• Build, manage, and prioritize a structured pipeline of opportunities across assigned accounts.
• Drive both new business acquisition and existing account development , based on market maturity and account potential.
• Conduct field-based prospecting, customer visits, opportunity qualification, and early scoping discussions.
• Share insights on customer needs, competitor activities, and market dynamics to inform commercial strategy.
• Ensure internal alignment with Technical Support, Customer Service, Product Management, and Sales Leadership.

• Develop deep, trust-based relationships with customers at multiple levels (operations, engineering, procurement, management).
• Serve as the primary commercial point of contact, ensuring responsiveness and strong communication.
• Understand customer pain points, performance expectations, and value drivers to position our solutions credibly.
• Conduct regular site visits to ensure satisfaction, identify risks, and uncover upsell/cross-sell potential.
• Support customer retention by managing expectations, solving commercial issues, and maintaining continuity.

• Lead the commercial preparation of offers, proposals, and pricing — supported by Technical Support for technical scoping.
• Coordinate product trials, demos, and evaluations alongside Technical Specialists when needed.
• Prepare value-based commercial arguments and negotiate contracts, terms, and pricing within defined frameworks.
• Track RFQ progress, win rates, share of wallet developments, and execution timelines.

• Support introduction of new solutions by identifying customer needs and gathering actionable feedback.
• Conduct first-line introductions of new products, services, or optimizations — supported by Product Management and Technical Support.
• Ensure new solution pilots, value demonstrations, and early adoption workflows run smoothly.

• Maintain accurate CRM data on opportunities, site visits, forecasts, and customer activity.
• Ensure visibility of commercial performance, pipeline health, pricing adherence, and account progress.
• Prepare inputs for forecasting, budgeting, sales planning, and account reviews.

• Collaborate with Technical Support for complex scoping, trials, troubleshooting, and specifications.
• Align closely with Customer Service on orders, delivery issues, invoicing, and fulfillment topics.
• Coordinate with Sales Acceleration Team on small-account handovers, follow-ups, and inbound request filtering.
• Work with Marketing to support region-specific campaigns and provide customer insights.
Provide structured field feedback to Product Management — without owning portfolio or lifecycle decisions.

• 3–7 years of experience in field sales, technical sales, commercial account management, or a similar B2B industrial selling environment.
• Demonstrated experience handling medium to large accounts with a mix of acquisition and retention responsibilities.
• Experience in industries such as refractories, thermal processes, foundry, industrial materials, chemicals, or related technical fields preferred.
• Bachelor’s degree in Business, Engineering, Materials Science, or a related technical/commercial field.
• Equivalent vocational/technical background with strong commercial track record also considered.
• Strong sales capability: prospecting, opportunity qualification, negotiation, and closing.
• Solid technical understanding of products, applications, and customer processes — enough to translate needs and spot opportunities.
• Ability to work jointly with Technical Support on complex cases, trials, and solution design.
• Skilled in using CRM systems, digital sales tools, and structured pipelines.
• Able to interpret basic data, KPIs, and customer analytics to inform action plans.
• Relationship builder with strong active listening skills.
• High level of ownership, resilience, and structured follow-through.
• Problem‑solving mindset with calm escalation practices.
• Strong communicator — clear, credible, and persuasive.
Self-driven, disciplined, and able to manage multiple accounts concurrently.

As a global organisation operating across multiple countries, compensation for this role may vary depending on location, local market benchmarks, and experience.
In line with our commitment to pay transparency, a salary range relevant to your location will be shared with you during the early stages of the recruitment process, before any interview is scheduled.