Job Description: Sales & Commercial Manager (Industrial Manufacturing) Reports To: General Manager / Commercial Director / CEODepartment: Sales & Commercial Job Summary The Sales & Commercial Manager is responsible for developing and executing the company's commercial strategy to achieve revenue growth, profitability, and market expansion. The role leads all sales and commercial activities, develops strategic customer relationships, negotiates and closes high-value contracts, and identifies new business opportunities across industrial markets. The successful candidate has a proven track record of closing complex B2B deals, managing key accounts, and driving sustainable business growth within an industrial manufacturing environment. Key Responsibilities Sales Leadership Develop and implement annual sales and commercial strategies aligned with company objectives. Achieve revenue, gross margin, and profitability targets. Lead, coach, and develop the sales team to maximize performance. Establish sales forecasts, budgets, and performance metrics. Monitor market trends and competitor activities to identify growth opportunities. Business Development Identify and pursue new business opportunities across local and regional markets. Develop relationships with OEMs, contractors, distributors, EPC companies, industrial clients, and government organizations. Expand the customer portfolio through proactive prospecting and networking. Generate new sales channels and strategic partnerships. Deal Closing & Negotiation Lead negotiations for high-value commercial contracts. Prepare commercial proposals, pricing strategies, and tender submissions. Close complex, multi-stakeholder sales opportunities while protecting company profitability. Negotiate long-term supply agreements, framework contracts, and strategic partnerships. Resolve commercial issues to ensure successful contract execution. Key Account Management Build and maintain long-term relationships with major customers. Develop account growth plans for strategic clients. Ensure high customer satisfaction and retention. Conduct regular business reviews with key accounts. Commercial Management Develop pricing strategies that balance competitiveness and profitability. Review quotations, commercial terms, and contract conditions. Collaborate with Finance to manage payment terms and credit exposure. Ensure compliance with company commercial policies. Cross-Functional Coordination Work closely with Operations, Production, Supply Chain, and Engineering to ensure customer requirements are met. Coordinate product launches and customer-specific projects. Support demand planning and production forecasting. Market Intelligence Monitor customer needs, industry trends, and competitive developments. Recommend new products, services, and market opportunities. Participate in industry exhibitions, conferences, and networking events. Reporting Provide regular reports on:Sales performance Pipeline and forecast accuracy Order intake Gross margin Market opportunities Customer acquisition Key account performance Win/loss analysis Tender activity Strategic initiatives Key Performance Indicators (KPIs) Revenue growth Gross profit margin New customer acquisition Value of deals closed Sales conversion rate Order intake Customer retention rate Forecast accuracy Average deal size Sales pipeline value Market share growth Customer satisfaction Qualifications Bachelor's degree in Business Administration, Marketing, Engineering, or a related field. MBA or equivalent postgraduate qualification is preferred. Experience8–12 years of progressive sales and commercial experience in industrial manufacturing. Minimum 5 years in a commercial leadership role. Demonstrated success in closing high-value B2B contracts. Experience with contract negotiation, tenders, and strategic account management. Familiarity with ERP and CRM systems (e.g., SAP, Microsoft Dynamics, Salesforce). Technical Skills B2B industrial sales Commercial negotiations Tender and bid management Pricing strategy Contract management Financial analysis and margin management Sales forecasting CRM management Market analysis Presentation and proposal development Leadership Competencies Strong negotiation and influencing skills Proven ability to close complex deals Strategic and commercial thinking Customer-focused approach Excellent communication and presentation skills Results-driven with a strong sense of accountability Leadership and team development Analytical problem-solving Decision-making under pressure Relationship-building across all organizational levels Experience in one or more of the following sectors is highly desirable:Wire & Cable Manufacturing Electrical Products Industrial Manufacturing Building Materials Steel & Metals Energy Infrastructure Construction Oil & Gas Industrial Equipment