knowledge of the retail sector, both from a shopper’s point of view but as curators of space or landlords to other brands. The company has a directly managed portfolio including over 9 million sqft of retail space across four malls in the MENA region and two under development. Malls under the Al-Futtaim Malls portfolio include Dubai Festival City Mall and Festival Plaza in the UAE, Cairo Festival City Mall in Egypt, Doha Festival City in Qatar and Zenata Mall, Morocco.

Leveraging on the expertise of its parent company, Al-Futtaim Malls established PLEX Management Services offering a full array of services including asset management and development, leasing, and brand experience expertise to shopping mall landlords and retail organizations globally. Implementing global best practice and deploying Al-Futtaim Mall’s deep understanding of mall management and retail dynamics, PLEX promises to deliver continuous growth and long-term value for its partners.

For more information on Al-Futtaim Malls, please visit https://www.al-futtaimmalls.com/

About Al-Futtaim Engineering & Technologies
Al-Futtaim Engineering & Technologies 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.