Team Overview
Lead the I&C sales team and take accountability for the development and execution of the business unit’s commercial strategy across central America and Caribbean. Translate business priorities into sales plans, budgets, and clear team objectives, driving profitable growth, market development, and customer satisfaction. Direct sales execution, guide the unit’s marketing priorities, and develop team capabilities while ensuring disciplined forecasting, pricing compliance, and cross-functional coordination.
Key Responsibilities
1. Strategic Customer and Channel Leadership. Lead the team’s engagement with key customers, distributors, wholesalers, and installers. Establish account priorities and customer coverage plans, participate in strategic visits and negotiations, and oversee timely resolution of technical requests and claims. Coordinate technical support and sales training to strengthen customer relationships and service quality.
2. Sales Strategy and Business Results. Develop and execute the I&C sales strategy and budget, translating objectives into territory, account, and team action plans. Own sales forecasts and KPI reviews, drive an appropriate product mix across Copper, Aluminum and MMS, and guide corrective actions to close gaps. Ensure adherence to pricing guidelines and commercial policies and oversee quotations for strategic projects and new business opportunities.
3. Market Development and Commercial Positioning. Direct the analysis of market size, competitors, customer needs, and project scopes of work. Prioritize growth opportunities and prospects, guide market development plans, and align marketing activities with commercial objectives. Build early engagement with customers and relevant stakeholders to influence specifications and upcoming tenders.
4. Commercial Governance and Operational Excellence. Establish a disciplined cadence of pipeline, forecast, and business reviews. Ensure daily CRM updates across the team, with reliable records of customer visits, opportunities, and next steps. Partner with Finance to support DSO objectives through collection follow-up and payment monitoring, and coordinate with cross-functional teams to address service and execution issues.
5. Sales Team Leadership and Development. Lead, and develop the I&C sales team, setting clear objectives, responsibilities, and execution standards. Review progress regularly, provide constructive feedback, and strengthen technical, commercial, and negotiation capabilities. Align team priorities and customer coverage, promote cross-functional collaboration, and maintain accountability for collective sales results.
Knowledge Requirements
Bachelor’s degree in Engineering, Business, or a related field such as Marketing, Accounting, or Economics.
5+ years of experience in the industrial or electrical sector, with experience leading sales teams and managing commercial objectives.
Strong commercial acumen, analytical and problem-solving abilities, and effective communication and negotiation skills.
Demonstrated ability to lead, coach, and develop people, set priorities, and drive team accountability.
Experience leading cross-functional collaboration and coordinating sales planning, forecasting, budgeting, and customer service priorities.
Proficiency in Microsoft Office tools (Excel, PowerPoint, Word, Access).
Intermediate English proficiency.
Skill Requirements
Essential Competencies
Strategic leadership, people development, and execution
Customer focus and commercial results orientation
Lean management and continuous improvement
Desired Competencies
Executive communication, negotiation, and stakeholder influence
Project management and cross-functional leadership
SAP and WMS proficiency
Highlights of the Role
Lead and develop the I&C sales team, strengthening distributor and dealer networks and expanding the customer base.
Own commercial strategy, sales planning, forecasting, and budgeting, aligning team execution with profitable growth…