Sales Manager

Core Job Responsibility

The Sales Manager is responsible for driving sales performance by selling Endress+Hauser products, solutions, and services while acting as a trusted consulting partner to customers in identifying current and future needs. The role requires strong technical competence and application knowledge, as well as a solid understanding of industrial processes and operating conditions to deliver effective solutions.

In addition, the position leads and develops the sales team to achieve business targets by providing coaching, guidance, and performance management, while ensuring alignment with company strategies and sales objectives. The Sales Manager supports customers by delivering optimal solutions to their challenges, acting as a problem solver, trusted advisor, and technical expert, and serves as a key liaison between customers and the organization.

The role also focuses on building long-term customer relationships, particularly with key accounts, and expanding market share through strong customer engagement and value-based selling. Close collaboration with internal stakeholders is required to ensure alignment between customer requirements and company capabilities, driving both customer satisfaction and business success.

Functional Responsibilities

• Achieve sales objectives and drive revenue growth within assigned products and industry segments.
• Identify market opportunities, pursue leads, and convert opportunities into orders to meet or exceed sales and profit targets.
• Manage the full sales cycle, including promotion of products/services, proposal preparation, negotiation support, and order closing.
• Build and maintain strong customer relationships, acting as a trusted advisor to technical and commercial stakeholders.
• Analyze customer requirements and provide appropriate technical and commercial solutions.
• Lead the development and execution of PAS Plans and strategic Account Plans to ensure sustainable revenue growth.
• Coordinate with internal teams, project teams, and overseas specialists to ensure successful project execution and customer satisfaction.
• Conduct site visits and support customers throughout project lifecycle and solution deployment.
• Ensure accurate sales forecasting, reporting, and pipeline management through CRM tools.
• Monitor and follow up on order processing, delivery, and execution performance to ensure timely completion.
• Continuously develop product, application, and industry knowledge, and track market trends and competitor activities.
• Collaborate across departments to expand business opportunities and support industry development.
• Provide coaching, mentoring, and technical guidance to team members and trainees.
• Support competency development, knowledge sharing, and continuous improvement initiatives.
• Perform additional assignments as required.

Functional Competencies

• Strong knowledge of industrial processes and instrumentation solutions, with the ability to apply them effectively to customer applications.
• Solid sales execution capability, including opportunity management, proposal development, and negotiation skills.
• Good financial understanding of pricing, margin, and profitability.
• Strong customer engagement and relationship-building capability, with a consulting and problem-solving mindset.
• Proficiency in CRM tools (e.g., Salesforce), reporting, forecasting, and data-driven decision-making.
• High discipline in process compliance, data accuracy, and execution standards.
• Strong collaboration and communication skills across cross-functional and multicultural teams.
• Ability to coach, mentor, and develop team members, and share technical and market knowledge within the organization.

Job Specification

• Bachelor’s Degree in Instrument Engineering or at least 7 years or related fields.

• Master’s Degree in Engineering, MBA or related fields is preferred.

Work experiences

• Minimum 10 years of relevant experience in industrial sales, sales automation, or instrumentation business for Regional Area.
• Minimum 5 years of sales leadership / people management experience.
• Proven track record in driving revenue growth, managing key accounts, and leading sales teams.
• Strong experience in strategic sales planning, pipeline management, and cross-functional coordination.
• Experience in coaching or mentoring team members is preferred.
• Experience in target industries such as Chemical, Oil & Gas, Food & Beverage, Water, or related sectors is preferred.

Additional Skills

• Proficient knowledge in instruments, especially products.
• Coaching or Mentoring Skill.
• Proficiency in Microsoft office, CRM.
• Ability to recognize key decision makers within a customer’s organization.
• Have a good understanding of general process operations (e.g. recognize limitations of technologies, recognize competitive limitations, and recognize potential problems at a customer’s plant).
• Proactively identify additional sales opportunities beyond customer requirements.
• Ability to be persistent and determined, and to handle rejection.
• Ability to build and sustain relationships with customers.