Segment Sales Manager - Northern Europe

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, turboexpanders, services, and solutions for the liquefied natural gas (LNG), liquefied hydrogen (LH2), and industrial gases industries. Applications include fueling stations, marine engines, peak shaving, power generation, virtual pipelines, carbon capture, geothermal power, and well stimulation. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with $1.5 B USD in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

The Sales Manager will drive profitable sales growth for our technical products, packaged equipment and engineered solutions within the UK and EU EPC market.

The role combines direct account leadership, project development and value-based selling, supported by close collaboration with Technical Sales and Applications teams. A key responsibility will be expanding opportunities from individual core products into larger equipment packages and identifying adjacent applications where our capabilities can deliver additional customer value.

The successful candidate will manage opportunities from early project engagement through proposal development, negotiation, contract award, and internal handover. Performance will be measured against assigned territory sales targets and agreed Management by Objectives (MBOs).

Account Leadership and Market Development

• Lead commercial relationships with assigned EPC accounts across the UK and EU, building engagement with engineering, procurement, project management and senior decision-makers.
• Develop and execute account and territory plans to strengthen existing relationships, secure new customers and increase market penetration.
• Identify upcoming projects and engage early to influence equipment selection, support specification development and achieve approved supplier status.
• Understand customer procurement processes, project schedules, decision‑making structures and competitive positioning.
• Coordinate with colleagues in other regions where UK or EU EPC accounts are developing or executing international projects.

Value-Based Selling and Scope Expansion

• Position our products and solutions through clear value propositions addressing performance, reliability, lifecycle cost, delivery and project execution requirements.
• Identify opportunities to expand individual product enquiries into larger equipment packages, incorporating complementary products, auxiliaries, controls and integration where appropriate.
• Develop the commercial case for packaged solutions by demonstrating customer benefits such as fewer equipment interfaces, simpler procurement and coordinated technical support.
• Use established core product capabilities to identify and develop opportunities in adjacent applications and customer segments.
• Work with Technical Sales, Applications and Product Management to validate technical suitability, define package boundaries and confirm performance and delivery commitments.
• Increase order value and customer penetration while maintaining appropriate margins and disciplined scope management.

Opportunity Management and Technical Collaboration

• Lead opportunity qualification, account strategy, proposal follow‑up and commercial negotiations within delegated authority.
• Capture customer requirements and coordinate internal resources to develop technically appropriate and commercially competitive proposals.
• Establish clear responsibilities, deliverables and timelines with Technical Sales and Applications teams.
• Maintain commercial continuity throughout technical discussions and ensure customer communication and…