Kapsch is one of Austria's most successful global technology companies. With its comprehensive ITS (Intelligent Transportation Systems) portfolio, Kapsch is actively addressing the challenges of the present and the future with intelligent mobility solutions in a wide range of application areas. As a family-owned company founded in 1892 and headquartered in Vienna, Kapsch can look back on 130 years of experience with the future.
📌Sales Manager – MLFF Tolling (Brazil)
📍 Location: São Paulo (desirable)
🕓 Full-time | Department: Sales | Reports to: EVP LAM
At Kapsch, we’re a global company with over a century of innovation in mobility and technology. In Brazil, we’re proud to be applying that expertise in a way that truly connects with the local context — combining global standards with a deep appreciation for how business is done here.
Your responsibilities:
Be accountable for financial objectives, including sales targets, profitability, and contribution margins of MLFF-related projects and accounts.
Develop and execute the sales strategy focused on Multilane Free Flow (MLFF) tolling solutions in the Brazilian market, in line with company objectives and local market dynamics.
Identify and pursue new MLFF business opportunities with public and private sector clients, ensuring alignment with emerging mobility trends, regulatory frameworks, and customer needs.
Establish and maintain strong relationships with key stakeholders, including government agencies, concessionaires, and other strategic industry partners.
Lead the preparation and submission of MLFF commercial proposals, ensuring high-quality, competitive bids for public tenders, RFPs, and strategic accounts.
Represent Kapsch in forums, industry events, and client engagements to promote MLFF capabilities, reinforce market presence, and support thought leadership.
Collaborate cross-functionally with internal teams to ensure technical feasibility, commercial viability, and a smooth post-sale project handover.
Your profile:
7+ years of experience in B2B and B2G sales, with exposure to both public and private sector clients. Preferred industries include tolling, smart mobility, intelligent transportation systems, infrastructure tech, or adjacent sectors (e.g., telecom, public safety, urban mobility).
Proven track record in selling complex technical solutions involving both hardware and software components.
Experience managing commercial operations with annual revenues between €50–100 million, including large-scale tenders and long sales cycles.
Strong background in public sector procurement, including knowledge of Brazilian government bidding processes and concession models.
Understanding of Multilane Free Flow (MLFF) tolling solutions or similar technology-based systems is desirable; willingness to quickly learn and adapt to the MLFF context in Brazil is essential.
Ability to develop and maintain strategic relationships with government agencies, concessionaires, and private sector partners.
Willingness to travel across Brazil as required.
Degree in Engineering, Business, or a related field; MBA is a plus (or equivalent experience).
Portuguese (native), English (advanced/fluent), and Spanish (upper-intermediate – desirable).
Strong communication, negotiation, and strategic planning skills.
Our offer to you:
Be at the forefront of transforming Brazil’s mobility landscape through innovation.
Work in a globally respected company with deep local impact.
Collaborate with an international team of experts across Latin America and beyond.
Enjoy growth opportunities in a company committed to your professional development.