About this role
Job Description:
The Regional Sales Manager DACH & Poland is accountable for delivering profitable growth and strengthening Instron’s market leadership across the region. This role offers true P&L influence, high visibility within EMEA leadership, and the opportunity to shape Instron’s long-term market position in two of our most strategic European regions.
Key Tasks & Responsibilities
Strategy & Growth Execution
• Own and deliver regional revenue, margin and growth targets (monthly, quarterly, annual and 3-year LRP). • Translate EMEA strategy into territory-level growth plans focused on priority verticals, products and accounts. • Drive Lever 1, 2 and 3 initiatives to generate incremental order intake and sustainable market share growth. • Continuously assess market trends, competitive dynamics and customer needs to identify new growth opportunities.
Commercial Leadership & Performance Management
• Lead the full sales funnel from lead generation through order closure, ensuring accuracy, velocity and quality of opportunities. • Own forecast accuracy, pipeline health and performance versus plan and prior year. • Analyse won/lost business and abandoned opportunities to drive continuous improvement. • Act as regional Voice of the Customer, influencing product, service and commercial strategy.
People Leadership & Culture
• Build, lead and develop a diverse, inclusive, high-performance sales organisation. • Identify, coach and develop talent, creating clear succession and career development pathways. • Model ITW values and behaviours, creating strong engagement, accountability and ownership within the team. • Lead from the front through visible field presence with customers and sales teams.
Operational Excellence & Governance
• Ensure full compliance with ITW safety standards and operating disciplines. • Monitor and manage leading and lagging KPIs to drive performance. • Collaborate cross-functionally with Marketing, Service, Operations and Finance to deliver customer and business outcomes.
Key Experience and Competencies
• Proven senior sales leadership experience within a technical / industrial / capital equipment environment. • Demonstrated success delivering sustained growth across multi-country or multi-territory regions. • Strong coaching, performance management and talent development capability. • Highly developed influencing and stakeholder management skills at all organisational levels. • Commercially and analytically strong, with excellent forecasting and planning discipline. • Resilient, adaptable and comfortable operating in dynamic, matrix environments. • Confident in challenging constructively and driving accountability. • Cross-cultural leadership capability aligned to ITW values and behaviours. • Excellent communication skills both written and verbal in German and English.
Working conditions
• Hybrid office / field-based role. • Travel up to 50% within the region (including multi-day trips). • Working hours may vary to meet business and customer needs.