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The Sales Manager is responsible for leading Frisco Engineering Ltd.’s sales function to achieve sustainable revenue growth, customer retention, timely collections and commercially sound project acquisition. The role leads the Sales Engineering Team, manages the sales pipeline, oversees quotations and commercial proposals, and coordinates the process from lead generation through project execution and payment collection. The position serves as a key link between customers, Sales, Engineering, Finance, Management, suppliers and project teams.
KEY RESPONSIBILITIES
- Develop and implement sales plans aligned with company revenue objectives and departmental targets.
- Lead, supervise, coach and performance-manage Sales Engineers, including target setting, regular reviews and capability development.
- Drive new business, customer acquisition, market development, tenders, partnerships, repeat business and cross-selling opportunities.
- Manage and maintain a healthy sales pipeline, ensuring opportunities are qualified, actively progressed and converted.
- Build and maintain strong customer relationships and ensure prompt response and resolution of customer enquiries and escalated issues.
- Review quotations, pricing, costing and commercial proposals to ensure accuracy, profitability and compliance with approved pricing and authority levels.
- Support customer negotiations while protecting company margins, cash flow and commercial interests.
- Ensure project costs, payment terms, approvals and commercial requirements are confirmed before project or service commencement.
- Coordinate effective handover from Sales to Engineering/Project/Operations teams and ensure customer commitments, scope and commercial terms are clearly communicated.
- Monitor invoicing, customer payments and outstanding debts, working closely with Finance/Accounts to drive timely collections.
- Monitor project financial performance and escalate cost overruns, payment delays, scope changes and other commercial risks.
- Prepare accurate daily, weekly and monthly sales, pipeline, quotation, collection and project reports for Management.
- Improve sales processes, controls, customer experience, revenue conversion and cost efficiency.
- Ensure compliance with company policies, delegated authority, professional standards and applicable legal/regulatory requirements.
KEY PERFORMANCE EXPECTATIONS
Performance will primarily be measured against:
- Sales achievement: Minimum 80% of monthly departmental sales target.
- Collections: Minimum 80% monthly collection against invoiced sales.
- Invoice follow-up: 100% follow-up and active customer engagement until payment.
- Team performance: Weekly target and pipeline reviews with measurable performance improvement.
- Customer responsiveness: Response to customer enquiries within 1 hour during working hours.
- Reporting: Accurate and timely sales, pipeline, quotation, collection and project reporting.
- Quotation quality: Zero avoidable quotation errors.
- Project controls: 100% compliance with required commercial approvals and payment requirements before commencement.
- Team development: Coaching, mentoring and product training to strengthen Sales Engineer capability.
- Customer experience: High customer satisfaction, professional service and prompt resolution of complaints.
Requirements
- Bachelor’s degree or diploma in Engineering, Business, Sales & Marketing, Business Administration or a related field. (Minimum Division of Second Upper )
- Minimum 5 years’ experience in active sales and leadership, preferably within a technical or engineering-sales environment.
- Proven experience managing sales targets and leading a sales team.
- Experience in project-based sales, quotations, costing and customer negotiations is highly desirable.
- Experience in water, pumps, boreholes, solar, water treatment, generators, irrigation or swimming-pool solutions is an added advantage.
- Demonstrated ability to manage customer accounts, collections and commercial follow-up.
- Strong computer literacy, including spreadsheets, reporting and sales/pipeline management systems.
- Valid driving licence and willingness to travel for customer and site engagements.
CORE COMPETENCIES
Sales leadership • Target orientation • Commercial & financial acumen • Customer relationship management • Negotiation • Technical/solution selling • Pipeline management • People leadership and coaching • Planning and organisation • Analytical and problem-solving skills • Communication and stakeholder management • Accountability • Professionalism and integrity.
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