Doctoral researcher in industrial sales / Väitöskirjatutkija (teollinen myynti)

Tampere University and Tampere University of Applied Sciences create a unique environment for multidisciplinary, inspirational, and high-impact research and education. Our university community has its competitive strengths in technology, health, and society. https://www.tuni.fi/en 

We are inviting applications for a two-year fixed-term Doctoral Researcher (PhD student) position in Industrial Sales, with the intention to extend the position for an additional two years. The doctoral research will be positioned in the intersection of three increasingly relevant areas of research: industrial sales and environmental sustainability, with digitalization as an important enabling force for sustainable transformation. 

The doctoral researcher will join the Industrial Sales research group within the Industrial Engineering and Management Unit at Tampere University. The position is located in the Faculty of Management and Business and is connected to the Center of Industrial Sales Excellence.

B2B firms face increasing pressure to respond to climate change, resource scarcity, circular economy transitions, decarbonization, and evolving environmental regulation. These developments are reshaping industrial operations and practices and market preferences, and consequently how firms create and capture value and consequent, and thus also customer needs and expectations, drastically changing what is industrial sales and business now and in future. Digital technologies, including artificial intelligence (AI), data analytics, digital platforms, digital product passports, and IoT-based solutions, can enable industrial firms to respond to these challenges. They can support firms in understanding customer needs, demonstrating economic and environmental value, developing circular business and sales models, and facilitating collaboration across value chains and ecosystems. 

The selected doctoral candidate will explore how industrial sales can respond to these megatrends: how B2B sales should be managed and how it can contribute to environmental sustainability, and how digital technologies can enable this transformation. Relevant research questions may address, for example, how industrial firms commercialize sustainable and circular and low-carbon offerings and solutions, how sales organizations communicate and demonstrate economic and environmental value, how sustainability changes customer needs and buying behavior within industrial value chains and at the market, and how digital technologies enable new sales approaches, processes, and capabilities. The specific dissertation topic will be developed together with the selected doctoral researcher. 

Job description 

In this position, the doctoral researcher is expected to: 

1. conduct high-quality research on the topics above (mutually agreed with the supervisors) and publish and present the research in high-quality international peer-reviewed journals and academic conferences; 
2. complete a doctoral degree, including the required doctoral studies; and 
3. contribute to teaching, research project planning, and undergraduate supervision for up to 10% of the total working time.

The doctoral research will be supervised by Associate Professor Pia Hautamäki and Professor Leena Aarikka-Stenroos. 

For examples of research related to the themes of this position, see here:  https://research.tuni.fi/cise-en/news/open-doctoral-researcher-position-in-industrial-sales/ 

Requirements 

To qualify for the position, the candidate should hold a relevant master's degree or an equivalent qualification that provides eligibility for doctoral studies at Tampere University. Suitable academic backgrounds may include industrial engineering and management, business administration, marketing, sales, strategy, sustainability, information systems, or another relevant field. 

The candidate should demonstrate: 

• a strong interest in industrial B2B sales and sales management (with an economic sustainability lens) and interest to relate that to environmental sustainability oriented research; 
• an interest in how digitalization in its different forms (AI, data, or digital platforms, etc) can enable sustainable transformation in industrial sales; 
• motivation and ability to conduct theoretically rigorous and empirically relevant research; 
• motivation and ability to contact, communicate and collaborate with Finnish companies and other stakeholders 
• strong analytical and academic writing skills; and 
• excellent written and spoken communication skills in English. 

Previous research experience and knowledge of qualitative research methods are considered an advantage. Experience with industrial B2B companies, sales-related topics, sustainability, or digital technologies is also considered an advantage.

The successful candidate will need to apply for and be granted the right to pursue a doctoral degree in the relevant doctoral program at Tampere University. Please visit the admissions webpage https://www.tuni.fi/en/tau/doctoral-programmes/applying for more information on eligibility requirements.  

About the research environment 

The Center of Industrial Sales Excellence provides a research environment in which academic research is conducted in close collaboration with industrial companies. The doctoral researcher will have opportunities to conduct empirical research with industrial firms, participate in international research collaboration, present research at international conferences, and develop a strong international academic network. 

Your supervisors’ research focuses on the transformation of industrial sales and sales management. We examine how environmental sustainability, changing customer buying behavior, and technological development reshape industrial sales at individual, organizational, and ecosystem levels. Particular attention is given to how digital technologies, including AI, data, and digital platforms, can enable new forms of value creation and support the sustainable transformation of industrial business. 

We offer 

The duration of employment is initially two years. We aim to extend the employment period through external research project funding to support the completion of the doctoral degree, but here supporting contributions from the candidate are expected. The target completion time for doctoral studies is four years. 

