Aug 12, 2026 Oct 26, 2026

Head of Sales - Sanitaryware

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Aug 12, 2026 Oct 26, 2026

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Al Gurg Group L.L.C Head of Sales - Sanitaryware

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Head of Sales – Sanitaryware<div style="border:none;border-bottom:solid #B8972A 3pt;padding:0in 0in 2pt 0in;"> </div>Mac Al Gurg LLC · Sales – Sanitaryware · United Arab Emirates<div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ A. POSITION DETAILS </div><table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <tbody><tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Job Title </td> <td width="198" style="width:148.5pt;border:solid #D4C896 1pt;border-left:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Head of Sales – Sanitaryware </td> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-left:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Organization </td> <td width="198" style="width:148.5pt;border:solid #D4C896 1pt;border-left:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Mac Al Gurg LLC – Al Gurg Group </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Department </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales – Sanitaryware, UAE </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Job Function </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware / Bathroom Solutions </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Reports To </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Chief Executive Officer </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Work Location </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> United Arab Emirates </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Employment Type </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Full-Time · Permanent </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Industry </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Building Materials & Sanitaryware </td> </tr> </tbody></table><div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ B. ABOUT MAC AL GURG </div>Mac Al Gurg LLC is the building materials and sanitaryware arm of Al Gurg Group, one of the UAE’s top-five family conglomerates. Founded in 1960, Al Gurg Group has grown into a diversified enterprise of more than 30 companies operating across building and construction, electrical and technical services, retail, interiors, industrial products and real estate, and its businesses have contributed products, systems and solutions to many of the nation’s landmark developments – including Burj Khalifa, Expo 2020 Dubai, Louvre Abu Dhabi and Sheikh Zayed Grand Mosque.Operating in the UAE since 1974, Mac Al Gurg has spent five decades establishing itself as a trusted, ISO 9001:2015-certified solutions provider to the building and construction industry. The company represents a portfolio of leading international principals – predominantly from the UK, Europe and America – across sanitaryware and bathroom solutions, pipes and drainage, infrastructure materials, surfaces, insulation, facades, passive fire protection, construction chemicals and MEP products, supplying developers, consultants, contractors, dealers and retail channels nationwide.The Sanitaryware business delivers a complete range of bathroom solutions for residential, commercial and hospitality projects – water closets, wash basins, sinks, faucets and mixers, bathtubs, shower enclosures and accessories – backed by specification support, value engineering and after-sales service. Mac Al Gurg pairs this offering with a clear commitment to responsible sourcing, water efficiency and alignment to global green building standards. Website: macalgurg.com<div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ C. ROLE PURPOSE </div><table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <tbody><tr> <td width="6" valign="top" style="width:4.5pt;border-width:1pt;border-color:#FFFFFF;background:rgb(184,151,42);padding:0in;"> </td> <td width="643" valign="top" style="width:482.5pt;border-width:1pt 1pt 1pt medium;border-color:#FFFFFF #FFFFFF #FFFFFF;background:rgb(245,243,239);padding:10pt 11pt 10pt 13pt;"> ROLE PURPOSE The Head of Sales – Sanitaryware owns the commercial performance of Mac Al Gurg’s sanitaryware and bathroom solutions business across the United Arab Emirates. The role sets and executes the sales strategy that delivers revenue, gross profit, market share and customer acquisition targets, translating the entity’s growth ambition into channel plans, account strategies and a disciplined project pipeline spanning projects, retail, wholesale and trade. Reporting directly to the Chief Executive Officer, the role leads and develops the sanitaryware sales organisation, builds enduring relationships with consultants, contractors, developers, architects, dealers and distributors, and represents the company with its international principals. It is accountable not only for top-line growth but for the quality of that growth – margin integrity, pricing discipline, healthy receivables, optimised inventory and a customer experience that reinforces Al Gurg Group’s reputation for reliability and long-term partnership. </td> </tr> </tbody></table><div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ D. MAIN RESPONSIBILITIES </div>▶ Sales Strategy, Revenue & Profitability– Develop and execute the annual sanitaryware sales strategy in alignment with entity and Group objectives, translating it into channel plans, account plans and quarterly operating priorities.– Achieve annual sales revenue and gross profit targets as per the approved budget across all sanitaryware and bathroom solution categories.– Drive margin improvement through deliberate product mix management, disciplined pricing governance, and control of discounts, rebates and commercial concessions.– Identify and prioritise new business opportunities, market segments and strategic accounts that expand the addressable market and strengthen the revenue base.– Monitor sales performance against budget on a monthly basis, diagnose variances and implement timely corrective actions to protect profitable growth.– Track market trends, construction activity and demand shifts, adjusting strategy and resource allocation to capture emerging opportunities.▶ Customer Acquisition, Project Sales & Pipeline Management– Expand the customer base across project, retail, wholesale and trade channels, increasing market penetration and share of wallet with existing accounts.