Role Purpose

Lead and scale the sales function for a department that sells industrial printing solutions (e.g., coding & marking, large-format, digital/inkjet, labeling) and industrial production line products (e.g., conveyors, inspection systems, packaging machinery, automation components). Own the end-to-end sales lifecycle from go-to-market planning, budgeting, and forecasting through pipeline management, deal execution, and account growth. Build a high-performing team, strengthen client relationships, and deliver profitable revenue aligned with company strategy.

Key Responsibilities

1) Sales Strategy, Planning & Forecasting

• Develop annual and quarterly sales plans, revenue targets, and margin goals for printing and production line portfolios.
• Own forecast accuracy.
• Segment markets (industry verticals, geography, customer tiers) and define go-to-market motions.
• Identify growth plays: replacement cycles, new lines/ retrofits, and service/consumables attach.

2) Budgeting & Commercial Governance

• Build and manage the department budget and track performance against plan.
• Set and enforce pricing, discount frameworks, and approval thresholds; ensure deal profitability and cash flow discipline.
• Oversee bid/no-bid decisions, tender responses, and contract negotiations (terms, SLAs, warranties, service bundles).

3) Pipeline & Sales Management

• Own the pipeline across opportunity stages (qualification → solutioning → proposal → negotiation → close).
• Coordinate presales/application engineering for demos, samples, trials, and technical proposals.
• Drive cross-selling between printing solutions, production line equipment, and aftersales/service contracts.

4) Team Leadership & Performance

• Recruit, onboard, coach, and develop sales talent.
• Establish activity standards (meetings, demos, site visits, trials) and monitor leading indicators.
• Run structured 1:1s, joint customer calls, and field rides; provide ongoing feedback and training (products, competition, negotiation).

5) Client & Account Management

• Own executive relationships with key accounts; map stakeholders (operations, engineering, purchasing, QA).
• Build account plans covering installed base, production schedules, expansion projects, and service contracts.
• Ensure high customer satisfaction during delivery, commissioning, and post‑sales support; escalate and resolve issues swiftly.

6) Channel & Partner Management (if applicable)

• Select, onboard, and manage distributors, resellers, integrators, OEMs; define territory rights and performance metrics.
• Conduct joint marketing, pipeline reviews, enablement, and performance improvement plans.

7) Cross‑Functional Collaboration

• Work closely with Engineering/Technical, Aftersales/Service, Operations/Supply Chain, Finance, and Marketing to ensure solution readiness, delivery timelines, cash collection.
• Provide market feedback to Product Management on feature gaps, pricing, and competitive moves.

8) Compliance, Risk & Safety

• Ensure compliance with company policies, ethics/anti‑bribery standards, tender rules, HSE/site safety requirements.
• Manage contract risks (liquidated damages, performance bonds, credit limits) in coordination with Finance/Legal.

Skills

Qualifications & Experience

• Bachelor’s degree in Engineering, Industrial Technology, Business, or related field; MBA is a plus.
• 7–10+ years in B2B industrial sales with at least 3–5 years leading sales teams.
• Demonstrated success selling industrial printing/coding/marking and/or production line equipment/automation.
• Strong experience with tenders, complex projects, and contract negotiations.
• Proficiency with CRM (e.g., Dynamics 365, Salesforce) and Excel/Power BI for forecasting and reporting.
• Valid driver’s license; willingness to travel ([30–50%], as needed).