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Reporting to the EMEA Commercial Leader, the Sales Leader is accountable for the commercial and financial performance of assigned market/s. The role leads regional sales teams and channel partner networks to deliver sustainable revenue growth, profitability, market share expansion, and customer value creation.
The Sales Leader develops and executes market strategies, optimizes distributor and fabricator networks, drives commercial excellence, and builds a high-performing sales organization. Working closely with Specification, Marketing, Supply Chain and Customer Service, the role ensures effective market execution and profitable growth aligned with Regional business objectives
Key Outcomes
- Deliver annual net sales, volume, gross profit, and pricing objectives across assigned markets.
- Increase market share in priority countries, segments, applications, and customer groups.
- Improve distributor performance, channel productivity, and market coverage, moving more business through the distribution channel.
- Increase fabricator engagement, loyalty, capability, and share of wallet, in partnership with distributors.
- Work closely with specification team to convert qualified project opportunities into orders and realized revenue.
- Improve forecast accuracy, pipeline visibility, pricing discipline, and commercial execution.
- Build a high-performing, accountable, and commercially capable sales organization.
Core Responsibilities
Commercial Strategy & Business Growth
- Develop and execute commercial strategies and annual operating plans for assigned markets.
- Deliver sustainable sales growth, gross profit improvement, and market share expansion.
- Identify growth opportunities across channels, and geographies.
- Drive pricing realization and value-based selling to improve profitability.
- Monitor market trends, competitive activity, customer needs, and business risks to inform strategy and investment decisions.
- Own market forecasts and business plans, ensuring alignment with regional objectives.
- Support successful launch and commercialization of new products and growth initiatives.
Financial & Business Performance Management
- Own commercial performance and financial delivery of assigned markets.
- Lead monthly and quarterly business reviews to evaluate performance against key targets.
- Implement corrective actions to address gaps in sales, margin, pricing, market share, or forecast performance.
- Ensure effective performance management through clear KPIs, scorecards, and business reviews.
- Partner with Commercial Leader on budgeting, forecasting, pricing, and business planning activities.
- Leverage CRM to drive sales process discipline, and data-based decision making.
Channel, Distributor & Fabricator Development
- Lead and optimize a network of distributors, fabricators, dealers, and strategic channel partners.
- Develop and execute joint business plans with key distributors and strategic partners.
- Assess distributor capabilities, performance, market coverage, and growth potential.
- Drive channel optimization, capability building, and partner productivity improvements.
- Expand market coverage through effective channel deployment and partner development.
- Ensure the discipline in distribution management (business reviews, contract management, etc.)
Sales Leadership & Organizational Capability
- Lead, coach, and develop a high-performing sales organization across multiple countries and cultures.
- Establish clear objectives, performance standards, and development plans.
- Build commercial capabilities in account management, channel management, negotiation, forecasting, and value selling.
- Drive accountability, engagement, collaboration, and continuous improvement.
- Lead succession planning, talent development, and organizational capability-building initiatives.
- Support organizational transformation and change management efforts
Commercial Excellence & Execution
- Drive and participate in commercial excellence global or regional initiatives as needed.
Specification Conversion & Cross-Functional Leadership
- Partner closely with the Specification Sales Leader and team to maximize specification conversion into realized sales.
- Support project tracking, project conversion, and coordinated market execution.
- Collaborate with Marketing, Customer Service, Supply Chain, and TS&D to deliver business objectives.
- Provide customer and market insights to support innovation, portfolio management, and investment decisions.
Qualifications
- Bachelor's degree required. Business, Engineering, Technical, Finance, Marketing, or related disciplines preferred.
- Advanced business, commercial, sales leadership, coaching, or technical education is a plus.
- Demonstrated success leading sales teams, commercial teams, regional teams, account teams, or multi-role commercial organizations.
- Experience managing revenue, margin, pipeline, forecast, account planning, territory planning, and business performance expectations.
- Experience working across functions such as marketing, product management, technical service, supply chain, customer service, finance, HR, and business leadership.
- Ability to lead through influence across regions, functions, matrixed reporting structures, and complex stakeholder groups.
- Experience in technical, industrial, manufacturing, specialty materials, or solution-based B2B environments.
- Experience implementing commercial excellence, CRM discipline, incentive design, segmentation, or role clarity initiatives.
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