EMEA Industry Sales Director – Process Manufacturing

Role Overview

• As a member of RS’ EMEA Corporate Account team and direct report to the VP Corporate Accounts for EMEA, the EMEA Industry Sector Director is responsible for defining and executing the strategic vision for Process Manufacturing industries (Food & Beverage, Chemical Manufacturing, Pharmaceuticals), across the EMEA region.
• With an end-to-end vision, this role ensures alignment between strategic development plans and objectives, drives industry specific growth, builds strategic external and internal partnerships, supports regional teams in achieving their business objectives within those industries, ensuring collaboration across functions and markets.
• Be the go-to person for the region to lead the industry strategic approach.
• Build industry knowledge material with content which could be used by marketing, sales, services and any other relevant stakeholder on a specific platform.
• Identify market credentials (value, customers), key players by market, market trends, industry needs, growth opportunities, as well as industry threats.
• Understand key stakeholders and influencers of the industry ecosystem, their strengths, weaknesses and market positioning, in order to differentiate RS value proposition.
• Understand customer pain points, with the support of market sales teams, decision-making processes, and buying cycles.
• Have a deep understanding of how products & services are consumed in the industry, be able to translate RS Value proposition into added value, solving customer problems.
• Gather best sales practices & customer experience with the dedicated sales team across the EMEA region.
• Collaborate with marketing, value-added solutions and product teams to tailor offerings to industry demands; ensuring an end-to-end approach with aligned content.
• Develop and implement a sustainable EMEA strategy for the sector, aligned with corporate goals (growing Share of wallet & number of customers, optimize profitability) and industry dynamics.
• Ensure the strategy is consistent, addressing High Value customer needs across the board, embedding the entire Discrete Manufacturing value chain.
• Coordinate plans with regional leaders to adapt strategies to local contexts when needed.
• Collaborate with the sales effectiveness team to define the right qualification process, use accurate data source to understand and define Discrete Manufacturing customer potentials.
• Support his/her direct team and local teams in strategic deals and major bids and tenders processes.
• Monitor common performance metrics and ensure consistent execution across markets.
• Gather & Share local best Sales and business practices on the Process Manufacturing platform, supporting local sales to build their action plans.
• Represent the company at industry events, conferences and with key clients.
• Build and maintain relationships with C-level executives and decision-makers.

Requirements

• A proven and successful track record in a senior corporate account management position with responsibility for a portfolio of accounts in the upper tens or hundreds of millions of Euros.
• Experience of working for a company of scale and / or complexity that either provides value added services in respect to clients' indirect procurement needs.
• Strategic and commercial approach with demonstrable knowledge of the purchasing patterns and behaviors of corporate customers.
• In possession of proven operational and project management ability and capable of working with multiple stakeholders, service providers, suppliers, etc.
• Knowledge and proven track success record within Food & Beverage (F&B), Chemicals, or Pharmaceutical industries.
• Financially astute in respect to the management of P&L, budgets, costs, etc.
• Proactive, results and performance-focused with the desire to “make things happen” and ability to take confident decisions that achieve positive outcomes.
• Excellent interpersonal skills, a natural leader and team player who has the ability to influence across organizational and cultural boundaries.
• Able to manage people effectively in both direct and indirect / matrix environments, able to drive change.
• High levels of personal initiative, professionalism, self-motivation, credibility and integrity with the ability to operate at pace and with autonomy.
• Flexible with the ability to adapt to the needs of the company as it continues to develop and grow.
• Fluent in English (essential) and any other language (desirable).

Benefits

• Flexible working hours
• Professional development opportunities
• Health insurance