– Build and maintain strategic relationships with developers, consultants, contractors, architects, dealers and key distributors to secure early specification and preferred-supplier status.– Develop and maintain a robust project pipeline in the CRM system, tracking opportunities from specification stage through tender, negotiation and project award.– Ensure pipeline health and coverage, with a weighted balance of high-probability opportunities sufficient to underwrite the annual budget.– Review forecasts, conversion rates and win/loss outcomes regularly, using the insight to sharpen bid strategy and pricing positioning.– Champion new product introductions into the market, coordinating launch plans, sampling, mock-ups and specification drives with Marketing and Product teams.▶ Leadership & Team Development– Lead, coach, mentor and motivate the sanitaryware sales team, setting clear direction, priorities and standards of commercial conduct.– Define individual and team KPIs, review performance on a structured cycle and hold the team accountable for delivery against targets.– Conduct joint field visits, customer meetings and site engagements with team members to develop capability and stay close to the market.– Build succession depth by identifying high-potential employees, closing capability gaps through targeted training and enabling internal progression.– Foster a high-performance culture grounded in accountability, ethical selling, collaboration and customer satisfaction.▶ Working Capital, Credit & Inventory Management– Monitor customer payment behaviour and drive continuous improvement in debt collection performance across the portfolio.– Ensure receivables remain within approved credit limits and terms, achieving debtors’ days and cash collection targets.– Work closely with Finance to assess, escalate and mitigate customer credit risk, and to align commercial terms with the entity’s risk appetite.– Collaborate with Supply Chain and Logistics to optimise inventory levels and align stock availability with sales forecasts and project delivery schedules.– Develop and execute strategies to reduce aged and slow-moving inventory, protecting working capital and warehouse efficiency.▶ Customer, Principal & Market Engagement– Build strong, sustainable relationships with key customers, ensuring high levels of satisfaction and consistent service excellence.– Resolve major customer concerns and commercial issues promptly, and lead structured business reviews with strategic accounts.– Monitor industry trends, market developments, pricing movements and competitor activity, converting market intelligence into growth opportunities and risk mitigation.– Recommend new products, brands and market strategies based on customer requirements, specification trends and portfolio gaps.– Maintain strong relationships with suppliers and manufacturing principals, participating in product launches, technical training and joint business reviews.– Identify opportunities for portfolio enhancement, exclusive representation and market development with existing and prospective principals.– Work closely with Specification, Marketing, Finance, Supply Chain, Customer Service and Logistics to ensure seamless execution of projects and customer orders.– Represent the company professionally at industry exhibitions, trade events, customer engagements and forums, promoting company values and a positive brand image in the market.<div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ E. COMPETENCY FRAMEWORK </div>▶ Behavioural Competencies<table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Level </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Application in Role </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Leadership and Accountability </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sets direction for the sanitaryware sales organisation and takes full ownership of revenue, margin and market share outcomes. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Developing and Empowering Others </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Coaches and grows sales talent, delegates meaningfully and builds succession depth within the team. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Teamwork and Collaboration </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Partners effectively with Specification, Marketing, Finance, Supply Chain and Logistics to deliver seamless customer outcomes. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Communication and Influence </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Communicates persuasively with the CEO, principals, consultants and senior customer stakeholders to secure specification and commitment. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Analytical Thinking and Decision Making </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Interprets sales, pipeline, margin and market data to make sound, evidence-based commercial decisions. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 6 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Change and Innovation </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Drives adoption of new products, channels, digital tools and ways of working in a fast-moving construction market. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 7 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Commercial Acumen </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Balances growth with profitability, working capital discipline and long-term customer value. </td> </tr> </tbody></table>▶ Technical / Functional Competencies<table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Level </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Application in Role </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales Strategy & Execution </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Expert </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Ability to develop and execute sales strategies that deliver revenue, gross profit and market share growth. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Customer Relationship Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Expertise in building and maintaining strong relationships with key customers, driving new customer acquisition and retention. