Director of Sales (EMEA)

Posted 25 October 2023
Job type Permanent
DisciplineCorporate and Professional Services
ContactPaul Lanigan

Job description

Our client, the ATA Group, is a leading specialist manufacturer and provider of industrial and CNC precision cutting tools. Following significant growth and a number of strategic acquisitions, they have positioned themselves as the world's leading manufacturer of premium quality carbide rotary burs. Today, the company has 450 employees working in eleven facilities, including two R&D centres, in Ireland, the US, the Netherlands, the UK, Germany and Switzerland. As a result of their ongoing success the business are now looking to appoint a Director of Sales (EMEA) to drive the organic sales strategy across the businesses and customers within the EMEA region.

The Role

The primary purpose of the Director of Sales (EMEA) opportunity will be to align and drive the organic sales strategy across the businesses and customers within the EMEA region, to design, build and embed a robust sales organisation and to ensure the appropriate structures and processes are in place to achieve the longer-term growth ambitions of the business.

This will require an entrepreneurial and highly effective senior sales leader. You would join a hugely successful business as part of the Senior Leadership Team who have a depth of commercial experience and an impressive track record of corporate acquisitions, significantly ahead of their global competitors. They are offering a highly competitive remuneration package, an incredibly rewarding career path and potential to build your career within a market leader in its sector.

This role will ideally be based out of Ireland and due to the need for in-market presence, it would require regular international travel within the EMEA region.

Specific responsibilities would include:

  • Structure and build the ATA sales organisation to enable success in line with the strategic organic revenue growth ambition across the EMEA region.

  • Lead, manage and motivate sales teams to achieve revenue commitments based upon all product lines, sales representatives headcount, and customer segments, while helping to identify and then implement new initiatives for acquiring new customers and maximising growth through programmes, products, initiatives and marketing strategies.

  • Track and analyse all sales related activities including customer visits, customer service activities pipeline management (use of C4C/Hubspot CRM), product and market balance, account management, new account development, and sales and prospect reporting processes.

  • Extensive in-market travel to secure new customers and drive growth from existing ones, supporting external sales teams, attending shows, and developing industry intelligence.

  • Provide regular reliable forecasts utilising company's data platforms (e.g., Power BI, C4C) and reporting capabilities.

  • Ensuring implementation of on-going training programmes to assigned sales teams regarding sales skills, product knowledge, best practices and market development focus (including competitor analysis), prospecting techniques for securing new clients, account management and general account maintenance.

  • Make recommendations on new products/services to sell in the marketplace.

The Person

In order to be considered for the Director of Sales (EMEA) opportunity, it is imperative that the successful candidate demonstrates a genuine entrepreneurial spirit, the energy to drive people performance, a deep understanding of customer relationship management, and a strong sense of commercialism. They seek a senior sales leader who operates at a strategic level with experience in building an effective multi-jurisdictional sales organisation.

Specifically, we are looking for high achievers with the following experience and competencies:

  • A developed people leader who is able to restructure, build, motivate and inspire the sales organisation to achieve significant organic revenue growth. This will include restructuring the Team from a UK based travelling sales force to a more in-market sales organisation.

  • Have a minimum of five years of senior sales management experience, with experience in the sale of industrial consumables into similar industries being a benefit.

  • A proven track record in managing teams who consistently deliver new business targets in addition to organic growth to achieve overall sales budget targets is a key requirement.

  • Strong commercial and negotiating skills.

  • Excellent interpersonal and oral and written communication skills.

  • Knowledge of strategic selling, sales methodologies, sales reporting and sales industry best practices (be a CRM champion).

  • Working knowledge of SAP, Hubspot CRM system or other CRM systems, will be an advantage.

  • Track record of leading, managing, mentoring and training multi-national sales teams of various levels of professional experience. This includes a strong acumen for inside sales metrics and a managing to measurable goals.

  • Ability to deal with complex problems, understand and evaluate risks, apply personal insight and experience to business situations, make decisions where there are no precedent or formal procedures.

What's on offer

  • Progressive sales director opportunity, for EMEA region, in a very well managed and acquisitive global market leader in it's sector.

  • Highly competitive remuneration and benefits package.

  • Significant opportunity to develop on a personal level as the business continues to grow.

  • Strong and established customer base with market leading products.

To discover more about this opportunity, apply now or contact Paul Lanigan at HRM on +353 1 632 1826 for a confidential discussion.