About the position
Ability to set up and manage sales operations in multiple countries.
Strong network of global distributors, suppliers, and industry stakeholders.
Excellent negotiation skills for high-value contracts.
Solid understanding of global supply chains, logistics, and trade regulations.
Leadership experience in international business strategy and global market
expansion.
Sound expertise in pricing strategies, financial risk management, and margin
ownership.
Core Competencies & Skills: Sales & Business Development
Industrial Sales Strategy: Ability to develop tailored sales strategies for manufacturing products, including B2B sales and contract-based sales.
Technical Product Knowledge: Understanding of the company’s manufacturing products, materials, specifications, and applications.
Solution-Based Selling: Selling based on customer pain points, production efficiency, and cost-saving opportunities rather than solely on price.
Bulk & Long-Term Contract Negotiation: Expertise in securing large orders and long-term supply agreements with industrial clients.
International Market and Industry Expertise
Knowledge of global trends such as automation, sustainability, and digital transformation.
Ability to compare the company’s products and pricing against competitors in different global markets.
Adaptation of marketing and sales approaches to meet local industry demands and regulations.
Supply Chain & Logistics Management
Understanding manufacturing lead times and aligning them with customer delivery expectations.
Managing international freight, customs clearance, and Incoterms (EXW, FOB, CIF, DDP).
Balancing stock levels to ensure supply meets demand in different markets. Financial & Commercial Acumen
Ability to calculate margins while considering raw material costs, labour, transportation, and tariffs.
Managing financial risks associated with global transactions, including Letters of Credit (LCs) and payment collection strategies.
Strong understanding of legal aspects, such as international trade agreements, warranty terms, and liability clauses.
Compliance & Regulatory Knowledge
Familiarity with regulations including ISO, BRC, and FDA (USA).
Knowledge of global trade tariffs, free trade agreements (FTAs), and duties
affecting product costs.
Awareness of ESG (Environmental, Social, and Governance) requirements in
industrial sales.
Leadership & Cross-Functional Collaboration
Distributor & Channel Partner Management: Proven success in working with local distributors, agents, and channel partners to drive international sales.
Cross-Department Coordination: Collaborating with R&D, production, and
supply chain teams to ensure smooth operations.
Sales Team Training & Development: Developing and training regional sales
teams and distributors on product knowledge and value propositions.
Data-Driven Decision Making & Problem-Solving
Experience with CRM and ERP platforms.
Experience with tools to track international sales performance.
Ability to analyse industry data to refine sales strategies.
Strong risk management skills related to supply chain disruptions, price
fluctuations, and geopolitical shifts.
Key Deliverables of the Role:
Sales Strategy & Market Expansion
Develop and implement international sales strategies to achieve revenue targets.
Identify and penetrate new markets, analysing potential business opportunities.
Adapt sales approaches to different cultural and economic conditions. Customer & Relationship Management
Build and maintain relationships with key clients, distributors, and partners.
Negotiate contracts and pricing agreements with international customers.
Provide excellent customer service and resolve any sales-related issues.
Team & Distributor Management
Recruit, train, and manage international sales teams or local distributors.
Set performance goals and provide coaching to improve sales effectiveness.
Ensure team members understand company products, sales techniques, and
market trends.
Compliance & Risk Management
Ensure compliance with international trade laws, export regulations, and local business policies.
Manage financial risks, including currency exchange rates and payment terms.
Market Research & Competitor Analysis
Conduct market research to understand trends, customer preferences, and competitive landscapes.
Adjust sales strategies based on industry shifts and competitor actions. Reporting & Performance Monitoring
Use analytical tools to track sales metrics, prepare reports, and present insights to senior management.
Use CRM and data analytics tools to measure progress and adjust strategies.
Desired Skills:
- Negotiation Skill
- Relationship Management
- Competitor Analysis
- Management Skill
- Sales Techniques
- Business Development
- Decision Making
