This position has a primary focus on developing our business in the EMEA region by driving an intense customer-focus throughout the organization. We are looking for a leader that can drive customer and sales growth, while ensuring we have the right engineering, operational and service support.
The VP/MD of EMEA is responsible for driving Profitable Sales Growth in Europe, Middle East and Africa territories. Chesterton sells through various channels, each requiring different sales approaches and operational support. This leader will be responsible for managing the activities of all sales, marketing, operational and functional personnel in the EMEA territory to achieve company objectives for sales, market share growth, expense management and profitability. The VP/MD will play a key role in developing the strategic plan for the region and will be an important participant on the global leadership team. S/he will be responsible for formulating and administering company policies, directing and coordinating EMEA activities to develop and implement long range goals and driving to meet business and profitability objectives.
Directs activities of the company’s EMEA sales force, representatives and distribution. Provides leadership development, management and sales support. Coordinates field sales efforts for end-user and OEM customers to enhance the ability of sales personnel to work effectively and achieve sales and profitability goals.
Directs activities of the company’s EMEA operational and functional groups, including company retail operations, manufacturing sites and service centers, financial reporting resources, and customer service. Works to manage, enhance and improve the resources required to support the EMEA business.
At the direction of the Global VP of Sales, directs activities of the company’s EMEA sales & distribution channel, sets sales and inventory objectives for distributors and monitors results to objectives.
Based on company strategic plans and guidelines, and coordinated with the other company corporate functions, establishes and directs sales and marketing strategies and programs including competitive analysis, product and consumer research, product planning and pricing, distribution, advertising, sales budgets and quotas and sales promotion policies.
Establishes and maintains contact with existing and potential customers. To enhance customer perception of company’s products and services, actively participates in selling efforts to support key accounts.
Provides strong connection to corporate headquarters and central functions including Finance, IT, HR and Quality.
Provides EMEA input to product development groups within the organization to ensure the development of market specific products, programs and services to maximize sales in our targeted industries.
Creates and maintains EMEA distributor scorecard to track, measure, analyze and improve performance of our distribution network.
Actively leads and participates in and supports the company quality systems as well as certifications (ISO 9000;2000 and ISO 14000;2004).
Ensures that EMEA and any supporting sales/operational sites conform to all governmental laws and requirements.
Must be able to travel frequently within assigned area (50+/-% of the time); international travel is required.
Complexity of Duties:
Requires high-level strategic and tactical abilities.
Work is reviewed in terms of meeting organizational, operational, financial, marketing and sales objectives.
Requires a strong ability to lead, direct, manage and motivate diverse sales and operational resources within the business to meet established goals and objectives.
Profit and loss responsibility for EMEA region
Accomplishes results through subordinate managers and supervisors. Sets performance standards and manages employee performance.
Must motivate business personnel through principle based leadership knowledge and capabilities.
Erroneous decisions or recommendations would normally result in serious program delays, cause substantial expenditure of time and resources, and potentially jeopardize future business activity.
Previous performance must have demonstrated superior business leadership, sales and operational management and strong work ethic.
Strong ability to manage multiple and conflicting priorities and objectives.
Knowledge of government standards and requirements.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Excellent leadership, interpersonal, organizational and management skills
Strong international collaborations experience
Demonstrated ability to drive profitable sales growth
Strong collaboration skills and ability to work in a matrix environment
Strong strategic planning and development skills
Strong English language skills required. Additional European or world languages highly valued.
Excellent presentation and communication skills
Strong tactical implementation skills.
Strong financial and business acumen.
Ability to effectively communicate at all levels of the organization, internally and externally.
Effective problem solving and decision making skills.
Must have, or be capable of developing a thorough understanding of the business’s products.
Knowledge of operational processes and budgeting processes.
Ability to work under pressure and rapidly changing priorities.
Education and/or Experience:
Master’s Degree in business or related field
15+ years Sales leadership experience / ability
7-10 years in industrial fluid processing or closely aligned business is required
While performing the duties of this job, the employee is occasionally required to stand, walk, sit, talk or hear and reach with hands and arms. Specific vision abilities required by this job include close vision. Moderate noise (i.e.: computer printers, traffic) exists daily in the work environment. Ability to travel territorially 50+ percent of the time. May be subjected to high heat or noise levels when visiting customer sites.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Employees assigned to certain tasks within this job may be required to participate in our Medical Surveillance Program.
All of A.W. Chesterton Company employment is contingent upon successfully passing a background check, drug test, and the respective medical surveillance requirements.
Chesterton is an equal opportunity employer M/F/V/D