Sales Manager UK and EMEA

Vaisala Oyj; Birmingham; On-site; GBP 60,000 - 90,000; Full time

Job summary

Vaisala Oyj is seeking a high-impact Sales leader based in the UK to own a multi-country EMEA territory, focusing on the UK plus Denmark, Norway, Iceland, and selected Middle East markets, plus South Africa. You will drive growth in HVAC, BMS, building automation and critical-building applications through direct sales and strong partner networks.

You will shape territory strategy, build robust pipelines, engage with system integrators and end customers, and collaborate with Vaisala's global

Qualifications

• Proven experience in B2B technical sales within HVAC, BMS, building automation, controls or related industries.
• Strong knowledge of HVAC, BMS or building-services sector.
• Experience selling through system integrators, contractors, consultants or OEMs.
• Experience managing multi-country territories or international markets.
• Ability to identify and develop new business opportunities and build a robust pipeline.
• Strong commercial and negotiation skills with senior stakeholders.

Responsibilities

• Develop and execute a clear territory sales strategy aligned with Vaisala's wider EMEA Critical Buildings growth plan.
• Grow direct sales through system integrators, HVAC contractors, BMS companies, consultants and strategic end customers.
• Identify, target and develop high-value new accounts across the assigned countries.
• Build a sustainable pipeline of new business across the UK and wider territory.
• Increase adoption of Vaisala temperature, humidity, CO2, pressure and other measurement solutions.
• Influence consultants, engineering organisations and integrators to include Vaisala solutions in specifications.
• Develop relationships at multiple levels within target organisations, including engineering, procurement and senior management.
• Identify opportunities within existing customers to expand Vaisala's product footprint.
• Manage the complete sales process from prospecting to close.
• Collaborate with technical, marketing, customer service and product teams to craft customer solutions.
• Share market intelligence and monitor trends, competitors and opportunities.
• Maintain accurate sales pipeline and forecast across the territory.
• Support cross-country opportunities within multinational projects.
• Take ownership of sales targets and growth within the assigned markets.

Skills

B2B sales

Account management

HVAC

BMS

Building automation

CRM

International experience

Travel willingness

Job description

In this role, you will take responsibility for a multi-country EMEA territory and play a key part in Vaisala's growth strategy. You will develop the UK market while also building new business across Denmark, Norway, Iceland, selected Middle Eastern markets and South Africa, creating long-term growth opportunities across HVAC, BMS, building automation and critical-building applications. You will build direct relationships with leading system integrators, HVAC contractors, BMS companies, consultants and end customers, using your market knowledge and commercial expertise to develop customer relationships, shape territory strategies and build a strong pipeline. Working with a global technology leader and highly experienced colleagues across EMEA, you will have the freedom and responsibility to drive growth across your region. This is an opportunity to work with innovative measurement technologies that support energy efficiency, building performance, reliability and sustainability. What's your role? You will be part of our Critical Buildings / HVAC Sales team, working closely with colleagues across the UK and wider EMEA organisation. Together with the team, you will have an excellent opportunity to grow Vaisala's position across the UK and selected EMEA growth markets by developing direct customer relationships and increasing the use of Vaisala measurement solutions across HVAC, BMS, building automation and critical-building applications. In this role, you will be responsible for developing and executing the sales strategy for your assigned markets, with a particular focus on system integrators and other organisations that specify, purchase and deploy HVAC and BMS measurement solutions. You will work in close cooperation with system integrators, HVAC contractors, BMS companies, consultants, end customers, Vaisala technical and product teams, marketing and the wider EMEA sales organisation.Geographical responsibility The role will have responsibility for the following markets:

Geographical responsibility

• United Kingdom - market development, direct customer engagement and strategic sales support.
• Denmark - direct market development and customer responsibility.
• Norway - direct market development and customer responsibility.
• Iceland - direct market development and customer responsibility.
• Middle East - development of strategic opportunities across selected markets.
• South Africa - market development and strategic customer responsibility.

The role will also collaborate closely with the wider EMEA sales organisation on strategic multinational customers and opportunities. This includes coordination with colleagues responsible for Finland and Sweden, France, Germany, Central and Southern Europe, UK/Ireland and Western Europe.

