Job Details

Role Title - Sales Manager – Strategic Accounts & Segment

Role Purpose

The Sales Manager is responsible for driving sustainable revenue growth, profitability, and customer loyalty within an assigned industry segment while directly managing a select number of strategic key accounts.

The role combines hands-on account ownership with segment-level commercial leadership, acting as a key interface between customers, the sales organization, and internal functions. The Sales Manager ensures strong commercial execution today while shaping future growth opportunities.

Key Responsibilities

1. Strategic Key Account Management

• Manage top-tier strategic accounts within the assigned region or segment.
• Own long-term customer relationships, including senior stakeholder engagement and multi-year account plans.
• Lead contract negotiations, renewals, and expansion opportunities, ensuring alignment with company margin and risk policies.
• Act as the single point of escalation for major commercial, operational, and strategic issues.
• Proactively identify and mitigate commercial, contractual, and supply-chain risks.
• Ensure delivery excellence through close coordination with Operations, Logistics, Technical, and Finance.

2. Segment Ownership & Commercial Strategy

• Participate in the commercial strategy for a defined industry vertical or customer segment.
• Analyze market trends, customer needs, regulatory drivers, and competitive dynamics.
• Identify and prioritize growth levers, whitespace opportunities, and portfolio gaps.
• Inform the broader sales organization on:
• Segment-specific value propositions
• Pricing logic and competitive positioning
• Target applications, customers, and use cases
• Represent the voice of the segment in internal forums related to pricing, forecasting, capacity planning, and innovation pipelines.

3. Solution Integration & Value Creation

• Partner with Solution Design Managers, Technical Sales, Product Management, and Marketing to deliver differentiated customer solutions.
• Support customized and co-created offers for strategic accounts and high-potential new opportunities.
• Translate customer challenges into commercially viable solutions aligned with product and operational capabilities.
• Ensure structured customer feedback is incorporated into product development and service improvements.

4. Forecasting, Planning & Governance

• Own accurate forecasting and pipeline management for assigned accounts and segment.
• Contribute to annual budgeting, demand planning, and strategic planning cycles.
• Ensure compliance with internal pricing, contracting, credit, and ethical standards.
• Provide structured input to Supply Chain and Operations to support reliable service levels.

Travel Requirement

• Willingness and ability to travel up to 50%, primarily customer-facing travel within the region, with occasional international travel as required.

Key Interfaces

• Internal: Sales & Commercial Teams, Technical & Application Teams, Solution Design, Product Management, Marketing, Supply Chain, Operations, Finance
• External: Senior customer stakeholders, procurement and technical decision makers, partners

Success Measures (KPIs)

• Revenue growth and margin performance of key accounts
• Contract retention, renewal, and expansion rates
• Segment revenue growth and pipeline strength
• Forecast accuracy and commercial discipline
• Customer satisfaction and strategic engagement level
• Contribution to sales capability and knowledge development