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Business Development Manager - Refrigeration, Shelving & Fit-, Airconditioning and Cold room
Job Description & How to Apply Below
- Develop and execute the sales strategy for refrigeration equipment/solutions, coldroom and air-conditioning and fit-out projects, in line with annual revenue and margin targets.
- Identify, qualify, and convert leads across supermarkets, hypermarkets, F&B chains, hotels, restaurants, cold storage/logistics operators, and commercial developers.
- Build and manage relationships with consultants, MEP contractors, architects, and main contractors to secure specification and tender inclusion.
- Prepare and present technical-commercial proposals, cost estimates, and BOQs for refrigeration installations and interior fit-out works.
- Lead the full sales cycle: prospecting, site visits, technical scoping, quotation, negotiation, contract closure, and handover to the project/operations team.
- Coordinate with design, engineering, procurement, and project teams to ensure quotes are accurate, deliverable, and competitively priced.
- Monitor market trends, competitor activity, and pricing across both refrigeration and fit-out sectors to inform strategy.
- Represent the company at trade exhibitions, client meetings, and industry events (e.g. Gulfood Manufacturing, The Big
5) to generate leads and brand visibility. - Maintain accurate pipeline, forecasts, and client records in the CRM; deliver regular sales performance reports to senior management.
- Mentor and provide guidance to junior sales/business development staff, where applicable.
- Proven track record in B2B sales and business development, ideally within refrigeration, HVAC/air-conditioning, MEP, or interior fit-out sectors
- Demonstrated experience developing and executing sales strategies against revenue and margin targets
- Strong lead generation, qualification, and conversion skills across a mixed customer base (retail, F&B, hospitality, cold storage/logistics, commercial developers)
- Full sales-cycle ownership: prospecting, site visits, technical scoping, quotation, negotiation, and contract closure
- Working knowledge of refrigeration/coldroom systems, air-conditioning, and fit-out/construction processes
- Ability to prepare technical-commercial proposals, cost estimates, and BOQs
- Comfortable coordinating with design, engineering, procurement, and project/operations teams to ensure proposals are accurate and deliverable
- Understanding of tender and specification processes within the construction/MEP industry
- Experience building and managing relationships with consultants, MEP contractors, architects, and main contractors to secure specification and tender inclusion
- Strong client relationship management and consultative selling skills
- Comfortable representing the company at trade exhibitions and industry events (e.g. Gulfood Manufacturing, The Big
5)
- Market and competitor analysis skills across refrigeration and fit-out sectors
- CRM proficiency for pipeline management, forecasting, and reporting
- Strong reporting discipline — comfortable presenting sales performance to senior management
- Team leadership/mentoring experience, or readiness to guide junior sales/BD staff
- Excellent negotiation, presentation, and communication skills
- Self-driven, target-oriented, and able to manage a complex, technical sales pipeline independently
- Bachelor's degree in Engineering (Mechanical/MEP), Business, or related field
- Min 5+ years of relevant B2B sales experience, ideally in the UAE/GCC market, with sector exposure to refrigeration, cold chain, HVAC, or fit-out/construction
- Valid UAE driving licence and willingness to travel for site visits and client meetings
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