Sales Manager

Job Purpose

• The Sales Manager is responsible for leading and growing the company's General Industries sales business by achieving revenue and gross margin targets, developing key customer relationships, expanding market presence, and driving new business opportunities. The role leads, coaches, and develops the sales team while managing the sales pipeline, forecasting, and overall sales performance to ensure sustainable and profitable growth.

Key Responsibilities

Sales & Business Development

• Develop and execute the General Industries sales strategy to achieve revenue, gross margin, and growth targets.
• Manage and develop key customer accounts while identifying new customers, industries, and business opportunities.
• Lead the sales team in promoting the company's products, services, and integrated steam and thermal solutions.
• Build strong relationships with key decision-makers and strategic customers.
• Support the team in developing major opportunities, preparing proposals, negotiating, and closing strategic deals.
• Develop cross-selling and up-selling opportunities across products, services, and solutions.

Sales Team Management

• Lead, coach, and develop the General Industries Sales team to achieve individual and team targets.
• Set clear objectives, KPIs, activity targets, and priorities for each Sales Engineer.
• Conduct regular pipeline reviews, sales meetings, one-to-one coaching, and performance reviews.
• Monitor sales activities, customer visits, quotations, opportunities, and conversion rates.
• Identify performance gaps and implement corrective actions and development plans.

Pipeline & Sales Performance

• Manage and maintain a healthy sales pipeline and ensure opportunities progress effectively through the sales process.
• Monitor sales forecasts, order intake, revenue, gross margin, and target achievement.
• Ensure accurate and timely CRM updates and sales reporting.
• Analyze sales performance, market trends, customer activity, and competitive developments to identify growth opportunities.
• Prepare and present weekly and monthly sales performance reports to management.

Market & Customer Development

• Develop plans to expand the company's presence across General Industry sectors and target markets.
• Identify new applications, customer segments, and market opportunities.
• Strengthen customer retention and increase the share of business within existing accounts.
• Coordinate with Marketing, Technical, Service, and Operations teams to maximize customer value and sales opportunities.

Commercial & Strategic Support

• Participate in pricing, commercial negotiations, and strategic proposals while protecting company margins.
• Provide market and customer feedback to management to support product, service, and business development decisions.
• Support the development of annual sales plans, budgets, targets, and strategic initiatives.
• Ensure sales activities are aligned with the company's overall strategy and commercial objectives.

Qualifications

• Bachelor's degree in Engineering, or a related field.
• 8-10 years of B2B sales experience, preferably in industrial, engineering, manufacturing, or technical solutions.
• Proven experience managing a sales team and achieving revenue and gross margin targets.
• Strong experience in key account management, business development, negotiation, and solution selling.
• Strong understanding of industrial markets and customer decision-making processes.
• Experience using CRM systems, sales pipelines, forecasting, and sales performance reporting.
• Strong leadership, coaching, communication, negotiation, and analytical skills.
• Strong commercial mindset with a results-oriented and customer-focused approach.
• Excellent English communication skills.
• Willingness to travel to customers and industrial sites as required.