Senior Sales Manager – Local Government Segment

Overview

About The First Group Hospitality

The First Group Hospitality is a Dubai-headquartered, full-service hospitality management company specialising in hotel operations, asset management, and F&B strategy. With a team of industry veterans and a proven track record, the company delivers tailored solutions that enhance efficiency, optimise revenue, and maximise asset value for investors and hotel owners. As a trusted third-party hotel management provider, The First Group Hospitality partners with leading global brands to drive operational excellence and long-term profitability, thanks to expertise spanning property performance optimisation, cost management, and guest experience enhancement. Beyond management, The First Group Hospitality develops and operates a dynamic portfolio of upscale hotels, residences, and award-winning restaurants, creating high-value hospitality assets that stand out in the market. 

For more information, visit tfghospitality.com

Job Description

We are seeking an experienced and results-driven Senior Sales Manager to lead our Local Government segment. Reporting directly to vice president sales, the successful candidate will take full commercial responsibility for developing and executing the segment’s sales strategy, growing revenue, managing key government relationships, and leading the sales team to achieve agreed targets.

The role requires a strong understanding of local government organizations, public-sector procurement processes, tenders, framework agreements, and complex stakeholder environments. The successful candidate will combine strategic account leadership with disciplined sales execution and accurate forecasting.

Key Responsibilities

Sales Strategy and Commercial Performance

• Develop and implement the sales strategy for the Local Government segment in alignment with the company’s overall objectives.

• Assume responsibility for revenue, pipeline development, customer acquisition, account growth, and profitability within the assigned segment.

• Set annual, quarterly, and monthly sales plans and targets.

• Identify new opportunities across municipalities, local authorities, government entities, and related public-sector organizations.

• Build and maintain a strong, qualified pipeline capable of supporting short- and long-term growth.

• Provide accurate sales forecasts, performance reports, and market updates directly to vice president sales.

• Monitor segment performance and implement corrective actions when results fall below plan.

Government Accounts and Stakeholder Management

• Build and maintain senior-level relationships with decision-makers, procurement teams, technical stakeholders, and other relevant government representatives.

• Develop strategic account plans for priority government customers.

• Understand each customer’s objectives, operational requirements, budgets, procurement cycles, and decision-making structure.

•  Position the company as a trusted long-term partner to local government organizations.

• Manage sensitive customer issues and commercial escalations professionally.

• Represent the company at government meetings, industry events, exhibitions, and relevant forums.

Tenders and Public Procurement

• Lead the identification, qualification, preparation, and submission of government tenders, requests for proposals, and framework agreements.

• Coordinate bid activities with internal departments, including operations, finance, legal, technical, and marketing teams.

• Apply a structured bid/no-bid process to ensure resources are focused on commercially attractive opportunities.

• Review pricing, commercial terms, technical submissions, and contractual requirements before submission.

• Ensure all proposals and tender submissions are accurate, competitive, compliant, and delivered within the required deadlines.

• Maintain visibility of government procurement plans, upcoming projects, budget cycles, and regulatory developments.

• Support contract negotiations and ensure a smooth handover of awarded business to the responsible delivery teams.

Sales Operations and Governance

• Ensure all opportunities, customer interactions, forecasts, and account information are accurately recorded in the CRM system.

• Maintain strong sales discipline and consistent processes across the segment.

• Track competitor activity, market developments, pricing trends, and customer requirements.

• Work closely with internal teams to ensure proposed solutions can be delivered successfully and profitably.

• Ensure all sales activities comply with company policies, applicable laws, public-procurement requirements, and ethical standards.

Desired Skill & Expertise

Qualifications and Experience

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field.
• At least 6 years of relevant sales or business development experience, including 3 years in a sales management or senior commercial role.
• Proven experience managing relationships with local government, municipal, and public-sector organizations.
• Demonstrated success in achieving revenue targets and securing complex government contracts.
• Strong knowledge of government tenders, RFPs, procurement procedures, and contract negotiations.
• Proven expertise in pipeline management, sales forecasting, account planning, and CRM systems.
• Proficiency in Microsoft Office and relevant sales-management tools.
• Fluency in Arabic is mandatory, with professional working proficiency in English.

Required Competencies

• Strategic, commercial, and financial acumen.
• Government stakeholder and public-sector relationship management.
• Tender, proposal, and procurement process management.
• Negotiation, influencing, and contract management.
• Sales forecasting, pipeline management, and pricing strategy.
• Leadership, team development, and accountability for results.
• Executive-level communication and presentation skills.
• Strong planning, prioritization, problem-solving, and decision-making abilities.
• High levels of integrity, discretion, and professional judgment.