Sales Director EMEA

Location:

UK or Europe preferred (flexible within the EMEA region) Hybrid / Regional leadership role with frequent travel across EMEA (approximately 40-50%).Hybrid / Regional leadership role with frequent travel across EMEA (approximately 40-50%).

We are seeking an experienced Senior Director, Sales – EMEA to lead our regional sales organization for a market-leading analytical instrumentation business. In this highly visible leadership role, you will translate global strategy into regional execution, drive profitable growth, elevate application science as a competitive differentiator, and deliver strong commercial performance across Europe, the United Kingdom, the Middle East, and Africa.

Reporting to the VP of Global Sales & Applications you will lead a diverse, multicultural organization, partnering closely with Product Management, Marketing, Service, Applications, and executive leadership teams to accelerate growth, improve customer outcomes, and strengthen our market position across the region.

• Commercial Strategy & Growth:
  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.
• Sales Leadership:
  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.
• Applications Excellence:
  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.
• Channel & Go-to-Market Leadership:
  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.
• People Leadership:
  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.
• Operational Excellence:
  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.

• Bachelor's degree in Science, Engineering, Business, or a related field.
• 12+ years of experience within analytical instrumentation, scientific capital equipment, or similarly complex technical sales environments.
• 5+ years of leadership experience managing regional sales organizations across EMEA.
• Proven success delivering revenue growth, margin improvement, and commercial transformation in multinational markets.
• Experience leading direct sales teams, channel partners, strategic accounts, and cross-functional commercial organizations.
• Strong expertise in CRM-driven sales management, forecasting, pricing strategy, funnel analytics, and commercial operations.
• Excellent leadership, communication, stakeholder management, and team development skills.
• Fluent English language skills.

• Advanced degree (M.S., Ph.D., MBA, or equivalent).
• Additional European, Middle Eastern, or African language capabilities.
• Experience building or leading application science teams, demonstration laboratories, customer evaluation programs, or technical pre-sales organizations.
• Strong background in public procurement, tenders, and regulatory compliance across EMEA markets.

At Malvern Panalytical, you'll have the opportunity to shape the commercial future of a globally respected scientific instrumentation organization. This role offers significant influence, regional leadership responsibility, and the chance to make a lasting impact on customers, employees, and business…