Sales Manager

Job Description

Position Summary

Regional Business Leadership

• Develop and execute regional sales strategies to achieve annual revenue, margin, and market share targets.
• Drive sustainable growth of genset, power generation, and related aftermarket solutions throughout the Europe, Middle East and Central Asia.
• Build and maintain a robust sales pipeline across major oil and gas operators, drilling contractors, EPC contractors, and service companies.
• Identify emerging market opportunities, competitive threats, and industry trends.

Strategic Account Management

• Lead a team of Director Account Managers responsible for major regional and global oil and gas accounts.
• Develop executive-level relationships with key customers including national oil companies, international oil companies, drilling contractors, and EPC organizations.
• Support complex commercial negotiations and long-term supply agreements.
• Ensure alignment of account strategies across countries and business units.

Distribution Channel Leadership

• Lead and develop Distribution Sales Managers responsible for dealer and distributor networks.
• Establish channel growth strategies, performance metrics, and capability development plans.
• Strengthen distributor engagement and drive market penetration through indirect sales channels.
• Ensure distributors maintain strong technical, service, and sales competencies.

Commercial Excellence

• Deliver accurate sales forecasting and business planning.
• Monitor regional sales performance and implement corrective actions when required.
• Lead pricing strategy, contract negotiations, and major bid approvals.
• Collaborate with finance, legal, and operations teams to optimize commercial outcomes.

Customer & Market Development

• Support major tenders and projects from opportunity identification through contract execution.
• Represent the company at industry conferences, customer events, and trade exhibitions.
• Gather customer feedback and market intelligence to support product and service development.

Team Leadership

• Provide coaching, mentoring, and performance management for Director Account Managers and Distribution Sales Managers.
• Build a high-performance culture focused on accountability, customer success, and profitable growth.
• Develop succession plans and talent development initiatives across the region.
• Foster collaboration across sales, marketing, product support, and service organizations.

Cross-Functional Collaboration

• Work closely with product groups, engineering, operations, and aftermarket teams to ensure customer requirements are met.
• Coordinate regional strategies with global account teams and executive leadership.
• Support implementation of new products, technologies, and sustainability initiatives.

Education

• Bachelor’s degree in Engineering, Business, Marketing, or related field.
• MBA or advanced business qualification preferred.

Experience

• 10+ years of sales, business development, or commercial leadership experience within the power generation, heavy equipment, oil and gas, or industrial sectors.
• Proven success managing regional sales organizations across multiple countries.
• Experience leading both direct sales teams and distributor networks.
• Strong understanding of generator sets, power systems, and oil and gas operations.
• Demonstrated experience managing large strategic accounts and complex commercial negotiations.

Preferred Industry Experience

• Oil & gas production and drilling operations.
• Power generation equipment and energy solutions.
• EPC and major project sales.
• Rental power and temporary power applications.
• National Oil Companies (NOCs) and International Oil Companies (IOCs).

Key Competencies

• Strategic Leadership

• Executive Relationship Management

• Commercial Acumen
• Distributor Development
• Negotiation and Contract Management
• Financial Analysis and Forecasting
• Cross-Cultural Leadership
• Business Development
• Team Coaching and Talent Development
• Customer-Centric Selling

Performance Metrics

• Revenue and profit growth.
• Regional market share expansion.
• Strategic account retention and growth.
• Distributor performance and capability development.
• Forecast accuracy.
• New customer acquisition.
• Aftermarket sales growth.
• Employee engagement and team performance.
• Customer satisfaction and loyalty metrics.

Travel Requirements

• Frequent travel (\~40%) across the Europe, Middle East and Central Asia.
• Ability to engage with customers, distributors, and internal stakeholders throughout the region.

June 5, 2026 - June 12, 2026