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Principal & Key Account Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Strong capability in managing developers, consultants, contractors, architects, dealers, distributors and strategic accounts, alongside international principals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware Product & Solutions Knowledge </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Comprehensive understanding of sanitaryware, bathroom and kitchen solutions and related products to position and sell them effectively. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Pipeline & Forecast Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Capability to manage sales pipelines in CRM, forecast accurately and ensure alignment with company growth and revenue goals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 6 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Pricing, Margin & Commercial Negotiation </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Structures competitive project pricing, tender submissions and trading terms without eroding margin integrity. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 7 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Credit Control & Working Capital Discipline </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Manages credit exposure, collections and inventory alongside Finance and Supply Chain to protect cash and profitability. </td> </tr> </tbody></table>▶ Future-Ready & Emerging Competencies<table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Readiness </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Why It Matters </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> AI-Enabled Forecasting & Sales Analytics </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Develop </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> AI-assisted CRM and demand-forecasting tools are reshaping pipeline accuracy, pricing and stock planning. The role must lead adoption so forecasts, quotations and inventory decisions are data-led rather than intuition-led. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> BIM & Digital Specification Selling </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Consultants and contractors increasingly specify through BIM objects and digital product libraries. Early presence in the digital specification chain determines who wins the project before tender stage. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sustainable & Water-Efficient Product Advocacy </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Develop </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> UAE Net Zero 2050, Estidama, Al Sa’fat and LEED requirements are moving water-efficient fittings and responsibly sourced materials from optional to mandatory. The role must position the portfolio as a compliance and sustainability enabler. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Smart Bathroom & IoT-Connected Solutions </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sensor-based faucets, touchless fixtures, leak detection and connected washroom systems are entering hospitality and commercial specification. Understanding these solutions protects relevance in premium segments. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Omnichannel & B2B E-Commerce Engagement </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Dealer, trade and retail buyers now research and transact digitally. The role must integrate e-commerce, digital showrooms and virtual product experiences with the traditional field sales model. </td> </tr> </tbody></table><div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ F. KEY STAKEHOLDERS </div><table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Type </td> <td width="193" style="width:145pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Stakeholder </td> <td width="369" style="width:277pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Nature of Engagement </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Chief Executive Officer </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Direct reporting line – strategy alignment, budget commitments, performance review and approval of major commercial decisions. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales Leadership – Other Divisions </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Cross-selling, shared account coverage and coordinated approach to common developers, contractors and consultants. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware Sales Team </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Day-to-day leadership, target setting, coaching, performance management and field support. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Specification & Technical Team </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Early-stage specification drives, technical submittals, mock-ups and consultant approvals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Finance </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Budgeting, pricing approvals, credit limits, receivables management and profitability reporting. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Supply Chain & Logistics </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Demand forecasting, stock availability, aged inventory reduction and on-time project deliveries. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Marketing </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Product launches, campaigns, exhibitions, showroom activity and brand positioning. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Customer Service & After-Sales </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Order management, complaint resolution, warranty support and service excellence. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Human Capital </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Manpower planning, recruitment, capability development and succession planning for the sales function. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Developers & Project Owners </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Relationship building, brand positioning, project pipeline development and commercial negotiation. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Consultants & Architects </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Product specification, technical presentations, sample submissions and design collaboration. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Main & MEP Contractors </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Tendering, project quotations, delivery scheduling and site-level coordination. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Dealers, Distributors & Retail Partners </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Channel development, trading terms, stock planning, promotions and territory coverage. