Sales Manager

Organization: FibrXL Industrial
Reports to: Sales Director FibrXL EU
Works closely with: Logistics, Operations, Planning, Finance, Customer Service

Purpose of role

The Sales Manager FibrL Industrial is responsible for achieving sustainable, profitable volume growth within a competitive market. The role focuses on active margin management, price discipline, and strong customer relationships, working closely with Logistics and Operations to optimize delivery reliability and profitability.

Key Responsibilities

• Achieve volume, revenue, and gross margin targets.
• Actively manage and optimize pricing and contract terms.
• Respond to market developments, cost changes, and demand fluctuations.
• Manage and expand the customer portfolio with a focus on continuity and long-term partnerships.
• Negotiate contract terms and pricing structures within established frameworks.
• Optimize the customer and product mix to improve profitability.
• Collaborate closely with Logistics and Planning regarding availability, lead times, and transportation.
• Forecast volumes and contribute to planning and inventory decisions.
• Monitor market pricing, competitor activity, and raw material developments.
• Ensure price discipline, contract compliance, and adherence to commercial agreements.
• Identify and manage credit, contract, and delivery risks.
• Resolve delivery and service issues while maintaining customer satisfaction.
• Initiate improvements in commercial processes and pricing strategies.

KPIs & Performance Indicators

Financial & Margin

• Gross margin per ton/ per customer segment
• Margin performance vs. budget and market developments
• Pricing performance vs. market benchmark
• Portfolio profitability

Volume & Portfolio

• Sold volume vs. forecast
• Stability and continuity of customer demand
• Optimization of customer and product mix

Operational Performance

• Forecast accuracy
• Delivery reliability (OTIF)
• Contract compliance and minimization of claims

Risk & Performance Management

• Accounts receivable risk and payment behavior
• Limitation of logistical and contractual risks
• Predictability of demand and planning

Qualifications & Competencies

• Bachelor’s degree (commercial, technical, or business-related preferred)
• Minimum 5 years of experience in industrial sales or bulk markets
• Strong understanding of pricing mechanisms, margin management, and contract structures
• Experience in volume-driven markets and practical supply-demand coordination
• Excellent negotiation skills and commercial discipline
• Strong analytical skills and decisive in dynamic environments
• Hands-on mentality and comfortable in a smaller, pragmatic organization
• Excellent command of English; additional European languages are a plus