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, preparing proposals, negotiating contracts, to closing deals. Additionally, the Sales Manager will focus on building and maintaining long-term relationships with clients primarily in the industrial, energy, and engineering sectors.

Key Responsibilities

Sales & Revenue:
Achieve set annual and quarterly targets for revenue, enrollments, and profit margins related to training and certification offerings. Develop and maintain a robust sales pipeline through proactive prospecting, responding to tenders, leveraging referrals, and forming strategic partnerships. Prepare detailed proposals, quotations, and commercial terms, leading negotiations through to contract signing or purchase order receipt. Provide accurate sales forecasts and regularly report on pipeline health, conversion rates, and win/loss analyses.

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

Market & Portfolio Development:
Identify emerging training needs and market trends to advise on new course development, certification programs, and delivery methods including classroom, virtual, and blended formats. Monitor competitor offerings, pricing strategies, and accreditation standards to maintain a competitive portfolio. Develop and maintain partnerships with certification bodies, universities, and other training providers.

Marketing & Events:
Collaborate with the marketing team to support campaigns, webinars, open-house events, and exhibitions aimed at lead generation. Drive enrollments to fill seats in public courses and support the annual training calendar. Oversee invoicing, collections follow-up, and manage client feedback to ensure high satisfaction levels.

Required Qualifications

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

Skills & Competencies

The ideal candidate will demonstrate a consultative and solution-oriented sales approach, coupled with strong negotiation and closing capabilities. Excellent presentation, communication, and proposal-writing skills are essential. Commercial acumen is critical, including understanding pricing strategies, margins, and contract terms. Proficiency with CRM platforms such as Salesforce, HubSpot, or Zoho, along with strong Excel and reporting skills, is expected. The ability to comprehend technical course content sufficiently to sell it credibly is important. Fluency in English is required, with Arabic language skills considered an advantage for roles in the Middle East.

Key Performance Indicators (KPIs)

Performance will be measured against revenue and gross margin targets, the number of new accounts acquired, and enrollment closures. Additional KPIs include pipeline value, conversion rates, repeat business, and account retention rates.

This role offers the opportunity to lead sales efforts in a dynamic and evolving market, working closely with technical experts and marketing teams to expand the company’s footprint in training and certification services.