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Suppliers & International Principals </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Portfolio strategy, product launches, pricing and rebate negotiation, training and joint business reviews. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Industry Bodies & Trade Events </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Corporate representation, market visibility, networking and competitive intelligence. </td> </tr> </tbody></table><div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ G. QUALIFICATIONS & EXPERIENCE </div>▶ Education– Bachelor’s Degree in Business Administration, Marketing, Engineering or a related discipline.– MBA or an equivalent postgraduate management qualification is preferred.▶ Certifications & Professional Development– Professional certification in sales leadership, key account management or strategic negotiation is an advantage.– Principal-led product and technical certifications in sanitaryware, bathroom or plumbing solutions are desirable.– Working familiarity with green building and water-efficiency standards (LEED, Estidama, Al Sa’fat) is an advantage.▶ Experience– Minimum 10–15 years of sales experience in Building Materials, Sanitaryware, Bathroom Solutions or related industries.– At least 5 years in a senior sales leadership or Head of Sales capacity, with full P&L or revenue and gross-profit ownership.– Proven track record of achieving revenue, gross profit, market expansion and customer acquisition targets.– Strong project sales experience with developers, consultants, contractors and distributors in the UAE/GCC market.– Demonstrated success in leading, developing and scaling multi-member sales teams.▶ Skills & Attributes– Strong commercial acumen, negotiation, communication, presentation and stakeholder management skills.– Proficiency in CRM platforms, sales forecasting, budgeting and performance reporting tools.– Sound knowledge of sanitaryware products, UAE building materials market practices and customer channels.– Analytical capability to interpret sales, margin, pipeline and market data and convert it into action.– Credit control and working capital awareness, with the discipline to balance growth against risk. – Language: excellent English communication skills; Arabic is an advantage.Head of Sales – Sanitaryware <div style="border:none;border-bottom:solid #B8972A 3pt;padding:0in 0in 2pt 0in;"> </div> Mac Al Gurg LLC · Sales – Sanitaryware · United Arab Emirates <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ A. POSITION DETAILS </div> <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <tbody><tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Job Title </td> <td width="198" style="width:148.5pt;border:solid #D4C896 1pt;border-left:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Head of Sales – Sanitaryware </td> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-left:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Organization </td> <td width="198" style="width:148.5pt;border:solid #D4C896 1pt;border-left:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Mac Al Gurg LLC – Al Gurg Group </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Department </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales – Sanitaryware, UAE </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Job Function </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware / Bathroom Solutions </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Reports To </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Chief Executive Officer </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Work Location </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> United Arab Emirates </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="127" style="width:95pt;border:solid #D4C896 1pt;border-top:none;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Employment Type </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Full-Time · Permanent </td> <td width="127" style="width:95pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#F0E8D0;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Industry </td> <td width="198" style="width:148.5pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Building Materials & Sanitaryware </td> </tr> </tbody></table> <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ B. ABOUT MAC AL GURG </div> Mac Al Gurg LLC is the building materials and sanitaryware arm of Al Gurg Group, one of the UAE’s top-five family conglomerates. Founded in 1960, Al Gurg Group has grown into a diversified enterprise of more than 30 companies operating across building and construction, electrical and technical services, retail, interiors, industrial products and real estate, and its businesses have contributed products, systems and solutions to many of the nation’s landmark developments – including Burj Khalifa, Expo 2020 Dubai, Louvre Abu Dhabi and Sheikh Zayed Grand Mosque. Operating in the UAE since 1974, Mac Al Gurg has spent five decades establishing itself as a trusted, ISO 9001:2015-certified solutions provider to the building and construction industry. The company represents a portfolio of leading international principals – predominantly from the UK, Europe and America – across sanitaryware and bathroom solutions, pipes and drainage, infrastructure materials, surfaces, insulation, facades, passive fire protection, construction chemicals and MEP products, supplying developers, consultants, contractors, dealers and retail channels nationwide. The Sanitaryware business delivers a complete range of bathroom solutions for residential, commercial and hospitality projects – water closets, wash basins, sinks, faucets and mixers, bathtubs, shower enclosures and accessories – backed by specification support, value engineering and after-sales service. Mac Al Gurg pairs this offering with a clear commitment to responsible sourcing, water efficiency and alignment to global green building standards. Website: macalgurg.com <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ C. ROLE PURPOSE </div> <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <tbody><tr> <td width="6" valign="top" style="width:4.5pt;border-width:1pt;border-color:#FFFFFF;background:rgb(184,151,42);padding:0in;"> </td> <td width="643" valign="top" style="width:482.5pt;border-width:1pt 1pt 1pt medium;border-color:#FFFFFF #FFFFFF #FFFFFF;background:rgb(245,243,239);padding:10pt 11pt 10pt 13pt;"> ROLE PURPOSE The Head of Sales – Sanitaryware owns the commercial performance of Mac Al Gurg’s sanitaryware and bathroom solutions business across the United Arab Emirates. The role sets and executes the sales strategy that delivers revenue, gross profit, market share and customer acquisition targets, translating the entity’s growth ambition into channel plans, account strategies and a disciplined project pipeline spanning projects, retail, wholesale and trade. Reporting directly to the Chief Executive Officer, the role leads and develops the sanitaryware sales organisation, builds enduring relationships with consultants, contractors, developers, architects, dealers and distributors, and represents the company with its international principals. It is accountable not only for top-line growth but for the quality of that growth – margin integrity, pricing discipline, healthy receivables, optimised inventory and a customer experience that reinforces Al Gurg Group’s reputation for reliability and long-term partnership. </td> </tr> </tbody></table> <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ D. MAIN RESPONSIBILITIES </div> ▶ Sales Strategy, Revenue & Profitability – Develop and execute the annual sanitaryware sales strategy in alignment with entity and Group objectives, translating it into channel plans, account plans and quarterly operating priorities. – Achieve annual sales revenue and gross profit targets as per the approved budget across all sanitaryware and bathroom solution categories. – Drive margin improvement through deliberate product mix management, disciplined pricing governance, and control of discounts, rebates and commercial concessions. – Identify and prioritise new business opportunities, market segments and strategic accounts that expand the addressable market and strengthen the revenue base. – Monitor sales performance against budget on a monthly basis, diagnose variances and implement timely corrective actions to protect profitable growth. – Track market trends, construction activity and demand shifts, adjusting strategy and resource allocation to capture emerging opportunities. ▶ Customer Acquisition, Project Sales & Pipeline Management – Expand the customer base across project, retail, wholesale and trade channels, increasing market penetration and share of wallet with existing accounts. – Build and maintain strategic relationships with developers, consultants, contractors, architects, dealers and key distributors to secure early specification and preferred-supplier status. – Develop and maintain a robust project pipeline in the CRM system, tracking opportunities from specification stage through tender, negotiation and project award. – Ensure pipeline health and coverage, with a weighted balance of high-probability opportunities sufficient to underwrite the annual budget. – Review forecasts, conversion rates and win/loss outcomes regularly, using the insight to sharpen bid strategy and pricing positioning. – Champion new product introductions into the market, coordinating launch plans, sampling, mock-ups and specification drives with Marketing and Product teams. ▶ Leadership & Team Development – Lead, coach, mentor and motivate the sanitaryware sales team, setting clear direction, priorities and standards of commercial conduct. – Define individual and team KPIs, review performance on a structured cycle and hold the team accountable for delivery against targets. – Conduct joint field visits, customer meetings and site engagements with team members to develop capability and stay close to the market. – Build succession depth by identifying high-potential employees, closing capability gaps through targeted training and enabling internal progression. – Foster a high-performance culture grounded in accountability, ethical selling, collaboration and customer satisfaction. ▶ Working Capital, Credit & Inventory Management – Monitor customer payment behaviour and drive continuous improvement in debt collection performance across the portfolio. – Ensure receivables remain within approved credit limits and terms, achieving debtors’ days and cash collection targets. – Work closely with Finance to assess, escalate and mitigate customer credit risk, and to align commercial terms with the entity’s risk appetite. – Collaborate with Supply Chain and Logistics to optimise inventory levels and align stock availability with sales forecasts and project delivery schedules. – Develop and execute strategies to reduce aged and slow-moving inventory, protecting working capital and warehouse efficiency. ▶ Customer, Principal & Market Engagement – Build strong, sustainable relationships with key customers, ensuring high levels of satisfaction and consistent service excellence. – Resolve major customer concerns and commercial issues promptly, and lead structured business reviews with strategic accounts. – Monitor industry trends, market developments, pricing movements and competitor activity, converting market intelligence into growth opportunities and risk mitigation. – Recommend new products, brands and market strategies based on customer requirements, specification trends and portfolio gaps. – Maintain strong relationships with suppliers and manufacturing principals, participating in product launches, technical training and joint business reviews. – Identify opportunities for portfolio enhancement, exclusive representation and market development with existing and prospective principals. – Work closely with Specification, Marketing, Finance, Supply Chain, Customer Service and Logistics to ensure seamless execution of projects and customer orders. – Represent the company professionally at industry exhibitions, trade events, customer engagements and forums, promoting company values and a positive brand image in the market. <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ E. COMPETENCY FRAMEWORK </div> ▶ Behavioural Competencies <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Level </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Application in Role </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Leadership and Accountability </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sets direction for the sanitaryware sales organisation and takes full ownership of revenue, margin and market share outcomes. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Developing and Empowering Others </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Coaches and grows sales talent, delegates meaningfully and builds succession depth within the team. