Segment Sales Manager - Northern Europe

Company Overview

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, turboexpanders, services, and solutions for the liquefied natural gas (LNG), liquefied hydrogen (LH2), and industrial gases industries. Applications include fueling stations, marine engines, peak shaving, power generation, virtual pipelines, carbon capture, geothermal power, and well stimulation. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with $1.5 B USD in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Job Overview

The Sales Manager will drive profitable sales growth for our technical products, packaged equipment and engineered solutions within the UK and EU EPC market.

The role combines direct account leadership, project development and value-based selling, supported by close collaboration with Technical Sales and Applications teams. A key responsibility will be expanding opportunities from individual core products into larger equipment packages and identifying adjacent applications where our capabilities can deliver additional customer value.

The successful candidate will manage opportunities from early project engagement through proposal development, negotiation, contract award, and internal handover. Performance will be measured against assigned territory sales targets and agreed Management by Objectives (MBOs).

Responsibilities

Account Leadership and Market Development

• Lead commercial relationships with assigned EPC accounts across the UK and EU, building engagement with engineering, procurement, project management and senior decision-makers.
• Develop and execute account and territory plans to strengthen existing relationships, secure new customers and increase market penetration.
• Identify upcoming projects and engage early to influence equipment selection, support specification development and achieve approved supplier status.
• Understand customer procurement processes, project schedules, decision‑making structures and competitive positioning.
• Coordinate with colleagues in other regions where UK or EU EPC accounts are developing or executing international projects.

Value-Based Selling and Scope Expansion

• Position our products and solutions through clear value propositions addressing performance, reliability, lifecycle cost, delivery and project execution requirements.
• Identify opportunities to expand individual product enquiries into larger equipment packages, incorporating complementary products, auxiliaries, controls and integration where appropriate.
• Develop the commercial case for packaged solutions by demonstrating customer benefits such as fewer equipment interfaces, simpler procurement and coordinated technical support.
• Use established core product capabilities to identify and develop opportunities in adjacent applications and customer segments.
• Work with Technical Sales, Applications and Product Management to validate technical suitability, define package boundaries and confirm performance and delivery commitments.
• Increase order value and customer penetration while maintaining appropriate margins and disciplined scope management.

Opportunity Management and Technical Collaboration

• Lead opportunity qualification, account strategy, proposal follow‑up and commercial negotiations within delegated authority.
• Capture customer requirements and coordinate internal resources to develop technically appropriate and commercially competitive proposals.
• Establish clear responsibilities, deliverables and timelines with Technical Sales and Applications teams.
• Maintain commercial continuity throughout technical discussions and ensure customer communication and commitments are aligned internally.
• Identify proposal constraints and project risks early, escalating issues that could affect competitiveness or customer deadlines.
• Support effective order handover, communicating agreed scope, commercial terms, exclusions and customer expectations.

Sales Performance and Reporting

• Deliver assigned territory sales targets and agreed MBOs.
• Maintain accurate customer, project and opportunity information in the CRM system.
• Provide reliable forecasts and pipeline updates, including opportunity value, sales stage, expected award date, probability, risks and next actions.
• Track opportunities for packaged equipment, additional product scope and adjacent applications within account plans and the sales pipeline.
• Review performance against targets and implement actions to address gaps in opportunity development or conversion.
• Provide market intelligence, competitor insights and customer feedback to the Regional Business Line Manager and supporting teams.

Qualifications

Required

• At least five years of successful technical sales or business development experience involving industrial equipment, packaged systems or engineered solutions.
• Experience selling to EPC companies within the UK and/or EU, with an understanding of project procurement, technical evaluation and supplier qualification processes.
• Demonstrated success upselling individual products into larger equipment packages or integrated solutions, with evidence of increased order value and customer benefit.
• Experience using core product capabilities to develop opportunities in adjacent applications, including identifying technical fit, defining the value proposition and securing customer engagement.
• Ability to manage complex accounts, multiple decision‑makers and extended project sales cycles.
• Sufficient technical understanding to discuss equipment applications, package interfaces and customer requirements, supported by specialist teams.
• Strong commercial judgment, negotiation, presentation and relationship‑building skills.
• Proficiency in CRM systems, pipeline management and sales forecasting.
• A degree in engineering, business or a related discipline, or an equivalent combination of professional qualifications and relevant industry experience.
• Professional fluency in English and willingness to travel regularly throughout the UK and EU.

Desirable

• Experience in industrial gases, LNG, cryogenic equipment or related process industries.
• Familiarity with equipment packages incorporating products such as pumps, vaporisers, heat exchangers, piping, controls or associated systems.
• Experience engaging EPCs during feasibility, front‑end engineering and detailed engineering stages.
• Additional European language skills and experience working across different national business cultures.

Personal Attributes

• Highly motivated and self‑directed, with strong accountability for results.
• Effective at managing time, prioritising opportunities and working independently across a geographically dispersed territory.
• Curious and commercially creative in identifying new uses for existing product capabilities.
• Collaborative and disciplined in coordinating internal technical support.
• Persistent through long sales cycles, with reliable follow‑through and clear customer communication.
• Receptive to feedback and committed to developing technical and commercial knowledge.

Measures of Success

• Achievement of territory sales targets and agreed MBOs.
• Growth in qualified pipeline and opportunity conversion.
• Increased packaged‑equipment sales and commercially sound expansion of order scope.
• Development and conversion of opportunities in adjacent applications.
• Stronger EPC relationships, customer retention and new account wins.
• Forecast accuracy, CRM discipline and effective collaboration with supporting teams.

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