Sales Manager

Job Description Purpose and Value Proposition of the Role What's the purpose of this role - As Sales Manager, International Business, you will be at the forefront of Neptunus global expansion spearheading growth across the Middle East and Africa and positioning Neptunus as a trusted technology partner for the marine and oil & gas industries. - This is a high-impact role for someone who thrives on challenge, ownership, and transformation. You will build new relationships, scale strategic accounts, and open new territories helping customers move from reactive maintenance to data-driven reliability. - By leveraging your deep understanding of customer ecosystems, decision hierarchies, and commercial drivers, you will translate complex operational challenges into powerful business outcomes, turning Neptunus engineering innovations into measurable customer success. - You'll work closely with international customers across India, the Middle East, Africa, Southeast Asia, and Europe, building trust and credibility through technical expertise, consultative selling, and consistent delivery of value. - In short, this role is not just about achieving numbers, it's also about creating Neptunus global footprint and transforming how the marine and oil & gas world maintains its assets. About Neptunus: - At Neptunus, we believe the world's industrial assets deserve better than breakdowns, inefficiency, and waste. Our mission is simple but powerful Change the Way Maintenance is Done. - With over 28 years of expertise in engine & propulsion, Neptunus is today one of the most respected project management & reliability solution providers to the Marine, Oil & Gas & Defence across India, Middle East & Africa - We partner with leading fleet owners and energy companies, helping them to achieve higher reliability, lower downtime, and measurable cost savings. - Our in-house R&D and diagnostics capabilities have led to breakthrough solutions like VIB360 - Engine Condition Monitoring Solutions (ECMS), trusted by customers and classification societies such as IRS & ABS to enable Condition-Based Maintenance (CBM) certifications for marine engines. This achievement marks a game-changing shift in the global marine industry, positioning Neptunus as a pioneer in bringing data-driven reliability to ship operations. The milestone has been widely covered by leading publications including The Economic Times, The Hindu, Business Standard, ET Infra, and others, underscoring Neptunus leadership in maintenance innovation. - Recognized by the Economic Times as India's Top Innovative MSME (2023), Neptunus is redefining maintenance by fusing domain depth with digital intelligence, ensuring that our customers assets perform better, last longer, and run cleaner. What will you get by working at Neptunus - At Neptunus, you'll be part of a team that's changing the way maintenance is done and building one of Great Service Brands in global maritime world - High-performance rewards: Competitive salaries, performance-linked bonuses, and wealth-creation opportunities through our Growth Driver Program. - Purpose with exposure: Work on real global challenges, engage with customers across continents, and experience the diversity of cultures and industries. - Continual Growth: Solve complex problems, and get coached by leaders who invest in your development. - Care that goes beyond work: Comprehensive family health insurance, hybrid work policies and a culture that genuinely values people. - Recognition & belonging: A workplace where excellence is celebrated, effort is recognized, and contribution creates lasting impact. If you're hungry, self-driven, and passionate about excellence, Neptunus will give you every opportunity to grow your career, build wealth, and make a global impact Key Linkages in the Role - Whom does the person work with - internal and external: Internal: 1. The candidate will have access to the Senior-most Management - Directors, Head of Departments. 2. Will have to work with the Sales, Delivery, Technical & Service Teams External: 1. Contact Points will be technical managers, technical heads and directors, Engineering Team of Customer 2. As in any Sales role, Direct Contact with Customer's Purchase Team is necessary. Results and Activities Key Results (What will I be accountable for) Activities (What will I do) Achieve sales of INR 50 Cr in Year 1 from Engine Spares & Services and Engine Management Solutions, with a 30% year-on-year growth over the next 3 years. - Build pipeline (to 34 target value) - Identify & Prospect new opportunities for new & existing list of prospects like Zakhar, Kotug,INV, Maridive, Stanford, Selective Marine, KDC etc. - Convert high-value opportunities efficiently - Protect and expand key accounts - Develop new customers in target regions (ME/Africa) - Develop strong rapport with existing customers - Drive daily results Transform at least 3 existing elephant customer (from Middle East & Africa) into a whale customer within 12 months - Develop a comprehensive 360 Account Intelligence Plan for each target customer - Identify white spaces for cross-selling and up-selling opportunities across product and service lines - Establish connections at multiple levels operational, technical, commercial to deepen engagement - Diagnose customer pain points and unmet needs through discovery discussions Be accountable for the growth and performance of direct reports or mentees - Regular support & weekly review - Feedback on time - Tracking performance & helping to improve the same in alignment with the goal Maintain CRM hygiene with accurate pipeline, projections, and customer data integrity. - Maintain updated customer data in CRM software and create projections - Provide intelligence to the technical team for the preparation of service quotes and proposals Knowledge/Skills/Behaviors the Candidate Should Possess: Knowledge/Skills/Behaviors Must Have (M) / Nice to Have(N) Knowledge (Functional and Non-Technical): - 6+ years of B2B technical sales experience, with at least 80% of revenue generated from direct sales to end-users (such as ship managers, vessel owners, drilling contractors, or EPCs working in oil & gas and marine space), rather than through dealers or intermediaries - Strong understanding of the marine & offshore customer ecosystem, like ship managers/Rig owners/ vessel owners/fleet operators/ EPC companies(working in marine/oil & gas space)/shipyards and their procurement and maintenance/condition monitoring needs for engine/propulsion/rotating/static marine equipment (like pumps, compressors, heat exchangers, BOP, valves) - Experience in mentoring/supervising junior sales or inside sales executives, ensuring process discipline, timely follow-ups, and professional communication with customers. - Sound understanding of technical B2B sales frameworks, including prospecting, need creation, consultative and value-based selling, negotiation, and closing complex, high-value deals (at least an average of INR 1 cr). - Has worked with international customers in the Middle East, Africa, or Europe, having personally closed deals either through in-person visits or virtual face-to-face meetings, and is conversant with international trade practices (quotations, Incoterms, documentation, payment terms, and logistics) Skills (Functional and Non-Technical): - Excellent communication skills (written and verbal), with the ability to articulate complex technical ideas clearly in English. - Strong presentation skills capable of tailoring technical and commercial presentations to different decision levels (technical, procurement, and management). - Effective negotiation and persuasion skills, with a track record of converting RFQs into purchase orders while protecting margins - High follow-up discipline and ownership mindset,able to manage multiple open deals, track progress, and drive closure. - Demonstrated ability to build rapport, establish trust, and maintain long-term customer relationships across diverse cultures (Middle East, Africa, Europe). Behaviors (Technical and Non-Technical): - Hungry to achieve sales growth and close deals - Patient and persistent, thrives in long, complex sales cycles common in marine and oil & gas industries. - Curious and continuously learning, takes genuine interest in understanding technical systems and customer operations. - Upholds high personal integrity and professionalism in all customer interactions. - Collaborates effectively with internal teams (delivery, technical & service) to deliver complete customer solutions. Challenges of the Role 1. Dynamics of opportunities are constantly changing & need to be on top of it continuously 2. Time is the essence of this market. Hence response needs to be prompt 3. Cost-sensitive as well as time-conscious market 4. Successfully negotiating with customers at all management levels