وظيفة رئيس المبيعات الإقليمي لدى Pinnacle Infotech Technologies بالرياض

Job Description: Regional Sales Head - Middle East

Position Details:

Position Title

Regional Sales Head - Middle East

Department

Sales & Business Development

Location

Kingdom of Saudi Arabia (KSA) - On-site

Reporting To

VP - Pinnacle (India HQ)

Direct Reports

Deputy Sales Head - ME & India | On-site KSA Sales & Operations Team

Employment Type

Full-Time | Senior Leadership

Experience Required

15+ Years (significant KSA & United Arab Emirates experience mandatory)

Preferred Profile

Around 40 Years

Nationality

India

Industry

Engineering, Construction & Infrastructure

Reporting & Team Structure

The Regional Sales Head - Middle East is the most senior Pinnacle leader in the region. He reports directly to the VP at India HQ and carries full ownership of the Middle East's revenue, client relationships, market presence, and team performance.

Two direct reporting lines sit under him:

• Deputy Sales Head - ME & India (India-based, managing the India BD team)
• On-site KSA Sales & Operations Team

Organization Structure:

VP - Pinnacle | India HQ

⬇

Regional Sales Head - Middle East (This Role - KSA Based | On-site)

⬇⬇

Deputy Sales Head - ME & India

India-based | Manages India BD Team

On-site KSA Sales & Operations Team

KSA-based | Managed Directly by this Role

About the Role

Pinnacle is seeking a seasoned, on-ground Regional Sales Head to own and grow our Middle East business, headquartered in the Kingdom of Saudi Arabia.

This is the most senior regional role in Pinnacle's Middle East structure, carrying full accountability for KSA and United Arab Emirates sales, on-site team leadership, client ownership, and market presence.

This is explicitly a field-first, relationship-driven leadership role. The right candidate will be someone who thrives on being in the market-travelling across KSA and United Arab Emirates, meeting clients and prospects in person, staying ahead of new project opportunities across the Kingdom, and building Pinnacle's brand as the go-to partner in the region.

Desk-bound executives need not apply.

The Regional Sales Head will directly manage the on-site KSA team and provide strategic direction to the Deputy Sales Head in India, who manages the India-based BD team. Together, both functions form a coordinated, two-geography sales engine for the Middle East.

Key Responsibilities

1. Regional Sales Leadership

• Own and drive the end-to-end sales strategy for the Middle East region, with primary focus on KSA and secondary coverage of United Arab Emirates.
• Set regional revenue targets in alignment with the VP and be fully accountable for achieving and exceeding them quarter on quarter.
• Identify, pursue, and close new business opportunities across construction, infrastructure, EPC, and engineering services sectors in KSA.
• Build and continuously leverage an active, senior-level network with developers, main contractors, government bodies, and Vision 2030-linked entities across the Kingdom.
• Lead all major bid, proposal, and commercial negotiation activities for the Middle East region-from opportunity identification through to contract signature.
• Maintain a healthy and structured sales pipeline; ensure opportunities are qualified, tracked, and progressed systematically.

2. On-ground Market Presence & Travel

• Travel extensively and regularly across KSA to meet clients, prospects, consultants, and project stakeholders in person-this is a field-first, not desk-first role.
• Conduct structured in-person meetings with decision-makers, procurement heads, and project owners across the region.
• Maintain a deep, current, and proactive understanding of new and upcoming projects across the Kingdom, including:
• NEOM
• Diriyah
• Red Sea
• Qiddiya
• Vision 2030 programmes
• Private sector developments
• Government-led infrastructure initiatives
• Convert market intelligence into actionable business opportunities early in the project lifecycle.
• Actively position and promote Pinnacle's brand, capabilities, and service portfolio across the Middle East.
• Attend and participate in major industry events, exhibitions, trade shows, and networking forums in KSA.
• Track competitor activity, pricing trends, market shifts, and regulatory developments across KSA and relay actionable intelligence to the India BD team and VP.

3. Client Relationship Management

• Serve as the senior-most client relationship owner for all major KSA accounts.
• Ensure consistently high levels of client satisfaction, retention, and account growth.
• Conduct regular client review meetings-in person wherever possible.
• Proactively identify and act on upsell and cross-sell opportunities within the existing client portfolio.
• Handle senior-level client escalations decisively and effectively.
• Build Pinnacle's reputation as a trusted, long-term partner across the region's key accounts.

4. On-site KSA Team Management

• Directly manage, lead, and motivate the on-site KSA Sales and Operations Team on a day-to-day basis.
• Set clear individual targets and KPIs for each team member.
• Conduct regular performance reviews and provide ongoing coaching and feedback.
• Build team capability by identifying skill gaps and supporting development.
• Ensure the on-site team is well coordinated with active project delivery teams.
• Drive a high-performance, client-first culture across the KSA team.
• Manage team scheduling and coverage to ensure key client sites and accounts receive the appropriate level of attention and support.

5. Oversight of India BD Function

• Provide strategic direction and priorities to the Deputy Sales Head - Middle East & India.
• Ensure the India BD team's activities are aligned with regional sales objectives and client requirements, including:
• Proposal preparation
• Lead generation
• Market research
• Bid documentation
• Pricing inputs
• Capability statements
• Review and approve key BD outputs before client submission.
• Conduct regular weekly pipeline reviews, strategy briefings, and priority alignment meetings.
• Provide timely market intelligence, client feedback, and project updates from the field.

6. Reporting & Governance

• Report directly to the VP at India HQ with regular updates on:
• Regional pipeline status
• Revenue performance
• Client health
• Market developments
• Team performance
• Maintain accurate sales reporting, revenue forecasting, and CRM records.
• Ensure compliance with:
• KSA labour laws
• Saudization (Nitaqat) requirements
• Applicable regulatory frameworks
• Coordinate with India HR and visa teams for employee deployment to KSA project sites.
• Manage the regional operational budget and proactively flag risks, variances, and opportunities.

Qualifications & Experience

• Bachelor's degree in Engineering, Business Administration, or a related field.
• MBA strongly preferred.
• Minimum 15 years of professional experience.
• Significant on-ground experience in KSA (mandatory and subject to verification).
• Proven B2B sales and business development track record within construction, infrastructure, EPC, or engineering services.
• Experience managing both on-site and remote sales teams across multiple locations.
• Strong, active, and verifiable senior-level network within KSA's construction, contracting, and government project ecosystem.
• Demonstrated success in owning regional P&L and delivering revenue growth.
• Strong understanding of:
• KSA commercial practices
• Procurement processes
• Saudization policies
• Regulatory environment
• Around 40 years old, bringing a balance of leadership maturity, commercial acumen, credibility, and energy.

Key Skills & Competencies

Sales & Commercial

• Regional Sales Strategy & Execution
• End-to-End Bid & Proposal Leadership
• Contract Negotiation & Deal Closure
• Regional P&L Ownership
• Pipeline Management & CRM Discipline
• Market Intelligence & Competitor Tracking

Leadership & Regional Management

• Multi-location Team Leadership
• Senior Client Relationship Management
• KSA Market Expertise
• Cross-functional Coordination (India HQ)
• Brand Positioning & Stakeholder Engagement
• Arabic Communication (strongly preferred)

Language Requirements

English

Full professional proficiency (mandatory)

Arabic

Conversational or professional proficiency (strongly preferred) given the KSA client environment.

Pinnacle is an equal opportunity employer. We strongly encourage applications from professionals with established, on-ground KSA market experience.