{"id":3552795,"url":"https://alion.io/job/umdasch-group-sales-representative-panama","title":"Sales Representative Panamá","company":{"id":451963,"name":"Umdasch Group","domain":"umdaschgroup.com","url":"https://alion.io/company/umdaschgroup","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SmartRecruiters","truth_index":{"grade":"B","score":77,"open_postings":39,"ghost_share":0,"stale_share":0.923,"repost_share":0,"time_to_fill_p50_days":37,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Panama"],"countries":["PA"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":41000,"max_usd":104000,"period":"year","method":"global_role_cell_scaled_by_country","sample_n":8012},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false}],"status":"live","first_seen_at":"2026-10-30T19:39:45Z","employer_posted_date":"2026-10-30","last_verified_at":"2026-11-01T17:03:49Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"Regionally rooted. Internationally successful.\nThat is what Doka, as part of the Umdasch Group, stands for. As an Austrian family company established more than 150 years ago, the group started as a leading regional business in the Amstetten area. Now with more than 7,000 employees at over 160 sites on 5 continents it has expanded far beyond its original base. We address future issues by taking a creative stance to seek solutions and thus we are always on track for growth.\n Join Doka and help us build the future!\nWe are looking for a highly organized, detail-oriented, and results-driven Sales Representative to support the sales operations and business development activities in Panama, Colombia, Central America, and the Caribbean.\nThe ideal candidate will have experience in formwork and scaffolding, strong commercial and communication skills, and the ability to develop customer relationships, identify new business opportunities, and work effectively with internal teams.\nThe position is based in Panama City and requires availability to travel within the assigned territory.\nKey Responsibilities\n1. Strategy & Sales Planning\nContribute to country and regional sales strategies by providing market intelligence, sector insights, and competitor information.\n\nDevelop and execute an annual territory sales plan aligned with the Central America strategy, including revenue, margin, and market penetration targets.\n\nIdentify and qualify new business opportunities, construction projects, and potential customers within assigned sectors and territories.\n\nParticipate in regular sales meetings and structured sales discussions, providing accurate pipeline updates, forecasts, and risk assessments.\n\n2. Market Development & Customer Management\nExecute market development initiatives aligned with the defined marketing mix, including product portfolio, pricing, sector focus, and promotion.\n\nBuild, manage, and expand long-term relationships with contractors, developers, engineers, and key decision-makers.\n\nManage key accounts through structured account plans, ensuring customer retention and repeat business.\n\nProactively acquire new customers and projects through regular customer visits and documented CRM activities.\n\nAct as the main commercial contact for assigned customers and projects, participating in key negotiations and commercial decisions.\n\n3. Offer Management & Value-Based Selling\nDefine the commercial and technical scope of services for each project in coordination with Engineering and Operations.\n\nPrepare and submit accurate, timely, and compliant technical and commercial offers.\n\nApply value-based pricing principles, highlighting productivity, safety, and lifecycle cost advantages of formwork and scaffolding solutions.\n\nEnsure compliance with sales policies, pricing guidelines, approval matrices, and contractual requirements.\n\nMonitor competitor activities and pricing, preparing regular market and competitor analyses.\n\n4. Project, Financial & Risk Management\nSupport project monitoring throughout execution, including service delivery, claim management, and margin control.\n\nEnsure proper handover from Sales to Operations, with clear documentation of project scope, assumptions, and responsibilities.\n\nMaintain accurate and updated sales pipelines and forecasts.\n\nSupport customer complaint management by coordinating timely resolutions with internal stakeholders.\n\nManage customer credit exposure in coordination with Finance, supporting timely collection of receivables and compliance with credit policies.\n\n5. Cross-Functional Collaboration\nPromote effective communication and collaboration between Sales, Engineering, Operations, Finance, and other business areas.\n\nParticipate in project kick-off meetings and internal coordination meetings to ensure alignment and risk mitigation.\n\nContribute to a culture of teamwork, transparency, and shared accountability.\n\n6. Compliance, Development & Innovation\nEnsure compliance with internal policies, legal requirements, and ethical standards.\n\nParticipate in sales training, professional development programs, and continuous learning initiatives.\n\nSupport market price evaluations and sector mapping activities.\n\nPromote innovation by introducing new systems, products, and digital solutions to customers and providing structured market feedback.\n\n Qualifications\nEducation\nBachelor's degree in Engineering, Business Administration, Sales, or a related field.\n\nProfessional Experience\nMinimum 5 years of experience in B2B sales, preferably in construction, formwork, or scaffolding.\n\nProven experience managing complex, project-based sales cycles.\n\nStrong commercial, negotiation, and relationship management skills.\n\nRequired Technical Skills\nAbility to read and understand technical drawings and construction documentation.\n\nBusiness proficiency in English, both spoken and written.\n\nProficiency in CRM systems and Microsoft Office tools.\n\nKey Competencies\nStrong customer focus and consultative selling approach.\n\nAnalytical thinking and financial acumen.\n\nExcellent communication and presentation skills.\n\nStrong problem-solving and decision-making abilities.\n\nAbility to work cross-functionally within a matrix organization.\n\nHigh level of integrity, compliance awareness, and accountability.\n\nStrong organizational skills and ability to work under pressure.","description_format":"text","description_chars":5348,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[{"language":"English","level":"Advanced (C1)","optional":false}]},"benefits":["Continuous learning","Professional 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