Sales Director EMEA
Malvern Panalytical
Sales Director EMEA
We are seeking an experienced Senior Director, Sales – EMEA to lead our regional sales organization for a market-leading analytical instrumentation business. This highly visible leadership role involves translating global strategy into regional execution, driving profitable growth, and delivering strong commercial performance across Europe, the UK, the Middle East, and Africa. The role is hybrid with frequent travel across EMEA (approximately 40-50%).
Sales Director EMEA
We are seeking an experienced Senior Director, Sales – EMEA to lead our regional sales organization for a market-leading analytical instrumentation business. This highly visible leadership role involves translating global strategy into regional execution, driving profitable growth, and delivering strong commercial performance across Europe, the UK, the Middle East, and Africa. The role is hybrid with frequent travel across EMEA (approximately 40-50%).
Salary
Core Qualifications
Technical (Must-have)
Soft Skills
Preferred Qualifications
Technical (Nice-to-have)
Key Responsibilities
- Develop and execute a multi-year commercial plan aligned with global objectives, including direct and channel sales strategies, market prioritization, pricing, and portfolio focus.
- Establish a value-selling and application-led approach that differentiates our solutions across key industries including pharmaceuticals, biotechnology, advanced materials, energy, academia, and government markets.
- Provide regional market intelligence and customer insights to influence product strategy, competitive positioning, and roadmap priorities.
- Own regional bookings and gross margin performance, driving accountability through clear goals, forecasting discipline, and performance management.
- Ensure a healthy pipeline through strong funnel management, forecasting accuracy, opportunity progression, and pricing governance.
- Improve overall deal quality, profitability, and commercial execution across the region.
- Partner closely with the EMEA Applications organization to accelerate customer adoption, evaluation success, and time-to-value.
- Drive best practices for demonstrations, proof-of-performance programs, technical evaluations, and application-focused customer engagement.
- Champion Voice of Customer initiatives and collaborate with Product Management and R&D to shape future innovations.
- Optimize direct and distributor sales models across EMEA and strengthen channel performance through strategic partnerships and business planning.
- Lead strategic account engagement and executive sponsorship programs for key customers across the region.
- Support organizational and commercial transformation initiatives, including channel optimization and market expansion efforts.
- Build, develop, and retain high-performing sales and commercial leadership teams across EMEA.
- Foster a culture of coaching, accountability, talent development, and succession planning.
- Create an operating model that supports scalable growth, efficiency, and collaboration.
- Drive world-class sales operations, CRM utilization, forecasting discipline, territory management, and pricing governance.
- Partner with Marketing and Service teams to maximize customer lifecycle value and aftermarket growth.
- Ensure compliance with applicable commercial, regulatory, trade, procurement, and data privacy requirements throughout the region.