Responsibilities

• Develop and execute a clear territory sales strategy aligned with Vaisala's wider EMEA Critical Buildings growth plan.
• Grow direct sales through system integrators, HVAC contractors, BMS companies, consultants and strategic end customers.
• Identify, target and develop high-value new accounts across the assigned countries.
• Build a sustainable pipeline of new business across the UK and wider territory.
• Increase the adoption of Vaisala temperature, humidity, CO , pressure and other measurement solutions.
• Influence consultants, engineering organisations and system integrators to include Vaisala solutions within specifications and projects.
• Develop relationships at multiple levels within target organisations, including engineering, procurement, commercial and senior management.
• Identify opportunities within existing customers to expand Vaisala's product and application footprint.
• Manage the complete sales process from prospecting and qualification through to specification, quotation, negotiation and close.
• Work closely with Vaisala's technical, marketing, customer service and product teams to develop customer solutions.
• Share market intelligence and identify emerging market trends, competitors and opportunities.
• Maintain an accurate sales pipeline and forecast across the assigned territory.
• Support strategic EMEA opportunities where customers, projects or system integrators operate across multiple countries.
• Take ownership of sales targets, customer development and pipeline generation within the assigned markets., Delivery against sales and gross-margin targets.
• Growth in direct sales across the assigned territory.
• Growth of strategic system-integrator relationships.
• Number and value of qualified new business opportunities created.
• Development of a healthy and sustainable multi-country sales pipeline.
• Successful conversion of specifications and project opportunities into orders.
• Development of new customers and applications across the wider EMEA territory.
• Increased market awareness and adoption of Vaisala measurement solutions.
• Accurate forecasting and effective opportunity management.
• Successful collaboration with the wider EMEA sales organisation on multinational customers and opportunities.,

The recruitment process consists of two meetings: a discussion with team members and a case assignment/aptitude assessment.

Qualifications

• Proven experience in B2B technical sales, business development or account management within HVAC, BMS, building automation, controls, instrumentation or a related industry.
• Strong knowledge of the HVAC, BMS or building-services sector.
• Experience working with or selling through system integrators, BMS companies, HVAC contractors, consultants or OEMs.
• Experience managing a multi-country territory or working across international markets.
• A proven ability to identify and develop new business opportunities and build a pipeline from the ground up.
• Strong commercial and negotiation skills with the ability to engage confidently with technical and senior stakeholders.
• The ability to understand technical customer requirements and translate them into commercially compelling solutions.
• A proactive, customer-focused and entrepreneurial approach to sales.
• The ability to work independently while collaborating effectively with colleagues across an international EMEA organization.
• Strong communication, presentation and relationship-building skills.
• Experience using CRM systems and maintaining accurate sales forecasts and opportunity management.
• Willingness and ability to travel regularly across the UK and wider EMEA territory.
• Curiosity and a growth mindset to explore, learn, and apply AI tools in your daily work. We expect everyone at Vaisala to actively discover how AI can enhance their work.

Based in the UK, this role will have wider EMEA responsibility covering some of the UK market alongside Denmark, Norway, Iceland, selected Middle Eastern markets and South Africa. The role combines direct market development with strategic customer engagement and close collaboration with Vaisala's wider EMEA sales organisation.

The successful candidate will have the opportunity to develop new markets, establish direct relationships with major system integrators and influence the specification and adoption of Vaisala measurement solutions across multiple countries. Vaisala is a global leader in measurement instruments and intelligence, helping industries, nations, people, and the planet to thrive. From predicting hurricanes to optimising renewable energy production, our technology is used where it matters the most - from data centres, wind farms, and laboratories to airports, the Arctic and even the surface of Mars. For a second year running, Vaisala was recognised in TIME Magazine's World's Best Companies in Sustainable Growth 2026 study. Our team of nearly 2,500 experts from 62 nationalities worldwide is committed to taking every measure for the planet. Driven by our shared purpose, curiosity, and pioneering spirit, we stay ahead and make a difference.

At Vaisala, you don't have to fit in to belong.