Sales Manager (Trainings & Certifications)

The Sales Manager (Trainings & Certifications) is responsible for driving revenue growth across the company’s portfolio of public courses, in-house training, and certification programs. This role involves managing the entire sales cycle—from identifying potential corporate and individual clients to preparing proposals, negotiating contracts, and closing deals. The Sales Manager will also focus on building and maintaining long-term relationships with clients in the industrial, energy, and engineering sectors.

Key Responsibilities

Sales & Revenue:
Achieve quarterly and annual revenue, enrollment, and margin targets for training and certification offerings. Build and maintain a robust sales pipeline through prospecting, responding to tenders, leveraging referrals, and developing partnerships. Prepare detailed proposals, quotations, and commercial terms, leading negotiations to secure signed contracts or purchase orders. Provide accurate sales forecasts and regularly report on pipeline health, conversion rates, and win/loss analysis.

Account & Relationship Management:
Establish and nurture strategic relationships with HR, Learning & Development, operations, and technical managers at target organizations. Manage key accounts to secure repeat business and increase share of wallet through cross-selling and upselling opportunities. Ensure vendor registration and maintain compliance with prequalification requirements for major clients.

Market & Portfolio Development:
Identify emerging training needs and market trends to provide input on new courses, certifications, and delivery formats, including classroom, virtual, and blended learning. Monitor competitor offerings, pricing strategies, and accreditation standards to maintain a competitive portfolio. Develop partnerships with certification bodies, universities, and other training providers to enhance the company’s market position.

Marketing & Events:
Collaborate with the marketing team on campaigns, webinars, open-house sessions, and exhibitions to generate qualified leads. Support the annual training calendar by driving enrollments and maximizing attendance in public courses. Oversee invoicing processes, follow up on collections, and manage client feedback to ensure high satisfaction levels.

Required Qualifications

A bachelor’s degree in engineering, business, or a related field is essential. An MBA or additional sales/marketing qualifications are considered advantageous. Candidates should have 7 to 10 years of B2B sales experience, with at least 3 to 5 years specifically in training, certification, or technical/professional services. A proven track record of meeting or exceeding revenue targets in corporate and industrial sales environments is required. Experience handling tenders, vendor registration, and working with government or large-enterprise procurement processes is highly valued.

Skills & Competencies

The ideal candidate will demonstrate a consultative and solution-selling approach, with strong negotiation and closing skills. Excellent presentation, communication, and proposal-writing abilities are essential. Commercial acumen related to pricing, margins, and contract terms is critical. Proficiency in CRM systems such as Salesforce, HubSpot, or Zoho, along with strong Excel and reporting skills, is expected. The ability to understand technical course content sufficiently to sell it credibly is important. Fluency in English is required, and knowledge of Arabic is an advantage for roles based in the Middle East.

Key Performance Indicators (KPIs)

Success in this role will be measured by revenue and gross margin achievement against targets, the number of new accounts won, and enrollments closed. Additional KPIs include pipeline value and conversion rate, as well as repeat business and account retention rates.

This position offers the opportunity to lead sales efforts in a dynamic and growing sector, working closely with industry leaders to deliver impactful training and certification solutions.