Senior Sales Manager - Industrial Refrigeration, F&B

Role Overview

Senior Sales Manager - Industrial Refrigeration, F&B at Johnson Controls. This role drives sales growth, market expansion, and customer engagement for industrial refrigeration solutions across assigned territories and industries.

Role Purpose

The Senior Sales Manager is responsible for developing strategic customer relationships, identifying new business opportunities, managing key accounts, and leading complex sales cycles for industrial refrigeration systems and services. The role combines commercial acumen with technical understanding of industrial refrigeration applications to sell engineered solutions to customers in food processing, cold storage, logistics, pharmaceuticals, petrochemicals, and industrial manufacturing sectors.

Key Responsibilities

Business Development & Sales Growth

• Develop and execute sales strategies to achieve sales growth, profitability, and market share targets.
• Identify, qualify, and pursue new business opportunities within target markets.
• Build and maintain a robust and healthy sales pipeline through proactive customer engagement.
• Lead the complete sales process from opportunity identification through contract award and project handover to operation team.
• Drive sales of turnkey refrigeration systems, equipment packages, aftermarket services, retrofits, and maintenance contracts as well as spare parts.
• Achieve annual sales quotas and business objectives.
• Represent the company at industry exhibitions, conferences, and customer events.
• Develop business in specific markets and business lines.

Key Account Management

• Develop strong relationships with key decision-makers, consultants, contractors, and end-users.
• Manage strategic accounts and identify opportunities for long-term partnerships.
• Conduct regular customer visits and business reviews to ensure customer satisfaction and repeat business.
• Negotiate commercial terms, contracts, and pricing strategies.

Technical & Commercial Proposal Development

• Collaborate with engineering and operational teams to develop competitive technical and commercial proposals.
• Review customer specifications, tender documents, and project requirements.
• Ensure proposals align with customer expectations and company profitability objectives.
• Participate in technical presentations, solution workshops, and bid clarification meetings.
• Implement continuous improvement and new processes in commercial proposal development.

Market & Competitive Intelligence

• Monitor industry trends, market developments, and competitor activities.
• Identify emerging opportunities in industrial refrigeration and sustainability initiatives.
• Provide market feedback to leadership to support business planning and product development.
• Develop market penetration strategies for new industries and geographies.

Leadership & Team Development

• Lead, coach, and develop the sales team to achieve individual and team sales objectives.
• Establish clear performance goals, KPIs, and development plans for direct reports.
• Conduct regular performance reviews, coaching sessions, and career development discussions.
• Drive a high-performance culture focused on accountability, customer-centricity, collaboration, and continuous improvement.
• Support recruitment, onboarding, and retention of top sales talent.
• Mentor team members in solution selling, negotiation, key account management, and industrial refrigeration applications.
• Facilitate knowledge sharing across sales, engineering, service, and project execution teams to strengthen organizational capabilities.
• Resolve team challenges and remove barriers that impact sales performance and customer satisfaction.
• Ensure compliance with company policies, ethical standards, and health, safety, and environmental requirements.
• Foster strong cross-functional collaboration with engineering, operations, aftermarket service, and finance teams to ensure successful project delivery and customer retention.

Forecasting & Reporting

• Maintain accurate sales forecasts and opportunity tracking within CRM systems.
• Prepare monthly sales reports, pipeline reviews, and market analyses.
• Monitor project margins and ensure commercial objectives are achieved.

Qualifications & Experience

• Bachelor's or Master's degree in Mechanical Engineering, Refrigeration Engineering, Industrial Engineering, Business Administration, or a related field. MBA is an advantage.
• Minimum 10 years' sales experience in the industrial refrigeration field with exposure to the Food & Beverage sector.
• Experience in the MEA region would be an advantage.
• Proven track record of achieving sales targets and managing large-scale industrial projects.
• Experience working with food processing, cold chain, logistics, pharmaceutical, or industrial manufacturing customers.

Skills & Competencies

• Strong understanding of industrial refrigeration technologies including ammonia (NH₃), CO₂ refrigeration systems, freon-based systems, chillers and process cooling applications, and refrigeration controls and automation.
• Excellent stakeholder management skills and ability to communicate complex business ideas.
• Excellent organizational and leadership abilities.
• Strong presentation skills and ability to influence key stakeholders, consultants, and owners.
• Independent, innovative, strategic-thinking, and able to work under pressure.
• Excellent verbal and written communication skills in English.
• Knowledge of Arabic and French would be an advantage.

Additional Information

• UAE Driving License required.