Regional Sales Manager – Building Technology

Territory: Balkans / Southeast Europe
Contract: Permanent, Full Time
Travel: Regular travel across the region

About the Role

We are looking for an experienced Regional Sales Manager to develop commercial growth across the Balkans for an established building-technology business.

This role combines new business development, partner management, specification sales and market development. You will work closely with distributors, integrators, consultants, designers, contractors and end users to increase market penetration and develop a sustainable regional sales pipeline.

The successful candidate will be commercially driven, technically credible and comfortable working independently across multiple countries and markets.

What We're Looking For

• Strong sales experience within lighting controls, lighting technology, building automation, smart buildings or a closely related technical sector.

• Proven ability to develop new business and manage distributor, partner or channel relationships.

• Strong relationship-building skills with consultants, designers, contractors and end users.

• Good technical and commercial understanding of building-control or automation technologies.

• Demonstrable experience delivering against revenue, margin and pipeline objectives.

• Self-motivated and comfortable working independently across a geographically dispersed territory.

• Strong communication, presentation and influencing skills.

• Structured approach to CRM, pipeline management and forecasting.

• Excellent spoken and written English.

• Willingness and ability to travel extensively throughout the Balkans.

Desirable Experience

Experience with technologies such as:

• Lighting control systems

• Digital lighting protocols

• Wireless control solutions

• Hybrid wired/wireless systems

• IoT and connected-building technologies

• Building automation

• Energy-management solutions

Experience working for a manufacturer, technology provider, distributor or systems integrator within the lighting or building-automation sector would be advantageous.

An established network of consultants, lighting designers, system integrators or other industry stakeholders across Southeast Europe would also be beneficial.

Key Responsibilities

Partner & Channel Development

• Manage and develop relationships with existing distribution and technology partners across the region.

• Work with partners to increase sales performance, technical capability and market coverage.

• Conduct regular business reviews covering pipeline, forecasting, commercial performance and upcoming opportunities.

• Identify areas where additional training, technical support or marketing activity could improve partner performance.

• Provide coaching and commercial support to help partners become increasingly self-sufficient.

• Develop relationships with new potential partners where there are gaps in market coverage.

Specification & Market Development

• Develop and implement a regional strategy for engaging consultants, lighting designers, architects, engineers and major end users.

• Build relationships early in the project lifecycle and influence technology decisions during the concept and design stages.

• Identify major construction, refurbishment and development opportunities across the territory.

• Develop relationships with key influencers within the construction and building-services ecosystem.

• Deliver technical and commercial presentations, workshops and industry education sessions.

• Monitor developments in building regulations, energy efficiency, sustainability and smart-building technology and understand their impact on customer requirements.

Sales Growth & Pipeline Management

• Develop and manage a strong regional sales pipeline across multiple market sectors.

• Identify and qualify new opportunities and develop them through the sales cycle.

• Manage strategic opportunities and coordinate activity required to maximise the likelihood of successful outcomes.

• Achieve agreed revenue, margin, pipeline and forecasting objectives.

• Work collaboratively with internal technical, commercial, product and marketing teams to support major opportunities.

• Ensure accurate and timely CRM records, including account information, project activity, opportunity stages and forecasts.

Market Sectors

The role may involve opportunities across a broad range of environments, including:

• Commercial offices

• Healthcare

• Education

• Hospitality

• Residential developments

• Industrial and logistics facilities

• Public-sector buildings

• Data centres

• Cultural and institutional buildings

Brand & Market Development

• Increase awareness of the organisation and its technology solutions throughout the region.

• Develop relationships with relevant industry bodies and professional networks.

• Represent the business at trade shows, exhibitions, conferences and industry events.

• Work with marketing colleagues on regional campaigns, customer events, webinars and other market-development activities.

• Identify opportunities to strengthen the company's position within target markets.

Market Intelligence

• Provide regular insight into customer requirements, competitor activity, pricing, market trends and emerging technologies.

• Monitor changes in regulation and industry standards relevant to building technology.

• Feed regional market intelligence back to the wider business.

• Contribute to regional sales strategy and annual commercial planning.

• Identify emerging sectors and applications that could provide future growth opportunities.

What You'll Bring

You will be a confident technical salesperson who combines commercial drive with genuine relationship-building ability.

You should be comfortable moving between different levels of an organisation — from technical consultants and designers through to commercial decision-makers and senior management.

The role requires someone who can operate autonomously, manage a broad geographic territory and create opportunities rather than relying solely on established demand.

You'll need to be organised, persistent and commercially focused, while retaining the technical credibility required to sell complex building-technology solutions.

The Opportunity

This is an opportunity to take ownership of a multi-country sales territory and play a significant role in developing the market for connected building technologies across Southeast Europe.

The position offers a combination of strategic account development, partner management, technical sales and new-business development, with significant scope to build relationships and establish new commercial opportunities across the region.

A competitive salary and benefits package is offered, together with professional development opportunities and the autonomy to manage and grow the territory.