Senior Sales Manager - Industrial Refrigeration, F&B
What you will do
The Senior Sales Manager is responsible for driving sales growth, market expansion, and customer engagement for industrial refrigeration solutions across assigned territories and industries. The role focuses on developing strategic customer relationships, identifying new business opportunities, managing key accounts, and leading complex sales cycles for industrial refrigeration systems and services.
The successful candidate will possess strong commercial acumen, technical understanding of industrial refrigeration applications, and experience selling engineered solutions to customers in food processing, cold storage, logistics, pharmaceuticals, petrochemicals, and industrial manufacturing sectors.
How you will do it
As the Senior Sales Manager – IR F&BS, you will use your experience and knowledge of the F&B market to forecast and develop an annual sales plan, exploring market opportunities, developing and implementing strategies and processes to maximize margins while increasing market share, and your responsibilities will be;
Business Development & Sales Growth
• Develop and execute sales strategies to achieve sales growth, profitability, and market share targets.
• Identify, qualify, and pursue new business opportunities within target markets.
• Build and maintain a robust and healthy sales pipeline through proactive customer engagement.
Key Account Management
• Develop strong relationships with key decision-makers, consultants, contractors, and end-users.
• Manage strategic accounts and identify opportunities for long-term partnerships.
Technical & Commercial Proposal Development
• Collaborate with engineering and operational teams to develop competitive technical and commercial proposals.
• Review customer specifications, tender documents, and project requirements.
Market & Competitive Intelligence
• Monitor industry trends, market developments, and competitor activities.
• Identify emerging opportunities in industrial refrigeration and sustainability initiatives.
Leadership & Collaboration
• Mentor sales team members and contribute to their professional development.
• Work closely with engineering, operations, service, finance, and legal teams.
• Support the development of sales processes, tools, and best practices.
Forecasting & Reporting
• Maintain accurate sales forecasts and opportunity tracking within CRM systems.
• Prepare monthly sales reports, pipeline reviews, and market analyses.
People Management & Team Leadership
• Lead, coach, and develop the sales team to achieve individual and team sales objectives.
• Establish clear performance goals, KPIs, and development plans for direct reports.
• Conduct regular performance reviews, coaching sessions, and career development discussions.
What we look for
Required
- Bachelor’s or master’s degree in mechanical engineering, Refrigeration Engineering, Industrial Engineering, Business Administration, or a related field. MBA is an advantage.
- Minimum 10 years Sales Experience in Industrial Refrigeration field with exposure to Food & Beverage sector. Experience in MEA region would be an advantage.
- Proven track record of achieving sales targets and managing large-scale industrial projects.
- Experience working with food processing, cold chain, logistics, pharmaceutical, or industrial manufacturing customers.
- Strong understanding of industrial refrigeration technologies including:
- Ammonia (NH₃)
- CO₂ Refrigeration Systems
- Freon-based Systems
- Chillers and Process Cooling Applications
- Refrigeration Controls and Automation
- Excellent stakeholder management skills and an ability to communicate complex business ideas
- Excellent organizational and leadership abilities
- Strong presentation and ability to influence key stakeholders and consultants.
- Independent, innovative, strategic-thinking, and able to work under pressure.
- Excellent verbal and written communication skills in English, knowing Arabic and French would be an advantage.
- UAE Driving License