Job Purpose
The Sales Non-Utility Manager is responsible for managing and expanding sales within the industrial, commercial, EPC, contractor, and private-sector markets. The role focuses on driving sales of Lucy Electric medium-voltage equipment, RMUs, automation solutions, and services through strong channel development, project acquisition, and customer relationship management.
Job Context
The non-utility business requires a strong combination of project sales, partner/channel management, commercial negotiation, and market development, working with EPC firms, contractors, real estate developers, industrial plants, and private power companies.
Job Dimensions
Geographical Scope: Thailand (Non-Utility Sector)
Customer Portfolio: EPCs, contractors, industrial customers, private energy developers, OEM partners and other customers as per assigned by Sales Director.
Direct Reports: None (or Sales Engineers, if applicable – adjust as needed)
Internal Interfaces: Tendering, Engineering, Supply Chain, Finance, Marketing, Service
External Interfaces: EPC companies, consultants, system integrators, partners/distributors
Financial Responsibility: Achievement of non-utility sales, margin targets, and expansion of partner network
Key Accountabilities
- Market Development & Sales Strategy
Develop sales strategies for industrial and commercial segments.
Identify new opportunities with EPCs, industrial zones, data centers, factories, and private energy developers and other customers as per assigned by Sales Director.
Build a strong pipeline of private-sector MV switchgear projects.
- Customer & Channel Management
Build strong, long-term relationships with EPCs, contractors, OEM partners, and industrial customers.
Manage and support channel partners/distributors to achieve sales targets.
Conduct sales visits, technical seminars, and project discussions regularly.
- Project Acquisition & Tender Support
Identify relevant projects early and influence specifications.
Coordinate tendering activities with the Tendering & Engineering team.
Ensure all proposals meet customer requirements and profitability standards.
Lead negotiation of prices, terms, and commercial conditions.
Ensure alignment with revenue targets and margin expectations.
Review contracts to ensure compliance with company policies.
- Cross-Functional Coordination
Work closely with internal teams such as Engineering, Supply Chain, and Service for project execution.
Provide accurate demand forecasts and market intelligence to Planning.
- Performance Management & Reporting
Monitor and report on the non-utility sales pipeline.
Provide competitor insights and market trends.
Prepare monthly business reports and budget updates.
Ensure adherence to Lucy Electric policies on ethics, pricing, and customer interaction.
Promote and implement Lucy Electric values across customer and team interactions.
Education
Qualifications, Experience & Skills
Bachelor's degree in electrical engineering, Business, or related fields.
Experience
- 7+ years of experience in industrial/EPC/contractor sales.
- Strong knowledge of MV equipment, electrical distribution, and industrial projects.
- Experience managing channels, distributors, or EPC partners.
Skills
- Excellent communication and relationship management skills.
- Strong negotiation and commercial acumen.
- Able to develop long-term commercial strategies for private-sector customers.
- Fluent in Thai and English.
- Strong business development mindset
