Sales & BD Manager GCC & North Africa (Rail/AFC/Ticketing Systems) Dubai, UAE

Location: United Arab Emirates

Coverage

Experience: Minimum 10 years

Industry: Rail, Public Transport, Mobility & Revenue Collection Systems

Job Overview

SEGULA Technologies is seeking an experienced International Sales & Business Development Manager with a strong background in Automatic Fare Collection (AFC) and ticketing systems to support business growth across the GCC and North Africa.

The successful candidate will combine in-depth technical knowledge of fare collection and mobility solutions with proven commercial expertise in sales, business development, strategic account management, and customer engagement.

The role involves developing new business opportunities, managing key accounts, building strategic partnerships, and driving revenue growth across public transport authorities, operators, and mobility service providers.

The position is based in the UAE and requires frequent regional travel.

Key Responsibilities

Business Development & Sales Growth

• Identify and develop new opportunities in Automatic Fare Collection (AFC), Account-Based Ticketing (ABT), digital payment systems, and revenue collection solutions.
• Expand business opportunities across metro, bus, tram, parking, and tolling projects.
• Develop a strong sales pipeline and manage opportunities from initial prospecting through contract award.
• Establish strategic relationships with transport authorities, operators, system integrators, technology partners, and other mobility stakeholders.
• Drive order intake, revenue growth, and commercial performance.
• Identify emerging opportunities related to Mobility-as-a-Service (MaaS), contactless payments, and digital ticketing.
  
  

Key Account Management & Customer Engagement

• Manage and develop long-term relationships with existing and prospective customers.
• Develop strategic account plans to maximize business opportunities and customer retention.
• Understand customer requirements related to fare collection, revenue optimization, and passenger experience.
• Act as a key commercial contact throughout the sales lifecycle.
• Coordinate with technical and project delivery teams to ensure customer expectations are aligned with proposed solutions.
  
  

Tendering, Bid Management & Contract Negotiation

• Lead complex sales and tendering processes from opportunity qualification to contract signature.
• Collaborate with bid management, engineering, finance, legal, and procurement teams to prepare competitive proposals.
• Manage commercial negotiations and support contract closure.
• Evaluate commercial risks, financial considerations, and contractual requirements.
• Ensure compliance with internal commercial governance and approval procedures.
  
  

Market Development & Strategic Partnerships

• Monitor regional transport infrastructure developments, market trends, and competitor activities.
• Develop and maintain relationships with strategic partners and technology providers.
• Represent the organization at relevant transport, mobility, and technology industry events.
• Identify new market opportunities and contribute to regional business development strategies.
  
  

Commercial Performance & Reporting

• Maintain accurate sales forecasts, opportunity pipelines, and CRM records.
• Monitor order intake, revenue targets, and commercial performance.
• Prepare business reviews and sales progress reports.
• Collaborate with regional management and cross-functional teams to achieve business objectives.
  
  

Candidate Requirements

Education

Bachelor's degree in Engineering, Business Administration, or a related discipline.

Professional Experience

• Minimum 10 years of professional experience in complex technical and commercial environments.
• Strong, demonstrable experience in Automatic Fare Collection (AFC) and ticketing systems.
• Proven experience in international sales, business development, and strategic account management within the rail, public transport, mobility, or fare collection industry.
• Established experience working with public transport authorities, operators, and technology partners in GCC countries.
• Proven track record of winning contracts, managing complex bids, negotiating commercial agreements, and achieving sales growth.
• Strong understanding of the GCC transport ecosystem, including key stakeholders, customers, competitors, and technology partners.
  
  

Technical Knowledge

• Strong knowledge of AFC solutions, ticketing systems, and revenue collection technologies.
• Understanding of Account-Based Ticketing (ABT), digital payment systems, and contactless ticketing.
• Experience with the implementation and operational lifecycle of ticketing systems, including system integration, software engineering, infrastructure, networks, and security.
• Familiarity with public transport systems, including metro, bus, and tram networks.
• Knowledge of parking and tolling systems would be advantageous.
  
  

Commercial & Interpersonal Skills

• Strong business development, negotiation, and contract-closing capabilities.
• Ability to manage complex, multi-stakeholder sales cycles.
• Excellent customer relationship management and communication skills.
• Ability to operate effectively within international and cross-functional teams.
• Commercially driven, results-oriented, and capable of managing strategic business opportunities.
  
  

Languages

• English: Excellent command required.
• Arabic: Fluency in written and spoken Arabic required.
• French: Desirable.
  
  

Mandatory Application Criteria

Please apply only if you have experience in:Automatic Fare Collection (AFC) and ticketing systems, combined with proven sales, business development, account management, and customer-facing experience within the rail, public transport, or mobility industry. Candidates must have a minimum of 10 years of relevant professional experience, strong knowledge of the GCC transport ecosystem, and a demonstrated track record of managing complex bids, developing business opportunities, negotiating contracts, and successfully closing deals. Technical experience with ticketing system integration and implementation is essential.

SEGULA Technologies is a global engineering group, boosting the competitiveness of all major industrial sectors: automotive, aerospace, energy, rail, naval, life sciences, and telecoms. With a presence in more than 30 countries and 140 locations worldwide, the Group prioritizes close relationships with its clients, driven by the expertise of its 15,000 employees. As a leading engineering player putting innovation at the heart of its strategy, SEGULA Technologies manages large-scale projects, ranging from initial studies to industrialization and production. SEGULA TECHNOLOGIES is dedicated to gender balance and diversity, recognizing and recruiting talent of all backgrounds.