Regional Sales Manager - DACH & Poland

Job Description:

The Regional Sales Manager DACH & Poland is accountable for delivering profitable growth and strengthening Instron’s market leadership across the region.

This role offers true P&L influence, high visibility within EMEA leadership, and the opportunity to shape Instron’s long-term market position in two of our most strategic European regions.

Key Tasks & Responsibilities

Strategy & Growth Execution

• Own and deliver regional revenue, margin and growth targets (monthly, quarterly, annual and 3-year LRP).
• Translate EMEA strategy into territory-level growth plans focused on priority verticals, products and accounts.
• Drive Lever 1, 2 and 3 initiatives to generate incremental order intake and sustainable market share growth.
• Continuously assess market trends, competitive dynamics and customer needs to identify new growth opportunities.

Commercial Leadership & Performance Management

• Lead the full sales funnel from lead generation through order closure, ensuring accuracy, velocity and quality of opportunities.
• Own forecast accuracy, pipeline health and performance versus plan and prior year.
• Analyse won/lost business and abandoned opportunities to drive continuous improvement.
• Act as regional Voice of the Customer, influencing product, service and commercial strategy.

People Leadership & Culture

• Build, lead and develop a diverse, inclusive, high-performance sales organisation.
• Identify, coach and develop talent, creating clear succession and career development pathways.
• Model ITW values and behaviours, creating strong engagement, accountability and ownership within the team.
• Lead from the front through visible field presence with customers and sales teams.

Operational Excellence & Governance

• Ensure full compliance with ITW safety standards and operating disciplines.
• Monitor and manage leading and lagging KPIs to drive performance.
• Collaborate cross-functionally with Marketing, Service, Operations and Finance to deliver customer and business outcomes.

Key Experience and Competencies

• Proven senior sales leadership experience within a technical / industrial / capital equipment environment.
• Demonstrated success delivering sustained growth across multi-country or multi-territory regions.
• Strong coaching, performance management and talent development capability.
• Highly developed influencing and stakeholder management skills at all organisational levels.
• Commercially and analytically strong, with excellent forecasting and planning discipline.
• Resilient, adaptable and comfortable operating in dynamic, matrix environments.
• Confident in challenging constructively and driving accountability.
• Cross-cultural leadership capability aligned to ITW values and behaviours.
• Excellent communication skills both written and verbal in German and English.

Working conditions

• Hybrid office / field-based role.
• Travel up to 50% within the region (including multi-day trips).
• Working hours may vary to meet business and customer needs.