Job Description

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.