Sales Director - Mobile Cranes

About the RoleWe are seeking an experienced Sales Director – Mobile Cranes to lead the development and growth of our mobile crane business in Nigeria.The successful candidate will be responsible for driving commercial strategy, sales growth, market development, key account management, tender opportunities, commercial negotiations, and customer relationships.The role will focus on building strong relationships with major construction companies, oil & gas contractors, infrastructure and industrial companies, crane rental businesses, government-related organizations, and other major users of lifting equipment.The Sales Director will also work closely with international manufacturers and principals to ensure competitive product offerings, commercial conditions, technical support, and customer satisfaction.Key ResponsibilitiesSales Strategy & Business DevelopmentDevelop and implement the sales strategy for mobile cranes in Nigeria.Identify priority markets, customers, projects, and geographic opportunities.Build and manage a structured sales pipeline covering short-, medium-, and long-term opportunities.Identify upcoming construction, infrastructure, energy, industrial, oil & gas, and port projects requiring mobile cranes.Develop strategies to increase market share and strengthen the company's position in the Nigerian lifting-equipment market.Monitor market trends, competitor activity, pricing, customer investment plans, and product developments.Develop new business opportunities while maintaining and expanding existing customer relationships.Key Account ManagementDevelop and maintain senior-level relationships with strategic customers, including:Major construction companiesOil & gas companies and contractorsEPC contractorsInfrastructure and civil engineering companiesIndustrial and manufacturing companiesMining and quarrying companiesPorts and logistics companiesCrane rental and lifting-service companiesGovernment and government-related organizationsInternational contractors operating in NigeriaDevelop account plans for strategic customers and ensure consistent follow-up of commercial opportunities.Mobile Crane SalesTake direct responsibility for the commercial development of the company's mobile crane portfolio, including:Rough Terrain CranesAll Terrain CranesTruck-Mounted CranesCrawler CranesTelescopic CranesOther specialized lifting equipmentResponsibilities include:Understanding customer applications and recommending suitable equipment.Preparing and negotiating commercial offers.Coordinating technical specifications with customers and manufacturers.Managing quotations from initial enquiry through purchase order.Negotiating pricing, payment terms, delivery, warranty, and other commercial conditions.Ensuring commercially viable margins on transactions.Following up on customer financing requirements.Coordinating equipment demonstrations and customer visits.Supporting contract finalization and delivery planning.Tender & Project ManagementMonitor public and private tenders relevant to mobile cranes.Identify major projects at an early stage and establish relationships with key decision-makers.Coordinate technical and commercial tender submissions.Review tender specifications and identify commercial and technical risks.Coordinate with manufacturers and internal technical teams to ensure compliance with specifications.Lead commercial negotiations during tender clarification and award stages.Maintain an up-to-date database of current and future projects.Track tender outcomes and analyze opportunities for improvement.OEM & Manufacturer Relationship ManagementMaintain strong working relationships with crane manufacturers and international principals.Communicate market requirements and customer needs to manufacturers.Request quotations and negotiate project-specific commercial support.Coordinate technical specifications and product availability.Manage manufacturer support for major tenders.Coordinate customer visits, factory inspections, and equipment demonstrations where required.Monitor production and delivery schedules.Provide regular forecasts and market intelligence to manufacturers.Pricing & Commercial ManagementDevelop competitive and commercially viable pricing strategies.Prepare sales quotations and commercial proposals.Monitor competitor pricing and market positioning.Protect company margins while remaining competitive.Negotiate payment terms within approved company policies.Work with management and finance teams on customer credit requirements.Ensure appropriate internal approvals are obtained before commercial commitments are made.Monitor sales profitability by customer, product, and project.Sales Team LeadershipRecruit, train, develop, and manage the sales team.Establish sales targets and performance expectations.Implement structured sales reporting and pipeline management.Conduct regular sales meetings and opportunity reviews.Coach sales representatives on customer development and negotiation.Ensure disciplined CRM and customer-data management.Monitor sales activity, quotations, conversion rates, and order intake.Build a performance-driven and customer-focused sales culture.Market IntelligenceMaintain a strong understanding of the Nigerian mobile crane market.Monitor competitor brands and distributors, equipment imports, competitor pricing, used-equipment developments, rental rates, customer purchasing behavior, major projects, oil & gas investment, financing conditions, and manufacturer developments.Provide regular market intelligence to management and international principals.Customer FinancingIdentify customers requiring equipment financing or leasing.Develop relationships with banks, leasing companies, and financial institutions.Coordinate financing structures for major transactions.Support customers with financing applications.Evaluate commercial risks associated with customer payment structures.Work with management to establish appropriate credit limits and payment conditions.After-Sales & Customer RelationshipsWork closely with technical and after-sales teams to ensure customer satisfaction.Coordinate the resolution of major customer issues.Promote preventive maintenance and service contracts.Identify opportunities for spare-parts and service sales.Develop long-term customer relationships beyond the initial equipment sale.Identify equipment replacement and fleet-renewal opportunities.RequirementsEducationBachelor's degree in Business Administration, Engineering, Mechanical Engineering, Sales, Marketing, or a related discipline.Additional qualifications in sales management or business development will be an advantage.Experience8–10 years of experience in B2B sales, preferably within heavy equipment, construction equipment, cranes, lifting equipment, or related industries.Proven experience managing major customers and complex capital-equipment sales.Strong experience within the Nigerian market is preferred.Experience with mobile cranes or other heavy lifting equipment is highly desirable.Demonstrated experience negotiating major equipment transactions and commercial contracts.Technical KnowledgeThe ideal candidate should have a good understanding of:Mobile crane applicationsCrane capacity and configurationLoad charts and lifting requirementsConstruction and infrastructure applicationsEquipment specificationsTotal cost of ownershipEquipment rental economicsPreventive maintenance and after-sales requirementsA detailed engineering qualification is not mandatory; however, the candidate must be able to understand and discuss technical crane specifications with customers, manufacturers, and engineers.Key Skills & CompetenciesStrong B2B sales and business development capabilitiesExcellent negotiation skillsStrong understanding of pricing and marginsAbility to manage complex sales cyclesStrong tender and commercial management skillsLeadership and team-management capabilitiesStrategic thinking and sales forecastingPipeline and performance managementExcellent communication and interpersonal skillsAbility to build relationships with C-level executives and senior decision-makersStrong customer orientationAbility to build long-term relationships with manufacturers and customersCommercially driven and results-orientedProactive and entrepreneurialHigh level of integrityStrong problem-solving abilityWillingness to travel extensively within NigeriaAbility to work independently while coordinating with an international organizationWorking RelationshipsThe role will work closely with:Sales teamTechnical departmentAfter-sales/service departmentParts departmentFinance and AdministrationLogistics and OperationsInternational manufacturers and principalsExternal financing partnersTravel RequirementsThe position requires frequent travel within Nigeria for:Customer visitsBusiness development and account developmentConstruction and industrial project visitsTenders and commercial negotiationsEquipment demonstrationsEquipment deliveriesIndustry exhibitions and eventsMeetings with manufacturers and international principalsInternational travel may also be required for manufacturer meetings, factory visits, training, and customer visits.