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,…