Tomáš Dohnálek
@tomdohnlek
Sales Operations and Commercial Excellence at Watts Water Technologies, turning frontline sales workflows into scalable tools and decision-ready data.
CzechiaWhat I'm looking for
At Watts Water Technologies, I combine commercial responsibility for the Czech and Slovak markets with designing and building internal tools for sales. I’ve developed solutions supporting CRM, commercial offers, forecasting, approvals, customer information, and sales intelligence.
My work draws on more than 10 years in frontline B2B technical sales across Siemens, Johnson Controls, Daikin, and Watts. I understand how the customer meeting, quotation, CRM, forecast, and follow-up connect—and where commercial processes can break down.
I translate frontline sales workflows into scalable processes, business logic, data models, and user-facing applications using Microsoft Power Platform and Power BI. My professional direction is increasingly focused on Sales Operations, Commercial Excellence, and Digital Transformation, including AI and automation.
Experience
Work history, roles, and key accomplishments
• First direct Watts employee responsible for the Czech and Slovak markets, combining regional commercial ownership with the digitalization of sales processes.
• Manage key accounts, distribution partners, project business, pricing and commercial negotiations across the CZ/SK markets.
• Drive structured account development and commercial execution across a broad B2B customer portfolio.
• Design
• Spearheaded the development of the contractor sales network for Daikin commercial HVAC solutions.
• Managed strategic relationships with contractors, consultants and project developers across complex B2B projects.
• Combined channel development, technical solution selling and project-based commercial strategy.
• Key account management for leading CNC machinery manufacturers in the Czech market
• Negotiated pricing structures and long-term supply agreements at C-level
• Developed OEM partnerships integrating Siemens automation solutions
• Identified and developed new business opportunities in industrial digitalization
• Responsible for delivery of energy management solutions for commercial infrastructure
• Part of Net Zero pilot programme within EMEA team
• Contributed to BMS and IoT solution architecture for energy efficiency projects
• Expanded regional responsibility from CZ East to Slovakia (Bratislava region)
• Managed BMS projects across commercial and public infrastructure
• Developed relationships with integrators, contractors and consultants
• Participated in project specifications and public tenders
• Developed and managed BMS projects across commercial and public sector
• Participated in government tenders and technical project specifications
• Built and developed key customer portfolio across the Czech market
• Responsible for business development of Building Management Systems (BMS) solutions in the Czech market
• Developed relationships with consultants, developers and system integrators to support project specifications
• Managed commercial negotiations and contract closing in building automation projects
• Identified new market opportunities and developed customer portfolio across commercial infras
Education
Degrees, certifications, and relevant coursework
Střední průmyslová škola stavební - Lipník nad Bečvou
High School, Civil Engineering
2009 - 2013
Tech stack
Software and tools used professionally
Availability
Location
CzechiaAuthorized to work in
Salary expectations
Social media
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