WOG Technologies
Website:
woggroup.com
Job details:
Position : Regional Sales Manager - Middle East
Base Location - Riyadh
Alternative Location - Dubai
Territory
Kingdom of Saudi Arabia (primary), Kuwait, Bahrain, Qatar and Oman
Reports To - CEO
Position Type - Full-time, permanent
Purpose of the Role
To generate and convert industrial water and wastewater business across the Middle East, with primary focus on the Kingdom of Saudi Arabia’s industrial clusters, refineries and desalination projects.
This is a hands-on, field-facing sales role. The holder is measured on enquiries generated, proposals submitted and orders booked; not on organisational build. Where the Vice President – Business Development, Middle East & Africa owns institutional and government access, this role owns the industrial account base and the working pipeline underneath it.
Territory & Target Clients
Primary clients
Industrial clusters and industrial cities; refineries and petrochemical complexes; desalination plant owners, operators and developers.
Priority locations
The industrial and petrochemical clusters at Jubail, Yanbu, Ras Al Khair, Jazan and Rabigh; industrial cities under the industrial estates authority; and equivalent industrial zones in the Kuwait, Bahrain, Qatar and Oman.
Secondary clients
Mining and metals processing, power generation, food & beverage, pharmaceutical and textile manufacturers; commercial and developments requiring sewage treatment and reuse.
Route to market
Direct client engagement and site-level relationships; consulting engineers and design consultants who write specifications; EPC contractors and main contractors; approved-vendor listings and registered supplier channels.
Key Responsibilities
Enquiry Generation & Pipeline
- Identify, qualify and generate enquiries for effluent treatment plants (ETP), sewage treatment plants (STP), water treatment plants (WTP), wastewater treatment plants (WWTP), reverse osmosis and desalination systems, ZLD, water reuse and recycling, and high-purity water systems.
- Build and maintain a live, accurate opportunity pipeline sufficient to support the assigned order intake target, with realistic values, stages and close dates.
- Conduct regular client site visits, plant walk-downs and technical discussions to understand effluent characteristics, discharge obligations, water balance and operating pain points.
- Map and maintain the account structure for each target client; who specifies, who evaluates, who approves and who pays.
- Track upcoming capital projects, expansions, revamps and compliance-driven upgrades within the territory’s industrial base.
Client & Consultant Relationships
- Build and maintain working relationships with plant managers, utilities and environment heads, project managers, procurement teams and technical evaluators at target industrial clients.
- Engage consulting engineers and design consultants early so that WOG technologies and equipment are reflected in project specifications before tender.
- Develop relationships with EPC and main contractors bidding water and wastewater packages, and secure WOG’s position as a preferred subcontractor or package vendor.
- Complete and maintain vendor registration and prequalification with target clients and keep documentation current.
Proposals & Tendering
- Prepare enquiry briefs with complete technical inputs; flow rates, influent and effluent quality, discharge standards, site constraints, utilities availability and client preferences for the head-office Process and Proposals teams.
- Coordinate with Process, Design & Engineering, Proposals and Costing to prepare compliant, competitive techno-commercial proposals within client deadlines.
- Prepare and submit tender documents, technical and commercial bid packages, clarifications and post-bid submissions in the format each client requires.
- Attend technical clarification meetings, bid openings and negotiation rounds, and drive the commercial close under the guidance of the Vice President.
- Support handover of won projects to the Projects team with complete commercial and technical documentation.
Reporting & Market Intelligence
- Maintain complete and current opportunity records in the CRM, and submit weekly activity and monthly pipeline and forecast reports.
- Report competitor activity, pricing behaviour, technology preferences and lost-bid analysis, and feed this to the Vice President and to head office.
- Monitor changes to discharge standards, environmental enforcement, water tariffs and industrial licensing conditions that affect client demand.
- Represent WOG at regional exhibitions, technical seminars and industry events.
Conduct & Compliance
- Ensure all client engagement complies with applicable anti-bribery and anti-corruption law, competition law and WOG’s Code of Conduct.
- Ensure commitments made to clients on scope, schedule, performance and price are made only within delegated authority and are capable of being delivered.
- Comply with client site safety requirements during all plant visits.
Key Performance Indicators
Performance in this role is assessed against the following measures. Targets are set annually and reviewed quarterly.
- Order intake value against the assigned annual target.
- Number and value of qualified enquiries generated per quarter.
- Number of proposals submitted, and enquiry-to-proposal turnaround time.
- Enquiry-to-order conversion ratio and win rate against bids submitted.
- Gross margin at order booking on personally originated orders.
- Number of new client vendor registrations and pre qualifications completed.
- Number of specifications influenced at consultant or design stage.
- CRM data completeness and forecast accuracy.
Qualifications & Experience
- Bachelor’s degree in Chemical, Mechanical or Environmental Engineering.
- Minimum 10 years’ experience in sales or business development of water and wastewater treatment systems, of which at least 5 years in the GCC — preferably in Saudi Arabia.
- Demonstrated personal order intake in industrial water and wastewater projects, evidenced project by project.
- Sound working knowledge of ETP, STP, WTP, WWTP, RO, desalination and ZLD systems, including process selection, sizing logic and cost drivers.
- Experience selling into refineries, petrochemical plants or heavy industrial clusters.
- Experience preparing and submitting formal tender packages to industrial and semi-government clients.
- Valid GCC driving licence and willingness to travel extensively for site visits.
- Current GCC residency and transferable work authorisation, or clear eligibility to obtain it.
Skills & Competencies
- Field sales discipline, consistent client contact, structured follow-up and reliable pipeline hygiene.
- Technical fluency sufficient to conduct a plant walk-down, interpret effluent analysis and discuss process options credibly without support.
- Proposal and tender preparation accuracy, including attention to compliance schedules and submission formats.
- Negotiation capability at working level, with sound judgement on when to escalate.
- Strong written and spoken English; Arabic is a significant advantage.
- CRM proficiency and comfort with structured reporting.
- Self-motivation and the ability to work productively away from head office supervision.
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