Senior Sales Leader – Industrial Weighing & Process Automation (Europe)
Position Overview
Seeking a dynamic, results‑driven Sales Leader to expand commercial presence across Europe within the industrial weighing and process‑automation sector, with a strong focus on food & beverage end users and broader industrial markets. This role owns regional growth, forecasting accuracy, channel performance, and strategic execution while serving as the senior commercial voice for the region.
Primary Responsibilities
Commercial Leadership & Orders Growth
- Deliver sustained orders growth aligned to strategic initiatives, measured by annual order performance.
- Own and manage the regional orders forecast, ensuring accuracy, accountability, and disciplined pipeline management.
- Identify and pursue new market opportunities, key accounts, and channel development to expand market share.
- Evaluate channel effectiveness through analysis of order trends, quote conversion, responsiveness, and overall performance.
- Execute regional growth initiatives and ensure alignment with global commercial strategies.
Team Leadership & Development
- Lead, coach, and develop a commercial team specialising in industrial weighing and process‑automation solutions.
- Establish clear territory coverage, goals, and performance metrics for channel partners to drive accountability.
- Foster a culture of continuous improvement, technical‑commercial excellence, and professional development.
- Develop and retain top sales talent, measured by improved team performance and readiness for expanded responsibilities.
Customer & Market Engagement
- Build and maintain senior‑level relationships with key customers, OEMs, distributors, contractors, and channel partners across Europe.
- Act as the regional voice of the customer, providing insights on market dynamics, competitive activity, and customer needs.
- Represent the organisation at trade shows, industry events, and customer engagements to strengthen brand presence.
Cross‑Functional Collaboration
- Partner with Marketing, Product Management, and Operations to align on demand planning, commercial campaigns, product launches, and market positioning.
- Provide market feedback to influence product roadmap and innovation priorities.
- Collaborate with Finance and Leadership on pricing strategy, budgeting, deal reviews, and other commercial initiatives.
Qualifications
- Bachelor’s degree in engineering, business, or related field (MBA preferred).
- 10+ years of progressive sales leadership experience in industrial weighing, automation, or industrial manufacturing markets.
- Fluent English with strong communication skills; additional European languages (Spanish, Italian, French, German) highly desirable.
- Proven track record of delivering sustained orders growth and accurate forecasting across a multi‑product portfolio.
- Strong experience managing direct sales teams and channel partners.
- Deep understanding of industrial markets; food & beverage experience is a strong advantage.
- Willingness to travel extensively across Europe.
Year 1 Focus Areas
Channel Management
- Assess current channel partners against business needs.
- Implement or refine channel management programs (incentives, KPIs, engagement models).
- Replace, improve, or restructure channel partners where required.
Talent Management
- Coach and develop existing team members; upgrade talent where needed to meet regional objectives.
Strategy Development
- Build a market‑based 3–5 year growth strategy aligned to regional opportunities and customer needs.