Role Purpose

The International Sales Manager is responsible for driving revenue growth in territories where the company does not currently operate through a direct subsidiary. This includes key strategic markets such as Spain, Poland, Eastern Europe, Potentially also supporting the Middle East, and selected emerging regions.

This is a critical Sales and business development role focused on expanding our market share, developing long-term customer relationships, and implementing market entry and growth strategies. The individual will operate with high levels of autonomy and must be both strategically-minded and execution-focused, capable of leading the full commercial process from initial lead generation through to negotiation and contract signing.

The role requires a self-driven sales professional with a hunter mentality, strong international commercial expertise, and deep experience in capital equipment sales within logistics, warehouse automation, or material handling sectors.

Key Responsibilities

Strategic Market Development

• Develop and execute tailored go-to-market strategies for designated international regions, prioritizing market potential, competitive positioning, and local buying behaviors.
• Conduct market research to identify high-potential verticals, local trends, and unmet customer needs within logistics, postal, e-commerce, 3PL, and warehousing sectors.
• Establish and grow sales channels in white-space markets via direct customer engagement.

Business Acquisition & Sales Execution

• Identify, qualify, and pursue new business opportunities in early-stage markets.
• Lead the complete sales cycle – from initial outreach and technical consultation to solution presentation, tender response, pricing, and contract negotiation.
• Deliver compelling value propositions based on our suite of capital equipment offerings, tailored to the operational and ROI needs of each client.
• Build and maintain a robust pipeline of opportunities and convert these into profitable long-term customer contracts.

Relationship Management

• Develop and maintain strong relationships with C-level executives, procurement leaders, engineers, and operations managers in targeted accounts.
• Serve as the customer’s trusted advisor and primary point of contact throughout the pre- and post-sales lifecycle.
• Collaborate with internal technical and engineering teams to ensure solutions are aligned with customer needs and operational requirements.

Commercial Excellence

• Prepare and deliver accurate sales forecasts, reports, and market intelligence to regional and global sales leadership.
• Ensure compliance with internal pricing structures, approval processes, and margin targets.
• Provide input into pricing strategies, competitive positioning, and business case development.

Representation & Brand Positioning

• Represent the company at industry trade shows, conferences, and networking events, actively promoting our value proposition.
• Act as the voice of the customer internally, providing feedback to product development, marketing, and service teams on regional needs and solution improvements.

Candidate Profile

Essential Experience & Skills

• Minimum of 5–7 years’ international sales experience in capital equipment or complex solutions, ideally within warehouse automation, parcel handling, intralogistics, or related industrial sectors.
• Demonstrated ability to win new business in new markets, including solution-selling to technically sophisticated customers.
• Experience managing full deal cycles of €250k+, with long lead times and multiple stakeholders.
• Proven success in developing new markets, not just managing existing accounts.
• Strong commercial negotiation skills and understanding of CAPEX sales processes.
• Fluency in English is required; proficiency in Spanish or Polish is a significant advantage.

Personal Attributes

• Entrepreneurial and self-motivated with a hunter mindset and strong business development drive.
• Strategic thinker with an ability to adapt messaging and approach for different cultures and markets.
• Culturally intelligent and comfortable operating across diverse international environments.
• Excellent communicator and presenter – able to influence, negotiate, and gain buy-in from senior stakeholders.
• Resilient and proactive, able to manage ambiguity and act decisively in developing regions.

Education

• Bachelor's degree in Engineering, Business, International Trade, or related field.
• Further qualifications (e.g. MBA or technical certifications) are beneficial but not required.

Travel Requirements

• Willingness and flexibility to travel internationally up to 40% of the time.
• Travel may include site visits, installations, customer meetings, industry events, and partner support activities across Europe, the Middle East, and selected emerging markets.

We Offer

• A role in an innovative, growing company with a strong global presence.
• Competitive salary and benefits package.
• A collaborative and dynamic work environment.
• Opportunities for professional growth and development.
• Work with cutting-edge technology and solutions.