Our client is a technology-driven company that develops advanced solutions for surface treatment, application systems, and industrial components, primarily serving the automotive and manufacturing sectors. The company operates exclusively through a network of specialized distributors and is undergoing a strategic evolution to move beyond price competition, strengthening its value proposition through technical expertise, service integration, and customer experience.
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Mission
The Sales Manager will lead the company's commercial growth strategy by strengthening its distributor network and introducing a value-based commercial model. This includes identifying new market opportunities, supporting partners in building technical-commercial capabilities, and aligning internal functions to reinforce a consistent, high-impact go-to-market strategy.
This is a hybrid strategic and operational role: the position requires both high-level planning and direct involvement in the field, working closely with distributors, marketing, product, and service teams to activate growth and reinforce the company's positioning as a value-driven partner.
Responsibilities
Channel Development & Strategic Growth
* Identify new market opportunities and strategic applications for the company's product and service offering.
* Expand and strengthen the distributor network in priority markets or segments.
* Build joint business development plans with key partners, aligned with long-term commercial objectives.
Value-Based Commercial Execution
* Support distributors in transitioning from price-based selling to a value-driven approach focused on performance, reliability, and service.
* Lead or co-lead strategic end-client engagements in collaboration with distribution partners.
* Contribute to the design of bundled offerings that integrate products, services, and technical support.
Sales Enablement & Partner Support
* Provide tools, content, and structured methodologies to improve the commercial effectiveness of the distributor network.
* Train and coach partners on product value articulation, objection handling, and solution selling.
* Monitor performance and support partners in achieving shared business goals.
Marketing & CX Alignment
* Work closely with marketing to align messaging, campaigns, and go-to-market tools with the distributor channel's needs.
* Ensure the overall customer journey—managed via distributors—reflects the company's positioning and service promise.
* Gather market feedback to refine targeting strategies and enhance customer relevance.
Cross-Functional Leadership
* Collaborate with product, service, and operations teams to align commercial initiatives with technical and operational capabilities.
* Contribute to sales forecasting, budget planning, and strategic reviews.
* Promote cross-departmental integration around commercial priorities and market needs.
Required Qualifications
* Minimum 8 years of experience in business development, strategic sales, or commercial leadership roles in industrial or B2B technical environments.
* Proven experience managing or developing distributor channels and indirect sales models.
* Strong ability to lead commercial transformation based on value creation and service differentiation.
* Excellent negotiation, coaching, and partnership development skills.
* Comfortable working cross-functionally and influencing internal and external stakeholders.
* Fluent in English.
Preferred Experience
* Background in technical sales through distributors, integrators, or VARs.
* Experience designing channel enablement strategies and value-selling content. xqysrnh
* Familiarity with CRM tools and collaborative sales/marketing platforms.