Area Sales Manager - Smart Street Lighting

About the role

Urbio Led, a European manufacturer of smart street lighting solutions, is looking for an entrepreneurial Area Sales Manager to build its presence in Montenegro, initially but with a strong chance of expanding later to Croatia and Serbia. This is a hunter role focused on creating business from scratch, with most of the time spent in the field. The role reports to the Head of International Sales.

Key responsibilities

• Build new markets and sales pipelines from the ground up, identifying and acquiring new customers through cold outreach, networking and field sales.
• Visit municipalities, city councils, public institutions, contractors and distributors across the assigned region.
• Travel extensively within the territory to meet prospects and develop business opportunities.
• Manage the full sales cycle, from prospecting to contract negotiation and closing.
• Identify and qualify public tenders, working with the technical/pre-sales team on proposals.
• Monitor market trends, competitor activity and regional growth opportunities.
• Maintain an accurate sales pipeline and forecast using the company CRM.

Required profile

• 5+ years of enterprise B2B/B2G sales experience, with a proven track record of growing sales from zero and developing new markets, ideally in long sales cycles (12-24 months).
• Direct experience selling to municipalities, public authorities or through public procurement/tenders.
• Experience in street lighting, energy, Smart City, infrastructure or electrical equipment industries.
• Fluent English; fluency in the local language of the territory is mandatory, with knowledge of Albanian considered a strong plus.
• Self-driven, resilient and able to work independently, with strong negotiation and relationship-building skills.

What we offer

• Competitive base salary plus uncapped performance-based commission.
• Luxury company car and travel allowance for field-based work; laptop and phone provided.
• Opportunity to be a founding member of the Sales team in Montenegro, with high autonomy and direct collaboration with executive leadership.
• Support from pre-sales and technical teams, marketing-led lead generation and sales collateral, and participation in industry events.