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