The construction sector faces major challenges in the areas of sustainability, circularity, innovation, and finding experienced professionals.
Particularly within specialized markets such as sanitary installations, water distribution systems, and building technology, the number of experienced commercial candidates is limited. As a result, manufacturers, suppliers, and technical wholesalers compete for the same professionals.
A good Sales Manager can be decisive for the commercial growth of an organization. The ideal candidate understands not only sales and account management, but also technology, the project market, distribution channels, and the various parties within the construction supply chain.
A specialized market within construction engineering
Sanitary installations and water distribution constitute a specialized part of installation technology. The market consists of manufacturers, technical wholesalers, suppliers, installers, contractors, and consulting organizations.
Commercial professionals must understand how technical products are specified, sold, and applied. In doing so, they work with various target groups, such as installers, consultants, contractors, architects, project developers, and wholesalers.
Systems and products
- Drinking water installations
- Drainage and sewerage systems
- Pressure pipeline systems
- Sanitary technology
- Prefabricated piping
Water and sustainability
- Water management solutions
- Water saving systems
- Sustainable material applications
- Circular product development
- Building-related infrastructure
Why is it difficult to find a Sales Manager in the construction industry?
Organizations often seek a candidate who combines commercial experience, technical affinity, market knowledge, and leadership in a single profile. The number of professionals who meet all these requirements is limited.
Moreover, many suitable candidates hold a good position with their current employer and are not actively looking for a new role. Therefore, they usually do not respond to traditional job postings.
Commercial experience
- Five to ten years of relevant experience
- Strategic and operational sales
- Account and relationship management
- Responsibility for revenue growth
Technical market knowledge
- Construction or installation technology
- Sanitary systems
- Technical product groups
- Project-based sales
Network and leadership
- Relevant network within the industry
- Coaching commercial teams
- Change management
- Entrepreneurship and decisiveness
The power of specialized recruitment
Recruitment for technical sales positions is not just about collecting resumes. A successful search begins with understanding the market, the organization, and the commercial mission of the new Sales Manager.
A specialized recruiter knows at which manufacturers, suppliers, and technical wholesalers relevant professionals work. Insight is also needed into product groups, competitive landscape, salary levels, and logical career steps within the industry.
Market knowledge
Insight into manufacturers, suppliers, wholesalers, installers, and other parties within the construction supply chain.
Technical product knowledge
Understanding of sanitary systems, water distribution, installation technology, and related technical solutions.
Targeted executive search
Actively approaching experienced professionals who do not search on job sites, but are open to a suitable next step.
Realistic positioning
A clear account of the role, organization, market position, growth opportunities, and expectations.
A recruitment process for a Sales Manager in water distribution systems
Voltys recently managed a recruitment process for a commercial management position within the market for sanitary installations and water distribution systems.
The organization was seeking a Sales Manager who could contribute to further growth in the Netherlands, both strategically and operationally. In addition to leadership and commercial experience, technical market knowledge and a relevant network were important requirements.
The search focused on professionals at manufacturers, technical wholesalers, and installation suppliers. By mapping the market in a targeted manner and approaching candidates personally, several suitable professionals could be presented within a few weeks.
Wanted profile
- Strategic and operational sales management
- Knowledge of plumbing and installation technology
- Experience with the Dutch project market
- Managing commercial professionals
Targeted market approach
- Market analysis of relevant organizations
- Direct approach to latent talent
- Assessment based on experience and leadership style
- Introduction of multiple suitable candidates
What do experienced commercial candidates look for?
A competitive salary and good employment conditions remain important, but experienced candidates are becoming increasingly critical of the organization behind the vacancy. They want to know what scope they will be given to actually exert influence.
Organization and market
- Market position of the employer
- Innovative power
- Product quality
- Commercial growth opportunities
Vision and sustainability
- Sustainability goals
- Circular product development
- Long term strategy
- Investments in innovation
Personal development
- Freedom and entrepreneurship
- Development opportunities
- Leadership culture
- Influence on strategy and team
A strong and honest employer story is therefore essential. Candidates must understand why the position is interesting, what responsibilities they will be given, and what they can build within the organization.
The demand for commercial professionals continues to grow.
Sustainability, renovation, circularity, and stricter requirements for building installations are creating new market opportunities within the construction and installation technology sector. Manufacturers and suppliers need commercial professionals who can translate these developments into customer value and growth.
Organizations that invest early in specialized recruitment, employer branding, and a clear job profile increase their chances of attracting and retaining experienced sales managers and other commercial professionals.
Voltys supports organizations in finding Sales Managers, Account Managers, Business Development Managers, and Commercial Executives within technical niche markets.
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