Head of Sales

Job Summary The Head of Sales is responsible for owning revenue growth and gross margin for large-scale and turnkey greenhouse projects across multiple regions. The role leads the sales strategy, builds and manages a high-performing regional sales organization, drives new market entry, and ensures the company remains ahead of market trends and competitors in protected agriculture. This position plays a critical role in expanding the company’s international footprint while securing flagship “lighthouse” projects. Job Responsibilities Sales Strategy & Market Development Develop and execute a 3-year regional go-to-market strategy for GCC and Levant, along with expansion playbooks for Australia, Africa, and priority new markets. Conduct structured market studies, including demand sizing, crop and climate suitability, regulatory and incentive mapping, competitor benchmarking, pricing corridors, and partner ecosystems. Define and prioritize market entry strategies by country (direct sales, agents/distributors, EPC partners, joint ventures) and secure initial lighthouse projects. Commercial & Tender Leadership Own the full enterprise sales cycle for large-scale and turnkey greenhouse projects, from lead generation through qualification, solution design with engineering teams, proposal and BOQ preparation, contract negotiation, and handover to project delivery. Lead all tendering and bidding activities, including bid/no-bid decisions, compliance management, pricing strategy, risk assessment, and win-theme development. Establish and enforce pricing and commercial guardrails to protect margins while remaining competitive. Partnerships & Channel Management Identify, onboard, and manage regional agents, distributors, agronomy consultancies, EPC partners, and financial partners. Coordinate closely with key suppliers (covering systems, irrigation, climate control, fertigation, automation) to develop competitive bundled solutions. Key Accounts & Pipeline Management Build and maintain senior-level relationships with strategic growers, government programs, investment funds, and agro-industrial developers. Manage a balanced and diversified sales pipeline by stage, region, crop type, and deal size, ensuring accurate monthly and quarterly forecasting. Team Leadership & Sales Operations Recruit, lead, coach, and performance-manage regional sales teams across Saudi Arabia, Lebanon, Cyprus, and the UAE. Standardize sales processes, proposal templates, and contractual terms in coordination with Legal and Finance. Champion CRM adoption and data discipline (e.g., Salesforce or HubSpot), with dashboards tracking pipeline health, win rates, forecasting accuracy, and margin performance. Market Intelligence & Cross-Functional Collaboration Establish a competitive intelligence and market trend “war room,” tracking technologies, pricing, policies, incentives, and competitor activity by region. Share regular market insight reports to guide product development, sourcing strategies, and marketing initiatives. Collaborate closely with Engineering, Projects, Supply Chain, Finance, and Marketing to ensure commercially viable designs, delivery feasibility, cash-flow alignment, and effective demand generation. Governance & Travel Ensure compliance with trade regulations, anti-corruption policies, and HSE standards. Travel approximately 40–60% across GCC and Levant, with periodic travel to Australia, Africa, and new target markets. Requirements 8–12+ years of experience in B2B capital equipment, construction, or agri-engineering project sales, including at least 4 years leading multi-country sales teams. Proven track record of closing large-scale, turnkey, or EPC-style projects, preferably in greenhouses, controlled environment agriculture (CEA), irrigation, climate control, or industrial construction. Strong commercial and contractual negotiation skills, including Incoterms, letters of credit, performance bonds, payment milestones, and tender management. Established network with growers, government programs, and agro-industrial developers in GCC and Levant (exposure to Australia and Africa is a strong advantage). Highly data-driven, with strong experience using CRM systems, sales forecasting tools, and ROI/TCO financial modeling. Languages: Fluent in Arabic and English; French is a plus. Bachelor’s degree in Engineering, Agronomy, or Business; MBA is a plus.