Industrial Sales Manager

Job Description: Sales & Commercial Manager (Industrial Manufacturing)

Reports To: General Manager / Commercial Director / CEO

Department: Sales & Commercial

Job Summary

The Sales & Commercial Manager is responsible for developing and executing the company's commercial strategy to achieve revenue growth, profitability, and market expansion. The role leads all sales and commercial activities, develops strategic customer relationships, negotiates and closes high-value contracts, and identifies new business opportunities across industrial markets. The successful candidate has a proven track record of closing complex B2B deals, managing key accounts, and driving sustainable business growth within an industrial manufacturing environment.

Key Responsibilities

Sales Leadership

• Develop and implement annual sales and commercial strategies aligned with company objectives.
• Achieve revenue, gross margin, and profitability targets.
• Lead, coach, and develop the sales team to maximize performance.
• Establish sales forecasts, budgets, and performance metrics.
• Monitor market trends and competitor activities to identify growth opportunities.

Business Development

• Identify and pursue new business opportunities across local and regional markets.
• Develop relationships with OEMs, contractors, distributors, EPC companies, industrial clients, and government organizations.
• Expand the customer portfolio through proactive prospecting and networking.
• Generate new sales channels and strategic partnerships.

Deal Closing & Negotiation

• Lead negotiations for high-value commercial contracts.
• Prepare commercial proposals, pricing strategies, and tender submissions.
• Close complex, multi-stakeholder sales opportunities while protecting company profitability.
• Negotiate long-term supply agreements, framework contracts, and strategic partnerships.
• Resolve commercial issues to ensure successful contract execution.

Key Account Management

• Build and maintain long-term relationships with major customers.
• Develop account growth plans for strategic clients.
• Ensure high customer satisfaction and retention.
• Conduct regular business reviews with key accounts.

Commercial Management

• Develop pricing strategies that balance competitiveness and profitability.
• Review quotations, commercial terms, and contract conditions.
• Collaborate with Finance to manage payment terms and credit exposure.
• Ensure compliance with company commercial policies.

Cross-Functional Coordination

• Work closely with Operations, Production, Supply Chain, and Engineering to ensure customer requirements are met.
• Coordinate product launches and customer-specific projects.
• Support demand planning and production forecasting.

Market Intelligence

• Monitor customer needs, industry trends, and competitive developments.
• Recommend new products, services, and market opportunities.
• Participate in industry exhibitions, conferences, and networking events.

Reporting

Provide regular reports on:

• Sales performance
• Pipeline and forecast accuracy
• Order intake
• Gross margin
• Market opportunities
• Customer acquisition
• Key account performance
• Win/loss analysis
• Tender activity
• Strategic initiatives

Key Performance Indicators (KPIs)

• Revenue growth
• Gross profit margin
• New customer acquisition
• Value of deals closed
• Sales conversion rate
• Order intake
• Customer retention rate
• Forecast accuracy
• Average deal size
• Sales pipeline value
• Market share growth
• Customer satisfaction

Qualifications

• Bachelor's degree in Business Administration, Marketing, Engineering, or a related field.
• MBA or equivalent postgraduate qualification is preferred.

Experience

• 8-12 years of progressive sales and commercial experience in industrial manufacturing.
• Minimum 5 years in a commercial leadership role.
• Demonstrated success in closing high-value B2B contracts.
• Experience with contract negotiation, tenders, and strategic account management.
• Familiarity with ERP and CRM systems (e.g., SAP, Microsoft Dynamics, Salesforce).

Technical Skills

• B2B industrial sales
• Commercial negotiations
• Tender and bid management
• Pricing strategy
• Contract management
• Financial analysis and margin management
• Sales forecasting
• CRM management
• Market analysis
• Presentation and proposal development

Leadership Competencies

• Strong negotiation and influencing skills
• Proven ability to close complex deals
• Strategic and commercial thinking
• Customer-focused approach
• Excellent communication and presentation skills
• Results-driven with a strong sense of accountability
• Leadership and team development
• Analytical problem-solving
• Decision-making under pressure
• Relationship-building across all organizational levels

Experience in one or more of the following sectors is highly desirable:

• Wire & Cable Manufacturing
• Electrical Products
• Industrial Manufacturing
• Building Materials
• Steel & Metals
• Energy
• Infrastructure
• Construction
• Oil & Gas
• Industrial Equipment