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Senior Sales Manager - Oil & Gas Manufacturing

Sigma Engineering Works
Abu Dhabi, UAE
Full Time
Senior
6 days ago
Sales StrategyKey Account ManagementBusiness DevelopmentAPI 6A/16A/16C/5CT/7 1/7 2 KnowledgeASME Fabrication KnowledgeCommercial Negotiation
Free

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Company Overview

  • Sigma Engineering Works is an engineering service company, offering fabrication, manufacturing, service & repair, and other services to the energy industry. Established in 1996, Sigma Engineering is qualified to engineer and fabricate a full range of products based on customer specification.
  • Sigma Engineering Works is part of Mazrui International, a privately held diversified holding company.

Key Responsibilities/Duties

  • Develop and execute SEW’s sales and business development strategy across the UAE, GCC and wider Middle East markets in coordination with the General Manager.
  • Drive revenue growth, gross profit achievement, order intake and market expansion for API manufacturing and remanufacturing products, ASME fabrication products, process skids, engineered packages and modules.
  • Lead business development for API 6A, 16A, 16C, 5CT, 5B, 7 1 and 7 2 products, including wellhead equipment, Christmas trees, spools, adapters, risers, DSAs, manifolds, valves, pressure control equipment, drill string tools, crossovers, subs and premium threading.
  • Identify and secure new business opportunities with local and international operators, service companies, drilling contractors, OEMs, EPC contractors and other end market customers in the oil and gas sector.
  • Build and maintain executive level relationships with key decision makers across the UAE, Saudi Arabia, Oman, Qatar, Iraq, Kuwait, Libya and other regional markets.
  • Develop strategic account plans for major customers, including customer mapping, opportunity planning, pipeline development, stakeholder engagement and growth actions.
  • Lead high value commercial negotiations from opportunity identification through contract award, ensuring pricing, margin, risk, contractual terms and commercial conditions are reviewed within approved authority limits.
  • Support regional expansion through customer development, strategic partnerships and acquisition opportunities where appropriate.
  • Work closely with Engineering, Estimation, Operations, QA/QC and Production teams to ensure proposals are commercially competitive, technically compliant and aligned with SEW’s execution capability.
  • Oversee RFQs, tenders, technical commercial proposals, customer presentations, technical workshops and executive meetings.
  • Develop annual sales budgets, forecasts, business plans, sales pipeline reviews and weekly / monthly sales reports.
  • Maintain CRM discipline, customer visit plans, quotation follow up, forecast accuracy and timely conversion of opportunities into confirmed orders.

Specialized Knowledge

  • Strong commercial and technical understanding of API 6A, API 16A, API 16C, API 5CT, API 5B, API 7 1, API 7 2, API Q1 and API Q2 products and requirements.
  • Proven knowledge of API manufacturing and API remanufacturing services, including wellhead equipment, Christmas trees, BOP systems, pressure control equipment, valves, manifolds, spools, adapters, risers, DSAs, drill string tools, crossovers, subs, CNC machining and premium threading.
  • Good understanding of ASME products and fabrication scope, including ASME Section VIII, pressure vessels, heat exchangers, structural fabrication, modular skids, process packages, welding and fabrication processes.
  • Working knowledge of ADNOC Group requirements, ADNOC ICV Program, UAE industrialization initiatives, vendor registration, pre qualification and customer procurement processes.
  • Proven knowledge of sales strategy, key account management, opportunity qualification, tendering, proposal management, pricing, negotiation, contract closure, CRM systems, sales forecasting and reporting.
  • Ability to evaluate commercial risk, margin, delivery commitments, customer expectations and internal execution capability before committing proposals.

Ability & Skills

  • Strategic thinking, business development and regional market development capability.
  • Executive presence with strong presentation, communication, influencing and customer relationship management skills.
  • Strong commercial negotiation, contract negotiation, financial acumen and commercial decision making skills.
  • Ability to understand technical proposals, customer requirements, commercial risk and internal execution capability.
  • Strong sales leadership with the ability to build, mentor, coach and hold teams accountable for targets, pipeline quality and customer engagement.
  • Strong analytical ability, market intelligence capability and sound decision making under commercial pressure.
  • Strong planning, reporting, CRM discipline and ability to operate effectively in a fast paced technical commercial environment.
  • Excellent communication, presentation and negotiation skills, with the ability to engage senior stakeholders and customers effectively.
  • Valid UAE driving license and ability to travel within the UAE and region as required for customer visits, business development activities and industry engagements.

Experience

  • Minimum 15 years of sales, business development or commercial management experience within the oil and gas industry.
  • Minimum 10 years in a senior commercial role involving API products, engineered products, manufacturing, remanufacturing or related oilfield equipment services.
  • Proven experience selling API manufacturing and/or API remanufacturing services, with strong technical commercial understanding of customer requirements.
  • Strong experience working with ADNOC Group companies and established customer networks across the UAE, GCC and wider Middle East.
  • Demonstrated history of achieving multi million dollar sales targets, improving gross profit, expanding key accounts and closing high value technical commercial opportunities.
  • Experience dealing with local and international operators, service companies, drilling contractors, EPC contractors, OEMs and major industrial customers.
  • Experience leading commercial strategy, sales teams, customer presentations, proposal reviews, negotiations, forecasting and business planning.

Academic Qualifications

  • Bachelor’s degree in Mechanical Engineering or a related Engineering discipline.
  • MBA or equivalent business qualification is an advantage.
  • Strong working knowledge of MS Office, ERP systems, CRM tools and sales reporting platforms.

Accountabilities and Performance Measures

  • Achievement of annual revenue growth, gross profit, order intake, margin targets and approved sales budget.
  • Pipeline growth, sales forecast accuracy, opportunity conversion rate and quality of CRM discipline.
  • New customer acquisition, key account growth, market expansion and regional business growth.
  • Strategic partnership development and contribution to SEW’s short and long term expansion strategy.
  • Customer satisfaction, quotation response time, technical commercial proposal quality and post award follow up.
  • Sales team development, accountability, performance discipline and leadership effectiveness.

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