Sales Manager UK and EMEA

Job description:

Why join us?

In this role, you will take responsibility for a multi-country EMEA territory and play a key part in Vaisala’s growth strategy. You will develop the UK market while also building new business across Denmark, Norway, Iceland, selected Middle Eastern markets and South Africa, creating long-term growth opportunities across HVAC, BMS, building automation and critical-building applications. You will build direct relationships with leading system integrators, HVAC contractors, BMS companies, consultants and end customers, using your market knowledge and commercial expertise to develop customer relationships, shape territory strategies and build a strong pipeline. Working with a global technology leader and highly experienced colleagues across EMEA, you will have the freedom and responsibility to drive growth across your region. This is an opportunity to work with innovative measurement technologies that support energy efficiency, building performance, reliability and sustainability.

What's your role?

You will be part of our Critical Buildings / HVAC Sales team, working closely with colleagues across the UK and wider EMEA organisation.

Together with the team, you will have an excellent opportunity to grow Vaisala's position across the UK and selected EMEA growth markets by developing direct customer relationships and increasing the use of Vaisala measurement solutions across HVAC, BMS, building automation and critical-building applications.

In this role, you will be responsible for developing and executing the sales strategy for your assigned markets, with a particular focus on system integrators and other organisations that specify, purchase and deploy HVAC and BMS measurement solutions. You will work in close cooperation with system integrators, HVAC contractors, BMS companies, consultants, end customers, Vaisala technical and product teams, marketing and the wider EMEA sales organisation. 

Geographical responsibility

The role will have responsibility for the following markets:

• United Kingdom – market development, direct customer engagement and strategic sales support.
• Denmark – direct market development and customer responsibility.
• Norway – direct market development and customer responsibility.
• Iceland – direct market development and customer responsibility.
• Middle East – development of strategic opportunities across selected markets.
• South Africa – market development and strategic customer responsibility.

The role will also collaborate closely with the wider EMEA sales organisation on strategic multinational customers and opportunities. This includes coordination with colleagues responsible for Finland and Sweden, France, Germany, Central and Southern Europe, UK/Ireland and Western Europe.

Key responsibilities

• Develop and execute a clear territory sales strategy aligned with Vaisala's wider EMEA Critical Buildings growth plan.
• Grow direct sales through system integrators, HVAC contractors, BMS companies, consultants and strategic end customers.
• Identify, target and develop high-value new accounts across the assigned countries.
• Build a sustainable pipeline of new business across the UK and wider territory.
• Increase the adoption of Vaisala temperature, humidity, CO₂, pressure and other measurement solutions.
• Influence consultants, engineering organisations and system integrators to include Vaisala solutions within specifications and projects.
• Develop relationships at multiple levels within target organisations, including engineering, procurement, commercial and senior management.
• Identify opportunities within existing customers to expand Vaisala's product and application footprint.
• Manage the complete sales process from prospecting and qualification through to specification, quotation, negotiation and close.
• Work closely with Vaisala's technical, marketing, customer service and product teams to develop customer solutions.
• Share market intelligence and identify emerging market trends, competitors and opportunities.
• Maintain an accurate sales pipeline and forecast across the assigned territory.
• Support strategic EMEA opportunities where customers, projects or system integrators operate across multiple countries.
• Take ownership of sales targets, customer development and pipeline generation within the assigned markets.

Profile description:

What will you bring?

• Proven experience in B2B technical sales, business development or account management within HVAC, BMS, building automation, controls, instrumentation or a related industry.
• Strong knowledge of the HVAC, BMS or building-services sector.
• Experience working with or selling through system integrators, BMS companies, HVAC contractors, consultants or OEMs.
• Experience managing a multi-country territory or working across international markets.
• A proven ability to identify and develop new business opportunities and build a pipeline from the ground up.
• Strong commercial and negotiation skills with the ability to engage confidently with technical and senior stakeholders.
• The ability to understand technical customer requirements and translate them into commercially compelling solutions.
• A proactive, customer-focused and entrepreneurial approach to sales.
• The ability to work independently while collaborating effectively with colleagues across an international EMEA organisation.
• Strong communication, presentation and relationship-building skills.
• Experience using CRM systems and maintaining accurate sales forecasts and opportunity management.
• Willingness and ability to travel regularly across the UK and wider EMEA territory.
• Curiosity and a growth mindset to explore, learn, and apply AI tools in your daily work. We expect everyone at Vaisala to actively discover how AI can enhance their work.

What success looks like

• Delivery against sales and gross-margin targets.
• Growth in direct sales across the assigned territory.
• Growth of strategic system-integrator relationships.
• Number and value of qualified new business opportunities created.
• Development of a healthy and sustainable multi-country sales pipeline.
• Successful conversion of specifications and project opportunities into orders.
• Development of new customers and applications across the wider EMEA territory.
• Increased market awareness and adoption of Vaisala measurement solutions.
• Accurate forecasting and effective opportunity management.
• Successful collaboration with the wider EMEA sales organisation on multinational customers and opportunities.

Additional information

Please note that applications sent via email cannot be processed due to privacy reasons.

The recruitment process consists of two meetings: a discussion with team members and a case assignment/aptitude assessment.

Ready to take every measure for the planet? Apply at the latest on 4/10/2026 via the application form.