Sales Manager (Thailand)

Company Description

Doka is a global leader in innovative formwork solutions and services across all areas of construction, and a worldwide supplier of comprehensive scaffolding systems for a broad range of applications. With more than 160 sales and logistics facilities in over 54 countries, Doka provides a high‑performing distribution network that ensures expert advice, customer service and technical support on site, with equipment delivered quickly regardless of project size or complexity. Employing 8,000 people worldwide, Doka is part of the Umdasch Group, a company that has stood for reliability, experience and trustworthiness for more than 150 years and serves as the parent organisation for its directly affiliated divisions, including Doka, umdasch The Store Makers and umdasch Industrial Solutions.

Established to provide a versatile network of products, systems and expertise, Doka Asia Pacific (APAC) supports some of the world’s fastest growing economies. This positions Doka as a strong partner for a wide range of projects, from major infrastructure such as metro systems, bridges and tunnels to cost efficient housing developments. Headquartered in Kuala Lumpur, Malaysia, the Doka APAC Area team serves as the central hub for key functions across the region and acts as a link to our headquarters in Austria.

Doka has strengthened its regional presence through the integration of MFE Formwork Technology, acquired in 2024 and based in Malaysia. MFE is the global market leader in monolithic aluminium formwork systems and is recognised for delivering innovative, high quality products supported by exceptional customer service. Established in 1991, MFE has grown to become the world leader in aluminium formwork systems, offering solutions that complement and enhance Doka’s wider portfolio.

Job Description

Sales Manager (Infrastructure Projects - Thailand) will play a key role in driving business growth by acquiring and managing infrastructure projects across Thailand. The role encompasses full sales-cycle responsibilities, including prospecting, tender/offer preparation, negotiation, closing the deal and project handover. Success in this position requires a solid background in civil engineering and formwork systems, a strategic yet hands-on approach to business development, and the capability to manage high-value projects in close collaboration with both internal teams and external stakeholders.

The position is based in Thailand and reports directly to the Regional Director – EAP.

Your tasks include, but are not limited to:

• • Identifying and acquiring projects across Thailand.
    • Drive the identification and acquisition of infrastructure projects across Thailand.
    • Provide technical support by preparing drawings and formwork design proposals during the tender and offer stages, as required.
    • Expand and nurture both new and existing client accounts through consistent site visits, direct engagement, and proactive outreach.
    • Collect, analyze, and qualify project-related data to capitalize on high-rise construction opportunities.
    • Strategically map long-term business opportunities with a focus on profitability, market penetration, and sustainable coverage.
    • Assess key market drivers and design effective sales strategies to secure high-rise projects.
    • Collaborate closely with internal stakeholders, including the global expertise center and local sales and engineering teams, to ensure seamless execution.
    • Oversee the complete project lifecycle—from tendering and acquisition through coordination of execution—tailored to project complexity.
    • Maintain a proactive, accountable, and results-driven approach throughout all stages of project acquisition and delivery.

Sales & New Business Acquisition

• • Full ownership of the end-to-end sales process
    • Development and execution of target lists and sales action plans
    • Implementation of key account strategies and account plans
    • Management of pipeline close plans, including order intake, margin, and commercial terms
    • Leadership in tendering processes and commercial negotiations

Cultural Expectations

• • Leadership Role Model: You are expected to consistently represent and uphold Doka’s strategy, values, compliance standards, and leadership culture.
    • Diversity & Inclusion: You will support Doka’s commitment to a diverse and inclusive workplace.

Qualifications

• Job Requirement:
  • Proven experience with Formwork systems.
  • Strong knowledge of and network within the Thailand market.
  • Fluency in both Thai & English (mandatory).