The expected starting date is November 1, 2026, or as mutually agreed. A trial period of six (6) months applies to all our new employees. 

The salary will be based on both the job requirements and the employee's personal performance in accordance with the Finnish University Salary System. The position of Doctoral Researcher is placed on level 2-4 of the job requirements scale for teaching and research staff. A typical starting salary for a Doctoral Researcher is approximately 2700 EUR/month. The salary increases based on experience and the progress of doctoral studies.

In addition, Tampere University offers extensive employee benefits, including occupational healthcare, flexible working arrangements, sports facilities, and staff services on campus. Please read more about working at Tampe re University.  

The position is located in Tampere, Finland. 

The position provides an opportunity to contribute to a growing research field and develop new knowledge about how industrial sales is transforming and how it can incorporate economic and environmental sustainability for sustainable value creation and business, and how digitalization can enable this transformation. 

How to apply 

Please submit your application through Tampere University's online recruitment system. The deadline for applications is September 20, 2026, at 23:59 Finnish local time (UTC+3). 

Applications should include the following documents in English: 

• Letter of motivation (max. 1 page) describing your motivation for doctoral research, your interest in industrial sales and environmental sustainability, and your interest in how digitalization can enable sustainable transformation. Please also provide an account of your merits and activities relevant to the position. 
• Curriculum vitae, including contact information and possible publications. 
• Research proposal (max. 5–7 pages) presenting an outline of the proposed dissertation research, including a review of relevant literature, the initial research problem and research questions, and the proposed research approach. 
• Copy of the master's degree certificate. If the original documents are not in English, Finnish, or Swedish, each document should be accompanied by an official certified translation into English or Finnish. 
• A sample of academic work, such as a published or submitted research paper, a master’s thesis, or a conference paper. 
• Transcript of records. 

In the research proposal, we particularly encourage applicants to identify an important theoretical and practically relevant research problem and research gap within industrial sales and environmental sustainability. The proposal should also consider how digitalization or specific digital technologies can enable sustainable transformation in the selected research context. Digitalization does not need to constitute a separate theoretical domain of the dissertation, as, it can serve also as an enabling mechanism, context, or perspective for examining how industrial sales contributes to environmental sustainability. 

The selected candidate will further develop the research questions, theoretical foundations, research design, and empirical studies together with the supervisory team. 

The most promising candidates will be invited for an interview before the final selection decision. 

For more information about the position and research topic, please contact: 

Associate Professor Pia Hautamäki
Industrial Engineering and Management
Tampere University
pia.hautamaki@tuni.fi 

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Tampereen yliopisto ja Tampereen ammattikorkeakoulu muodostavat yhdessä Suomen toiseksi suurimman monitieteisen, innostavan ja vaikuttavan tutkimus- ja oppimisyhteisön. Korkeakouluyhteisömme osaamiskärjet ovat tekniikka, terveys ja yhteiskunta. Lue lisää: www.tuni.fi 

Tampereen yliopistossa, johtamisen ja talouden tiedekunnassa, tuotantotalouden yksikössä on avoinna väitöskirjatutkijan paikka teollisen myynnin tutkimukseen. 

Väitöskirjatutkimus sijoittuu yritystenväliseen teolliseen myyntiin, sekä ympäristökestävyyden ja digitalisaation rajapintaan. Tutkimuksessa voidaan tarkastella esimerkiksi sitä, miten kestävyys ja kiertotalous muuttavat teollista myyntiä ja asiakkaiden ostokäyttäytymistä, miten kestävien ratkaisujen taloudellista ja ympäristöarvoa voidaan osoittaa sekä miten digitaaliset teknologiat, kuten esimerkiksi tekoäly, data ja digitaaliset alustat mahdollistavat tätä muutosta. 

Väitöskirjatutkija liittyy Tampereen yliopiston Industrial Sales -tutkimusryhmään ja Center of Industrial Sales Excellence -keskukseen. Tutkimusta tehdään tiiviissä yhteistyössä teollisuusyritysten ja kansainvälisten tutkimusverkostojen kanssa. 

Tehtävä on aluksi kaksivuotinen, ja tavoitteena on jatkaa sitä nelivuotisen väitöskirjapolun kattavaksi. Aloitus 1.11.2026 tai sopimuksen mukaan. 

Luethan tarkemman tehtävänkuvauksen ja hakuohjeet englanninkielisestä ilmoitustekstistä yläpuolelta. Hakuaika tehtävään päättyy 20.9.2026 klo 23:59. 

Lisätietoja:
Apulaisprofessori Pia Hautamäki
Tuotantotalous, Tampereen yliopisto
pia.hautamaki@tuni.fi 

Tagged as: Research, development & R&D