Area Sales Manager

Glamox; Kraków; On-site; PLN 140,000 - 200,000; Full time

Job summary

Glamox in Kraków, Poland, is seeking an Area Sales Manager to drive growth across a defined territory. You will develop opportunities with architects, investors, and contractors, while managing key customer relationships and delivering sales plans.

You will travel frequently to client sites and projects, coordinating with internal teams to provide lighting solutions aligned with customer needs. The role requires 3-5 years of B2B sales in project or construction sectors, knowledge of project

Qualifications

• Minimum 3-5 years of B2B sales experience in project, construction, technical, or related sectors.
• Experience in lighting, electrical, construction, HVAC or related industries is preferred.
• Solid understanding of investment/project processes and collaboration with architects, designers and contractors.
• Proven track record of achieving sales targets and developing customer portfolios.
• Strong negotiation skills and ability to build long-term relationships.
• Experience managing complex multi-stage sales processes with multiple stakeholders.
• Thorough understanding of sales methodologies, planning and pipeline management.
• Ability to analyze sales data, market trends and competitive activities.
• Knowledge of the local market and an existing network of contacts is an advantage.
• Self-motivated, accountable for results, with strong goal orientation.
• Excellent organizational and time-management skills; willingness to travel frequently.
• Proficiency in CRM systems and Microsoft Office.
• Valid Category B driving license.

Responsibilities

• Deliver sales plans, margin targets, and business objectives within the assigned territory.
• Manage relationships with existing customers and develop cooperation with key partners.
• Actively acquire new customers and identify new sales opportunities.
• Build and develop relationships with architects, designers, investors, general contractors, and installation contractors.
• Monitor the investment market and identify projects with sales potential.
• Conduct commercial negotiations, prepare proposals, and finalize contracts.
• Support customers in selecting lighting solutions in cooperation with technical support teams.
• Manage the sales pipeline and CRM data quality.
• Prepare sales forecasts, reports, and analyses to support business objectives.
• Monitor competitor activity and market trends.
• Represent the company at meetings, industry events, conferences and trade shows.

Skills

B2B sales

Negotiation

Sales planning

CRM

Time management

Travel

Market analysis

Tools

AutoCAD

ZWCAD

Job description

Introduction

The Area Sales Manager is responsible for driving sales growth within an assigned geographical area, achieving sales, margin, and business targets, and building long-term relationships with customers and business partners. The role combines strategic sales planning, active acquisition of new customers, development of existing partnerships, and ongoing analysis of the market, investment projects, and sales performance. A key responsibility is identifying and developing business opportunities within the project and investment market through collaboration with architects, designers, investors, general contractors, installation contractors, and end customers.

Work location: Kraków or other Glamox office in Poland.

What you'll do

• Deliver sales plans, margin targets, and business objectives within the assigned territory.
• Manage relationships with existing customers and further develop cooperation with key business partners.
• Actively acquire new customers and identify new sales opportunities.
• Build and develop relationships with architects, designers, investors, general contractors, and installation contractors.
• Monitor the investment market and identify projects with sales potential.
• Conduct commercial negotiations, prepare proposals, and finalize contracts.
• Support customers in selecting lighting solutions in cooperation with technical support teams.
• Manage the sales pipeline and ensure the accuracy, quality, and timeliness of data in the CRM system.
• Prepare sales forecasts, reports, and analyses supporting business objectives.
• Monitor competitor activities, market trends, and customer needs.
• Represent the company at customer meetings, industry events, conferences, and trade shows.

Who you are

Essential Skills And Requirements

• Minimum 3-5 years of B2B sales experience in the project, construction, technical, or related sectors.
• Experience in the lighting, electrical, construction, HVAC, building automation, or other construction-related industries is preferred.
• Solid understanding of the investment/project process and experience working with architects, designers, investors, general contractors, and installation contractors.
• Proven track record of achieving sales targets and developing customer portfolios.
• Strong negotiation skills and the ability to build long-term business relationships.
• Experience managing complex, multi-stage sales processes involving multiple stakeholders.
• Thorough understanding of sales methodologies, sales planning, and pipeline management.
• Ability to analyze sales data, market trends, and competitive activities.
• Knowledge of the local market and an existing network of business contacts will be considered an advantage.
• Self-motivated, accountable for results, and strongly goal-oriented.
• Excellent organizational and time-management skills, with willingness to travel frequently.
• Proficiency in CRM systems and Microsoft Office applications.
• Valid Category B driving license.

Nice to have

• Good command of English, enabling effective business communication, will be considered an advantage.
• Knowledge of AutoCAD, ZWCAD, or other tools used for working with project documentation will be considered an advantage.
• Education or technical knowledge in lighting, electrical engineering, power engineering, electronics, construction, or a related field will be considered an advantage.

Competencies and Personal Attributes

• strong business orientation and results-driven mindset.
• Proactive attitude, initiative, and ability to work independently.
• Excellent communication, presentation, and negotiation skills.
• Ability to build trust and maintain long-term business relationships. Strong capability to identify and develop new business opportunities.
• Ability to establish credibility within project and investment environments.
• Strategic thinking combined with effective operational execution.
• Resilience under pressure and persistence in achieving objectives.
• Analytical mindset with the ability to translate data into commercial actions.
• Flexibility and adaptability in a dynamic business environment.