The posting
Company Description
Regionally rooted. Internationally successful.
That is what Doka, as part of the Umdasch Group, stands for. As an Austrian family company established more than 150 years ago, the group started as a leading regional business in the Amstetten area. Now with more than 7,000 employees at over 160 sites on 5 continents it has expanded far beyond its original base. We address future issues by taking a creative stance to seek solutions and thus we are always on track for growth.
Job Description
Join Doka and help us build the future!
We are looking for a highly organized, detail-oriented, and results-driven Sales Representative to support the sales operations and business development activities in Panama, Colombia, Central America, and the Caribbean.
The ideal candidate will have experience in formwork and scaffolding, strong commercial and communication skills, and the ability to develop customer relationships, identify new business opportunities, and work effectively with internal teams.
The position is based in Panama City and requires availability to travel within the assigned territory.
Key Responsibilities
1. Strategy & Sales Planning
- Contribute to country and regional sales strategies by providing market intelligence, sector insights, and competitor information.
- Develop and execute an annual territory sales plan aligned with the Central America strategy, including revenue, margin, and market penetration targets.
- Identify and qualify new business opportunities, construction projects, and potential customers within assigned sectors and territories.
- Participate in regular sales meetings and structured sales discussions, providing accurate pipeline updates, forecasts, and risk assessments.
2. Market Development & Customer Management
- Execute market development initiatives aligned with the defined marketing mix, including product portfolio, pricing, sector focus, and promotion.
- Build, manage, and expand long-term relationships with contractors, developers, engineers, and key decision-makers.
- Manage key accounts through structured account plans, ensuring customer retention and repeat business.
- Proactively acquire new customers and projects through regular customer visits and documented CRM activities.
- Act as the main commercial contact for assigned customers and projects, participating in key negotiations and commercial decisions.
3. Offer Management & Value-Based Selling
- Define the commercial and technical scope of services for each project in coordination with Engineering and Operations.
- Prepare and submit accurate, timely, and compliant technical and commercial offers.
- Apply value-based pricing principles, highlighting productivity, safety, and lifecycle cost advantages of formwork and scaffolding solutions.
- Ensure compliance with sales policies, pricing guidelines, approval matrices, and contractual requirements.
- Monitor competitor activities and pricing, preparing regular market and competitor analyses.
4. Project, Financial & Risk Management
- Support project monitoring throughout execution, including service delivery, claim management, and margin control.
- Ensure proper handover from Sales to Operations, with clear documentation of project scope, assumptions, and responsibilities.
- Maintain accurate and updated sales pipelines and forecasts.
- Support customer complaint management by coordinating timely resolutions with internal stakeholders.
- Manage customer credit exposure in coordination with Finance, supporting timely collection of receivables and compliance with credit policies.
5. Cross-Functional Collaboration
- Promote effective communication and collaboration between Sales, Engineering, Operations, Finance, and other business areas.
- Participate in project kick-off meetings and internal coordination meetings to ensure alignment and risk mitigation.
- Contribute to a culture of teamwork, transparency, and shared accountability.
6. Compliance, Development & Innovation
- Ensure compliance with internal policies, legal requirements, and ethical standards.
- Participate in sales training, professional development programs, and continuous learning initiatives.
- Support market price evaluations and sector mapping activities.
- Promote innovation by introducing new systems, products, and digital solutions to customers and providing structured market feedback.
Qualifications
Qualifications
Education
- Bachelor's degree in Engineering, Business Administration, Sales, or a related field.
Professional Experience
- Minimum 5 years of experience in B2B sales, preferably in construction, formwork, or scaffolding.
- Proven experience managing complex, project-based sales cycles.
- Strong commercial, negotiation, and relationship management skills.
Required Technical Skills
- Ability to read and understand technical drawings and construction documentation.
- Business proficiency in English, both spoken and written.
- Proficiency in CRM systems and Microsoft Office tools.
Key Competencies
- Strong customer focus and consultative selling approach.
- Analytical thinking and financial acumen.
- Excellent communication and presentation skills.
- Strong problem-solving and decision-making abilities.
- Ability to work cross-functionally within a matrix organization.
- High level of integrity, compliance awareness, and accountability.
- Strong organizational skills and ability to work under pressure.
