Sales Director Continental Europe(f/m/d)

Challenge Yourself and Impact the Future!

Fernox operates as a subsidiary business of MacDermid Enthone Industrial Solutions, a global diversified producer of high technology specialty products and a provider of technical services. MacDermid Enthone Industrial Solutions operates as a business unit of Element Solutions Inc (NYSE: ESI). Element Solutions Inc is a leading specialty chemicals company whose businesses supply a broad range of solutions that enhance the products people use every day. Fernox is a leading manufacturer of water treatment chemical products, central heating system filters, plumbing consumables and diagnostic testing services. Fernox has pioneered the development of energy efficient products both for traditional and renewable technology in domestic and commercial applications. The business is committed to a progressive Research and Development program and has invested in an extensive in-house R&D team of scientists a based in the UK. Its operating headquarters are located in Woking, UK with manufacturing facilities in the UK, People’s Republic of China and the US and offices in France, Germany, Italy, Belgium, Netherlands, Hungary, Turkey People’s Republic of China and the US. We strive to embody the five “Elements of our Culture,” our “5Cs”: Challenge, Commit, Collaborate, Choose and Care. These core values are the foundation of our organization which our employees embrace in their interactions with customers, colleagues and other stakeholders to drive financial performance and create a rewarding work environment.

Who are we looking for?

The Sales Director will drive profitable revenue growth for our business in Continental Europe. This person will provide sales leadership and will be accountable for the sales strategy and execution to achieve the company’s annual revenue and margin growth goals for this market.

What will you be doing?

Location

• Home based and close to an ESI office, preferably near; Langenfeld, Milan, Lyon, Barcelona, or Naarden.

Principle accountabilities

Through the leadership of the Global General Manager and your own endeavours: -

• Lead the development, and ensure the implementation, of the Sales strategy
• Managing and supporting sales team in selling Domestic, Commercial Water Treatment and Renewable Products to designated OEMs, Merchants and Distributors
• Ensure the correct use of the Atlas system
• Recruitment of new sales people as required in line with the management teams’ agreed strategy
• Training and development of new sales people as required in line with the management teams’ agreed strategy
• Top 50 Customers – Build an association and understanding
• Support and assist the sales team in identifying and converting key prospects
• OEMS – Develop future strategies and build relationships with key major Mainland OEMs.
• Perform regular reviews with the Sales Management team and provide oversight to the overall team’s reviews.
• Influence end users \ OEM’s and Contractor/Specifier markets to ensure the use of Fernox products and so achieve agreed sales targets
• Continuously assess the market to identify new customers and opportunities
• Assist the Sales team in establishing and stabilising the existing customer base by ensuring that they are supplied with the service and products they require
• Assist head office and field colleagues on any technical matters that will be required
• Continuously assess the market in order to identify new potential for sales growth including adjacent markets.
• Assist the sales team in building and maintain effective customer relationships so as to make key customer decision-makers aware of the Fernox service capabilities.
• Co-ordinate/deliver call plans and records, monthly reports and other administrative documentation in a timely and accurate manner
• Provide feedback on customer business development, competitor activity and product/service performance to assist sales and marketing plans
• Assist collating budgets, sales and inventory forecasts

Challenges

1. Establishing yourself as the overall leader of the European sales team
2. Implementing and developing the various sales strategies and ensuring all team members fulfil requested activities
3. Develop the Sales Directors, Country Managers, ASM’s and support staff and ensure the strategies and activities are completed by the Sales Teams through the Sales Directors and Country Managers direction
4. Developing and increasing sales/margin to meet budget /forecast targets
5. Manage regional expenditure
6. Ensure that Fernox remains at the forefront of both the Domestic Water Treatment and Renewables Heat Transfer markets
7. Work effectively with all Fernox, McDermid and Elements departments
8. Maintain the positive reputation and ethics of the Corporation by complying with all company policies and procedures and ensuring compliance on the Mainland European Team

Who are You?

The Sales Director will possess the following qualifications and experiences to ensure success in this role for our business. This includes, but is not limited to:

1. The candidate must have an experience within the HVAC industry.
2. The candidate must have a Bachelor’s Degree or equivalent experience in Business, Sales, Marketing or related field. An advanced degree (MBA, Master’s) is preferred.
3. You should have at least 10 years of demonstrated sales management and leadership experience, exceeding annual sales goals, and leading and growing a global sales team.
4. We need an exceptional hands-on leader and coach with a proven track record for setting, achieving and exceeding revenue and margin growth goals.
5. We require experience negotiating and crafting complex deal structures that create win-win solutions for our business and for our global customers.
6. You should be comfortable leading a sales organization that follows a structured, team-based sales process and methodology
7. Experience using the following Sales Methodologies is a major plus: RADAR from The Complex Sale, Strategic Selling, Target Account Selling, SPIN Selling, Solution Selling, etc.
8. You should have deep experience with sales process, sales performance metrics, sales analytics, and Customer Relationship Management (CRM) systems such as Salesforce.com.
9. Fluent English.

Equal Opportunity Employer

All qualified applications will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin or disability. #LI-ED1