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Teamwork and Collaboration </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Partners effectively with Specification, Marketing, Finance, Supply Chain and Logistics to deliver seamless customer outcomes. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Communication and Influence </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Communicates persuasively with the CEO, principals, consultants and senior customer stakeholders to secure specification and commitment. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Analytical Thinking and Decision Making </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Interprets sales, pipeline, margin and market data to make sound, evidence-based commercial decisions. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 6 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Change and Innovation </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Drives adoption of new products, channels, digital tools and ways of working in a fast-moving construction market. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 7 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Commercial Acumen </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Balances growth with profitability, working capital discipline and long-term customer value. </td> </tr> </tbody></table> ▶ Technical / Functional Competencies <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Level </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Application in Role </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales Strategy & Execution </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Expert </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Ability to develop and execute sales strategies that deliver revenue, gross profit and market share growth. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Customer Relationship Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Expertise in building and maintaining strong relationships with key customers, driving new customer acquisition and retention. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Principal & Key Account Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Strong capability in managing developers, consultants, contractors, architects, dealers, distributors and strategic accounts, alongside international principals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware Product & Solutions Knowledge </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Comprehensive understanding of sanitaryware, bathroom and kitchen solutions and related products to position and sell them effectively. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Pipeline & Forecast Management </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Capability to manage sales pipelines in CRM, forecast accurately and ensure alignment with company growth and revenue goals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 6 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Pricing, Margin & Commercial Negotiation </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Structures competitive project pricing, tender submissions and trading terms without eroding margin integrity. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 7 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Credit Control & Working Capital Discipline </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Advanced </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Manages credit exposure, collections and inventory alongside Finance and Supply Chain to protect cash and profitability. </td> </tr> </tbody></table> ▶ Future-Ready & Emerging Competencies <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> # </td> <td width="173" style="width:130pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Competency </td> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Readiness </td> <td width="349" style="width:262pt;border:solid #D4C896 1pt;border-left:none;background:#B8972A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Why It Matters </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 1 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> AI-Enabled Forecasting & Sales Analytics </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Develop </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> AI-assisted CRM and demand-forecasting tools are reshaping pipeline accuracy, pricing and stock planning. The role must lead adoption so forecasts, quotations and inventory decisions are data-led rather than intuition-led. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 2 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> BIM & Digital Specification Selling </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Consultants and contractors increasingly specify through BIM objects and digital product libraries. Early presence in the digital specification chain determines who wins the project before tender stage. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 3 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sustainable & Water-Efficient Product Advocacy </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Develop </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> UAE Net Zero 2050, Estidama, Al Sa’fat and LEED requirements are moving water-efficient fittings and responsibly sourced materials from optional to mandatory. The role must position the portfolio as a compliance and sustainability enabler. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 4 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Smart Bathroom & IoT-Connected Solutions </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sensor-based faucets, touchless fixtures, leak detection and connected washroom systems are entering hospitality and commercial specification. Understanding these solutions protects relevance in premium segments. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="40" style="width:30pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> 5 </td> <td width="173" style="width:130pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Omnichannel & B2B E-Commerce Engagement </td> <td width="87" style="width:65pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Build </td> <td width="349" style="width:262pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Dealer, trade and retail buyers now research and transact digitally. The role must integrate e-commerce, digital showrooms and virtual product experiences with the traditional field sales model. </td> </tr> </tbody></table> <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ F. KEY STAKEHOLDERS </div> <table class="MsoNormalTable" border="1" cellspacing="0" cellpadding="0" width="649" style="width:487pt;border-width:medium;border-style:none;"> <thead> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Type </td> <td width="193" style="width:145pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Stakeholder </td> <td width="369" style="width:277pt;border:solid #D4C896 1pt;border-left:none;background:#1A1A1A;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Nature of Engagement </td> </tr> </thead> <tbody><tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Chief Executive Officer </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Direct reporting line – strategy alignment, budget commitments, performance review and approval of major commercial decisions. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sales Leadership – Other Divisions </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Cross-selling, shared account coverage and coordinated approach to common developers, contractors and consultants. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Sanitaryware Sales Team </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Day-to-day leadership, target setting, coaching, performance management and field support. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Specification & Technical Team </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Early-stage specification drives, technical submittals, mock-ups and consultant approvals. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Finance </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Budgeting, pricing approvals, credit limits, receivables management and profitability reporting. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Supply Chain & Logistics </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Demand forecasting, stock availability, aged inventory reduction and on-time project deliveries. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Marketing </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Product launches, campaigns, exhibitions, showroom activity and brand positioning. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Customer Service & After-Sales </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Order management, complaint resolution, warranty support and service excellence. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Internal </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Human Capital </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Manpower planning, recruitment, capability development and succession planning for the sales function. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Developers & Project Owners </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Relationship building, brand positioning, project pipeline development and commercial negotiation. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Consultants & Architects </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Product specification, technical presentations, sample submissions and design collaboration. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Main & MEP Contractors </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Tendering, project quotations, delivery scheduling and site-level coordination. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Dealers, Distributors & Retail Partners </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Channel development, trading terms, stock planning, promotions and territory coverage. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Suppliers & International Principals </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;background:#FAF8F4;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Portfolio strategy, product launches, pricing and rebate negotiation, training and joint business reviews. </td> </tr> <tr style="border-left:1px solid #000000;"> <td width="87" style="width:65pt;border:solid #D4C896 1pt;border-top:none;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> External </td> <td width="193" style="width:145pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Industry Bodies & Trade Events </td> <td width="369" style="width:277pt;border-top:none;border-left:none;border-bottom:solid #D4C896 1pt;border-right:solid #D4C896 1pt;padding:4.5pt 6.5pt 4.5pt 6.5pt;"> Corporate representation, market visibility, networking and competitive intelligence. </td> </tr> </tbody></table> <div style="border:none;border-bottom:solid #B8972A 1pt;padding:0in 0in 4pt 0in;"> ■ G. QUALIFICATIONS & EXPERIENCE </div> ▶ Education – Bachelor’s Degree in Business Administration, Marketing, Engineering or a related discipline. – MBA or an equivalent postgraduate management qualification is preferred. ▶ Certifications & Professional Development – Professional certification in sales leadership, key account management or strategic negotiation is an advantage. – Principal-led product and technical certifications in sanitaryware, bathroom or plumbing solutions are desirable. – Working familiarity with green building and water-efficiency standards (LEED, Estidama, Al Sa’fat) is an advantage. ▶ Experience – Minimum 10–15 years of sales experience in Building Materials, Sanitaryware, Bathroom Solutions or related industries. – At least 5 years in a senior sales leadership or Head of Sales capacity, with full P&L or revenue and gross-profit ownership. – Proven track record of achieving revenue, gross profit, market expansion and customer acquisition targets. – Strong project sales experience with developers, consultants, contractors and distributors in the UAE/GCC market. – Demonstrated success in leading, developing and scaling multi-member sales teams. ▶ Skills & Attributes – Strong commercial acumen, negotiation, communication, presentation and stakeholder management skills. – Proficiency in CRM platforms, sales forecasting, budgeting and performance reporting tools. – Sound knowledge of sanitaryware products, UAE building materials market practices and customer channels. – Analytical capability to interpret sales, margin, pipeline and market data and convert it into action. – Credit control and working capital awareness, with the discipline to balance growth against risk. – Language: excellent English communication skills; Arabic is an advantage.

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