Engineering Success

Head of Sales (Thailand) 

Company Overview

A global industrial solutions provider specializing in environmental and workplace efficiency

technologies.

The company delivers engineered systems and services that support manufacturing clients in

improving operational performance, safety, and regulatory compliance.

Operating across multiple industrial sectors, the business combines technical expertise with a strong

focus on long-term customer partnerships through solutions, products, and aftermarket services.

Role Overview

The Head of Sales is responsible for leading the Thailand commercial organisation and driving

performance across a multi-channel sales model, including direct sales, partners, and dealer

networks.

This role owns total sales performance, including revenue, order intake, and margin, while ensuring

disciplined execution across the full sales cycle—from pipeline generation to deal closure and

delivery.

The position requires a hands-on leader who can drive strategic growth, enforce commercial

discipline, and build a high-performing sales culture.

Key Responsibilities

Sales Performance & Commercial Ownership

• Deliver revenue, order intake, and gross margin targets across all channels

• Enforce pricing discipline, discount control, and contract compliance

• Maintain strong pipeline generation and conversion

Sales Leadership

• Lead, coach, and develop the sales team

• Personally drive key strategic accounts and critical opportunities

• Establish structured sales cadence including deal and pipeline reviews

Channel & Dealer Management

• Develop and execute multi-channel sales strategies

• Manage and expand partner and dealer networks

• Define account ownership and resolve channel conflicts

• Drive dealer performance, capability development, and alignment

Ducting Dealer & Export Oversight

• Oversee dealer sales performance, pricing compliance, and coverage

• Manage export pipeline, order intake, and coordination across markets

CRM & Sales Governance

• Ensure CRM accuracy and pipeline visibility

• Drive forecasting discipline and reporting accuracy

• Lead weekly sales reviews and performance tracking

Financial Planning & Reporting

• Deliver monthly sales performance reports

• Lead sales forecasting and budgeting processes

• Monitor risks and implement recovery actions

Cross-Functional Collaboration

• Work closely with engineering on solution development and proposals

• Align with operations and supply chain on delivery timelines

• Coordinate with finance on commercial terms and collections

Qualifications and Requirements

Experience

• Minimum 8 years of experience in B2B industrial or technical sales

• At least 3 years in a sales leadership role

• Proven track record in delivering revenue and margin targets

• Experience in managing multi-channel sales (direct partners/dealers)

• Strong commercial acumen, including pricing and margin management

• Ability to manage complex, project-based sales cycles

• Data-driven approach to sales management (CRM, forecasting, KPIs)

• Strong leadership, coaching, and team development capability

• Excellent communication and stakeholder management skills

• Strong command of Thai and English

• Willingness to travel for customer and partner engagement