Sales Executive - B2B

The B2B Sales Executive wins and converts project and trade business for GMG Home's Suncoast and Modora brands, covering outdoor and indoor furniture for hospitality, residential developers, contractors, landscapers, interior designers and corporate clients across the UAE.Each executive owns an assigned segment and account portfolio end to end: finding the opportunity, building the relationship with the people who specify and buy, quoting, closing, and following the order through to delivery, invoicing and payment. The role is measured on invoiced revenue, not on quotes issued. It works under the Director - Business Development and alongside a second B2B Sales Executive, so the market is covered by two people on the ground rather than one.Accountabilities● Delivery of the agreed order intake and invoiced revenue targets for the assigned portfolio. Targets are set with the Director - Business Development on appointment.● Quote conversion: the share of quotes that become purchase orders, and the time it takes.● Margin discipline: every quote within approved pricing and discount authority.● Pipeline accuracy: every opportunity, quote and next step recorded in the CRM, so the pipeline report reflects reality.● Collection of receivables on own accounts, in line with agreed payment terms.● Growth of the active account base, including reactivation of dormant customers who have bought before.Responsibilities● Build and maintain relationships with developers, main contractors, landscaping contractors, architects, interior designers, hotel pre-opening and procurement teams, and facilities managers.● Prospect proactively within the assigned segment, rather than relying on inbound enquiries.● Respond to every inbound B2B enquiry within the agreed response time.● Reactivate dormant and lapsed accounts from the customer database.● Run client meetings, showroom visits and site visits, including measurements and briefs with the operations team where required.● Prepare quotations in the ERP within pricing authority, and escalate anything outside it to the Director - Business Development.● Own all client communication on quotes, samples and specifications. Sales Administration produces and controls specification sheets and feasibility checks; the executive is the single point of contact to the client.● Follow every quote through to a purchase order: samples, revisions, approvals and commercial negotiation.● Hand won orders to operations complete and correct: delivery dates, site access, installation needs and payment terms, so nothing is held at order entry.● Track live projects through production, delivery, installation and invoicing, and keep the client informed.● Follow up payments and cheque collections on own accounts with Finance until settled.● Produce a weekly pipeline update for the Director - Business Development: won, quoted, movement, live projects and receivables.● Report market intelligence: upcoming projects, tenders, competitor activity and pricing.● Represent Suncoast and Modora at trade events, exhibitions and client presentations.Functional/Technical Competencies● B2B and project sales (prospecting, specification selling, closing) — Advanced● Negotiation and commercial terms — Advanced● Account and pipeline management — Advanced● Quotation preparation and pricing discipline — Intermediate● Furniture, FF&E and materials knowledge (outdoor and indoor) — Intermediate● Reading project drawings, layouts and BOQs — Intermediate● CRM usage and pipeline reporting — Intermediate● ERP quotation and order processes (Microsoft Dynamics 365 or similar) — Intermediate● Credit control and receivables follow-up — Intermediate● Presentation and proposal writing — IntermediateEducational Qualifications● Bachelor's degree in Business, Marketing, Interior Design, Hospitality or a related field (preferred). Equivalent proven B2B sales experience considered.Experience ● 3 to 5 years in B2B or project sales in the UAE, with a personal sales target and a track record against it.● Sector experience in furniture, FF&E, outdoor living, hospitality supply, fit-out or building materials.● An existing network among developers, contractors, landscapers, interior designers or hotel procurement in the UAE.● Proven ability to take a project from first meeting to purchase order, including samples, revisions and negotiation.● Candidates present one worked example at interview: a project they won, the client, the value, and how they closed it.