Sales Manager - EPCM Project Sales (Laboratory)Position Overview
We are seeking an experienced Sales Manager to drive EPCM (Engineering, Procurement, and Construction Management) project sales with a focus on laboratory infrastructure projects. The ideal candidate will have a strong understanding of laboratory design, construction, and project execution, coupled with proven sales expertise in the EPCM sector.
Key Responsibilities
Business Development & Sales
- Identify and pursue new business opportunities for EPCM projects in the laboratory sector, including pharmaceutical, biotech, research, testing, and analytical laboratories
- Develop and execute strategic sales plans to achieve revenue targets and market expansion goals
- Build and maintain a robust pipeline of qualified leads and opportunities
- Prepare and deliver compelling proposals, presentations, and technical solutions to prospective clients
- Negotiate contracts, pricing, and terms in alignment with company objectives
Client Relationship Management
- Establish and nurture long-term relationships with key decision-makers including lab managers, facility directors, R&D heads, and procurement teams
- Understand client requirements for laboratory projects including cleanroom specifications, HVAC systems, safety standards, and specialized equipment needs
- Serve as the primary point of contact throughout the sales cycle and project handover
- Conduct regular client meetings and site visits to strengthen relationships and identify additional opportunities
Technical & Industry Expertise
- Maintain deep knowledge of laboratory design standards, compliance requirements (FDA, GMP, ISO, safety regulations), and industry best practices
- Collaborate with engineering, design, and project management teams to develop customized EPCM solutions
- Stay current with emerging trends in laboratory technology, sustainability, and automation
- Provide technical guidance during pre-sales discussions and proposal development
Market Analysis & Strategy
- Conduct market research to identify target segments, competitor activities, and industry trends
- Analyze customer needs and market gaps to refine sales strategies
- Participate in industry conferences, trade shows, and networking events to promote services and generate leads
- Provide regular sales forecasts, reports, and market intelligence to senior management
Required Qualifications
Education & Experience
- Bachelor's degree in Engineering (Civil, Mechanical, Chemical), Construction Management, or related field; MBA is a plus
- Minimum 7-10 years of experience in B2B sales, preferably in EPCM, construction, or infrastructure projects
- At least 3-5 years of experience in laboratory-related projects (design, construction, fit-out, or equipment supply)
- Proven track record of achieving sales targets and closing high-value contracts
Technical Knowledge
- Strong understanding of EPCM project lifecycle and delivery methodologies
- Knowledge of laboratory infrastructure including MEP systems, cleanrooms, fume hoods, safety systems, and specialized utilities
- Familiarity with regulatory standards for laboratories (GLP, GMP, ISO 17025, biosafety levels, etc.)
- Understanding of laboratory equipment, instruments, and workflow requirements
Skills & Competencies
- Excellent communication, presentation, and negotiation skills
- Ability to understand technical requirements and translate them into commercial solutions
- Strong project management and organizational abilities
- Proficiency in CRM software, MS Office, and project management tools
- Strategic thinking with a results-oriented mindset
- Self-motivated with the ability to work independently and as part of a team
Preferred Qualifications
- Experience selling to pharmaceutical, biotechnology, healthcare, or academic research sectors
- Knowledge of sustainable/green building practices for laboratories
- Existing network of contacts in the laboratory industry
- Experience with international projects and multicultural environments
- Professional certifications in sales, project management (PMP), or related fields
Key Performance Indicators
- Achievement of annual sales revenue targets
- Number of new client acquisitions
- Sales pipeline value and conversion rates
- Client retention and satisfaction scores
- Proposal win rate
- Market share growth in target segments
What We Offer
- Competitive salary with performance-based incentives
- Comprehensive benefits package
- Opportunities for professional development and career growth
- Exposure to cutting-edge laboratory projects
- Collaborative and innovative work environment
To Apply: Please submit your resume to [Confidential Information] along with a cover letter highlighting your relevant experience in EPCM sales and laboratory projects.
