Head of Commercial & Sales (Industrial Engineering)

We are looking for a commercial leader with experience in technical or industrial project-based sales, such as automation, manufacturing equipment, mechanical/electrical installations, capital equipment, or other engineered solutions. The role requires confidence in managing long-cycle tenders, contract negotiations, and complex stakeholder environments.

Based in Riga, you will join an international team and lead a global client portfolio featuring major players in the intralogistics sector. This is a dynamic, outward-facing role requiring regular travel and senior-level stakeholder engagement across international markets.

KEY RESPONSIBILITIES

• Leading the development and implementation of the company’s commercial strategy to support corporate objectives, accelerate growth, and strengthen long-term market positioning;
• Expanding the company’s reach by developing adjacent industries and customer segments, reducing reliance and dependency on limited markets or clients;
• Maintaining strong client relationships and proactively identifying new opportunities within existing accounts to grow market share and sales volume;
• Leading tender and bid processes, including pre-qualification and approvals; liaise with estimation and technical team ensuring submissions are accurate, competitive, and commercially robust;
• Identifying, evaluating, and managing contractual risks, implementing strategies to mitigate potential issues, as well as oversee the execution process, ensuring timely completion of obligations from both parties;
• Conducting market research and obtain client feedback to improve existing products and services and enhance customer satisfaction;
• Delivering agreed sales targets and growth KPIs including order intake, margin, pipeline coverage, and conversion rates;
• Providing accurate sales forecasts and commercial reports to senior management, ensuring predictable planning and capacity management.

• Proven sales leadership experience (Head of Sales / Sales Director / Commercial Lead) within automation, robotics, intralogistics, or adjacent industrial engineering sectors;
• Degree in engineering or similar technical background (preferred) with the ability to engage credibly with technical stakeholders;
• Demonstrated experience in devising and implementing commercial strategy and business development plans across international markets;
• Advanced negotiation and contracting capability, including risk management and commercial governance;
• Excellent customer focus, analytical, and interpersonal skills; confident engaging C-level / senior procurement stakeholders;
• Excellent organisational, research, and multitasking abilities;
• Fluent in English (written and spoken); German will be considered an advantage;
• EU Driving license, willingness to travel regularly across the UK and Europe;
• High level of IT proficiency.

• Travel allowances;
• Company vehicle for business travel;
• Private medical insurance after the probation period;
• Flexible working arrangements where operationally feasible;
• Professional trainings and courses, including leadership development and industry certifications;
• Participation in key trade events and international networking opportunities;
• Globally diverse work setting with a friendly and supportive team;
• Performance-related bonus scheme aligned to KPIs.