GEWISS is an Italian multinational company that operates internationally in the development of technological solutions and innovative services for home & building automation, energy protection and distribution, electric mobility and smart lighting.
The history of GEWISS is rooted in a successful entrepreneurial path, born from the revolutionary intuition of the use of technopolymer in electrical systems and guided by the values of integrity, culture of excellence and sustainability. We are experiencing a moment of exciting and ambitious growth to be increasingly managerial, international, digital and sustainable. For this reason, we need the best talents to walk alongside us, supporting together this process of continuous evolution.
Role Overview
The Sales Director holds full responsibility for revenue, margin, and channel execution across the UK & Ireland. The position leads Indirect, Direct, and OEM channels, drives commercial governance, and transitions the organisation from a sell in model to a sell out, specification led business. The role also builds and leads a Business Development & Specification team focused on generating demand through installers, end clients, consultants, and architects.
Reporting line: Directly to the Cluster General Manager.
Key Responsibilities:
1. Commercial Ownership (P&L, Margin, Forecasting)
Full accountability for UK & Ireland topline, gross margin, and contribution.
Set and execute the commercial plan, including pricing architecture, margin controls, discount governance, and rebate frameworks.
Lead the monthly forecasting cycle, demand planning inputs, and risk/opportunity management.
Govern price realisation and enforce disciplined commercial approvals.
2. Channel Strategy and Execution (Indirect, Direct, OEM)
Indirect/Wholesale: Lead negotiations with distributor groups, manage national agreements, and drive sell out activation, training, POS visibility, and promotional governance.
Direct/End Client: Develop frame agreements, manage project pursuit, and ensure commercial consistency across major contractors, FM providers, and large end users.
OEM: Own OEM commercial frameworks, value engineering programmes, technical alignment, service levels, and long term supply agreements.
3. Business Development & Specification Leadership
Build a high performing BD/Specification team to generate and secure specifications with installers, end clients, consultants, architects, and design houses.
Create and deploy a specification playbook including qualification criteria, CPDs, technical submittal standards, and design in value propositions.
Ensure strong pipeline discipline, clear stage gates, conversion reporting, and alignment with CRM processes.
Drive measurable uplift in pull through, conversion rate, and win rate for strategic segments.
4. Sell In to Sell Out Transformation
Establish commercial KPIs that prioritise sell out visibility and POS data rather than shipment volume.
Deploy tools, dashboards, and processes for tracking POS, installation volumes, and pipeline health.
Realign sales incentives, rebate schemes, and distributor programmes to reward pull through and specification wins.
Drive cultural shift across the sales function toward market activation and installed base ownership.
5. Contracting & Negotiations
Lead negotiations on all national commercial agreements, including distributor frameworks, OEM MSAs, end client tenders, and project specific commercial terms.
Work closely with Finance and Legal on price protection, indexation, payment terms, credit exposure, liability provisions, and risk mitigation.
Ensure compliance with competition law, tender rules, delegated authorities, and internalgovernance standards.
6. Key Accounts & Strategic Relationships
Personally manage top national accounts across Wholesale, OEM, and strategic End Client/Consultant segments.
Implement joint business plans (JBPs), quarterly business reviews (QBRs), and structured performance tracking.
Build strong senior level relationships to position the business as a long term technical and commercial partner.
7. Organisation, Leadership & Talent
Lead Regional Sales, National Accounts, OEM, and BD/Specification teams with clear KPIs and accountability.
Recruit, develop, and performance manage teams to build strong commercial capability.
Implement structured coaching, succession planning, and skills uplift for consultative selling, value selling, and negotiation.
Build a high performance culture with clarity, discipline, and ownership.
8. Market Intelligence & Strategic Input
Provide continuous insight on competitor activity, market pricing, technology shifts, standards, and regulatory changes.
Collaborate with Product Management and Marketing to refine category priorities, launch plans, and segment strategies.
Support NPD and price positioning through market research, installer feedback, and OEM collaboration.
Key Contribution:
- Revenue growth and gross margin delivery.
- Sell out vs. sell in performance; POS data accuracy and coverage.
- Specification pipeline value and conversion rate.
- OEM contract growth and renewal success.
- Price realisation and discount discipline.
- Forecast accuracy and CRM compliance.
In Gewiss, you will find:
• A stimulating and dynamic environment that will allow you to confront talented professionals and projects increasingly digital and innovative.
• Autonomy and responsibility, because getting involved is the first step to make a difference. • Continuous training and career opportunities. You will have constantly updated multimedia training content. Your results will guide your growth path.
Gewiss guarantees equal opportunities and values all applications in the same way, evaluating passion, skills and motivation.
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