Regional Sales Manager (Spray Drying/Industrial)

Key Responsibilities:

Regional Sales & Business Development

• Develop and execute regional sales strategies to achieve revenue, margin, and growth targets for spray drying solutions.
  
• Identify and develop new business opportunities across food, dairy, nutrition, ingredients, and other relevant processing industries.
  
• Build and maintain a strong sales pipeline covering new projects, plant expansions, upgrades, and replacement opportunities.
  
• Conduct market mapping and identify high-potential customers, applications, industries, and geographic opportunities.
  
• Develop new accounts while strengthening relationships with existing customers and strategic partners.
  
  

Solution & Technical Sales

• Understand customer production requirements and work closely with technical teams to develop suitable spray drying and processing solutions.
  
• Engage customers at an early stage of project development to understand technical, commercial, and operational requirements.
  
• Present equipment capabilities, technical solutions, project concepts, and value propositions to customers and key decision-makers.
  
• Coordinate technical discussions, site visits, trials, demonstrations, and feasibility assessments where required.
  
• Translate customer requirements into commercially viable technical proposals.
  
  

Project & Capital Equipment Sales

• Manage the complete sales cycle from lead generation and opportunity qualification through quotation, negotiation, project award, and handover.
  
• Prepare and coordinate commercial proposals, quotations, tenders, and technical submissions with internal engineering and project teams.
  
• Lead commercial negotiations covering pricing, specifications, delivery timelines, payment terms, and contractual requirements.
  
• Monitor project progress and maintain regular communication with customers throughout the sales and execution process.
  
• Ensure smooth handover of awarded projects to project execution and service teams.
  
  

Key Account & Stakeholder Management

• Develop long-term relationships with key customers, including senior management, plant managers, engineering teams, procurement, R&D, and technical decision-makers.
  
• Act as a trusted advisor by understanding customers production challenges and identifying opportunities for process improvement or expansion.
  
• Manage strategic accounts and identify opportunities for additional equipment, upgrades, replacement systems, and aftermarket services.
  
• Maintain strong relationships with distributors, agents, consultants, and other business partners across the region.
  
  

Market & Competitor Intelligence

• Monitor market trends, customer investments, competitor activities, technology developments, and industry developments.
  
• Gather market intelligence and provide feedback to management and product/technical teams.
  
• Identify emerging applications and industries where spray drying technology can provide value.
  
• Monitor upcoming projects and capital investment plans to build a strong future sales pipeline.
  
  

Distributor & Channel Management

• Develop and manage regional distributors, agents, and business partners where applicable.
  
• Establish clear sales objectives and support channel partners in identifying and developing opportunities.
  
• Provide product, application, and commercial support to distributors to strengthen their ability to sell the solutions.
  
• Monitor channel performance and identify opportunities to expand market coverage.
  
  

Forecasting & Reporting

• Maintain accurate sales forecasts, pipeline reports, opportunity tracking, and territory plans.
  
• Monitor performance against sales targets, margins, and key commercial KPIs.
  
• Provide regular updates to management on pipeline development, major opportunities, market trends, and risks.
  
• Ensure CRM and sales management systems are consistently updated.
  
  

Regional Collaboration

• Work closely with Engineering, Application, Project Management, Service, Product Management, and other internal teams to deliver effective customer solutions.
  
• Collaborate with regional and global teams on major opportunities and strategic accounts.
  
• Represent the organisation at industry exhibitions, conferences, seminars, customer events, and technical workshops.
  
• Travel extensively across the assigned region to meet customers, visit sites, and develop new business opportunities.
  
  

Requirements

Job Requirements:

Education & Experience

• Bachelor's Degree in Engineering, Food Technology, Chemical Engineering, Process Engineering, Mechanical Engineering, or a related technical discipline.
  
• Minimum 7–10 years of experience in technical sales, capital equipment sales, process equipment, or industrial solutions.
  
• Experience selling spray drying, food processing, dairy processing, powder processing, or related process technology will be highly advantageous.
  
• Strong experience in B2B solution selling and project-based capital equipment sales.
  
• Experience managing regional markets and working with customers across multiple countries is preferred.
  
• Proven track record of achieving sales targets and developing new business opportunities.
  
  

Industry & Technical Knowledge

• Strong understanding of industrial processing environments and equipment-based solutions.
  
• Knowledge of spray drying technology and applications within food, dairy, nutrition, ingredients, chemicals, or related industries would be a strong advantage.
  
• Ability to understand technical specifications and translate customer requirements into appropriate solutions.
  
• Familiarity with engineering, manufacturing, plant operations, and project execution processes.
  
• Experience working with OEMs, system integrators, engineering consultants, distributors, or industrial end-users is advantageous.
  
  

Commercial & Sales Skills

• Strong business development and consultative selling capabilities.
  
• Excellent negotiation and commercial management skills.
  
• Strong understanding of long sales cycles, capital expenditure projects, tender processes, and solution-based selling.
  
• Ability to develop relationships with both technical and senior commercial decision-makers.
  
• Strong sales forecasting, pipeline management, and CRM discipline.
  
• Commercially driven with a strong understanding of margins and project profitability.
  
  

Leadership & Personal Attributes

• Strong communication, presentation, and interpersonal skills.
  
• Consultative and customer-focused approach with the ability to understand complex technical requirements.
  
• Strong analytical and problem-solving capabilities.
  
• Self-motivated, entrepreneurial, and comfortable working independently across a regional territory.
  
• Strong stakeholder management skills and ability to collaborate effectively with technical and commercial teams.
  
• Results-oriented with strong ownership of sales targets and business development activities.
  
• Willingness to travel extensively across the region as required.