Sales Director – Corporates (Institutional & HoReCa)

Overview

Location: Dubai, United Arab Emirates

Position Overview

Profit & Loss (P&L) Accountability

• Own and lead the full P&L for the Corporate Accounts business across the Middle East & Africa region.
• Deliver annual revenue, gross profit, operating income, and cash flow targets in line with regional and global objectives.
• Develop and execute strategic business plans to drive profitable growth and market expansion.

Strategic Leader

• ship
• Develop and execute the regional Corporate Accounts strategy aligned with business growth objectives across the MEA region.
• Identify and capitalize on new business opportunities within institutional and HoReCa segments.
• Build long-term growth plans for strategic multinational, regional, and key local customers.
• Drive sustainable revenue growth, profitability, and customer retention.

Key Account Management

• Lead relationships with major corporate customers, hospitality groups, food service operators, healthcare institutions, facility management companies, and other institutional clients.
• Establish executive-level engagement with customer decision-makers and procurement leaders.
• Negotiate and manage complex commercial agreements, regional contracts, and strategic partnerships.
• Ensure exceptional customer satisfaction and long-term account development.

Commercial Excellence

• Deliver annual sales, margin, and market share objectives across assigned territories.
• Oversee pipeline management, forecasting accuracy, pricing strategies, and contract governance.
• Implement best practices in solution selling, value-based selling, and consultative account management.
• Collaborate with marketing, supply chain, technical service, and operations teams to deliver customer-centric solutions.

Team Leadership & Talent Develop

• ment
• Lead, mentor, and develop a high-performing regional sales and account management team.
• Establish clear performance metrics, succession plans, and talent development initiatives.
• Foster a culture of accountability, customer focus, collaboration, and continuous improvement.
• Drive organizational effectiveness across geographically dispersed teams.

Cross-Functional Collaboration

• Partner closely with regional and global stakeholders to support strategic initiatives.
• Work with technical and service teams to ensure successful implementation of hygiene and sanitation programs.
• Support innovation launches and market expansion initiatives across the region.
• Represent the organization at industry forums, customer events, and strategic business engagements.

Candidate Profile Experi

• ence
• Minimum 12–15+ years of progressive commercial experience, with proven success in selling cleaning and hygiene solutions to institutional, hospitality, and HoReCa sectors, managing Corporate, Key, National, or Strategic Accounts.
• Demonstrated experience leading regional or multi-country teams across the Middle East and Africa.
• Strong track record of managing large multinational customers and complex contract negotiations.
• Experience working within a multinational matrix organization is highly preferred.

Education

• Bachelor's degree in Business, Marketing, Engineering, Chemistry, or a related discipline.
• MBA or relevant postgraduate qualification preferred.

Leadership Competencies

• Strategic thinking and commercial acumen.Executive presence and stakeholder management.
• Strong negotiation and influencing skills.
• Data-driven decision-making.Customer-centric leadership approach.
• Ability to lead through change and complexity.High degree of cultural agility and regional awareness.