Commercial Director Service - EMEA

Location

Cramlington, Northumberland | United Kingdom

Job description

Here at Enerpac, we’re on a journey. We’re building a culture that celebrates the diverse makeup of our business. A culture where inclusiveness is more than just an initiative. Somewhere we all feel accepted, valued, and equal.   Your unique perspectives, experiences and backgrounds hold the key to unlocking solutions that drive our business forward. Enabling us to continue to develop innovative new products that work under the most challenging conditions anywhere in the world.   To unleash the power of diversity within our business we will continuously seek out new ways to empower teams to reach their full potential. Removing barriers to inclusion and championing a better workplace for us all.  

Business Contribution:

Management and execution of the sales and marketing strategies for the Service LOB in EMEA. Manages the Service sales team, key client relationships and collaborates with cross functional teams to achieve business objectives. Shapes and executes the Region’s commercial strategy for products and drives revenue growth.  

Key Responsibilities:

• Determines the overall sales and profitability targets for the Service LOB and ensure these are met as a minimum.
• Drives revenue growth by identifying new business opportunities, expanding market growth and maximizing customer value.
• Reports on variances to plan and forecast on a regular basis as required.
• Reviews and tracks sub-regional and individual salespeople results vs targets and ensures prompt, corrective action is taken.
• Provides sales support to the additional LOB to ensure sales opportunities are followed through and converted into profitable sales and opportunities for cross selling and upselling are maximized,
• Develops and executes the regional service strategy.
• Works closely with NPD and shares VOC to help develop our NPD funnel.
• Develops the regional service marketing plan and pricing strategies and ensures the marketing and pricing team achieve their annual goals and uses this information to refine strategy. Manages the effectiveness and ROI of marketing activities including promotions, trade shows, lead generation events, newsletters, website and social media activity, advertising, marcom collateral etc.
• Via the Marketing team, ensures accurate Market Mapping and competitor analysis are completed on a regular basis to aid decision making.
• Develops, tracks and manages KPIs on service line performance and develops initiatives based on increasing growth.
• Develop and manage the service commercial budget ensuring efficient allocation of resources and cost effectiveness in meetings sales objectives.
• Forecasts annual product and manpower requirements and collaborates with operations to manage targeted inventory and FST levels that achieve working capital performance as well as customer requirements.
• Hires and develops a high performing sales team focused on YOY sales and profit margin growth in which every individual lives the Enerpac Values.
• Drives a culture of accountability and teamwork within the sales team and Region.
• Demonstrates a commitment to safety, teamwork, ownership, agility and integrity in their actions and behaviors every day.
• Ensure that the commercial team complies with industry regulations, ethical standards and Company policies.
• Participates proactively in M & A including populating our funnel of targets and supporting due diligence and integration activities.

Required Capabilities:

• At least 5 years in a senior management EMEA based commercial role.
• Experience working in the EMEA oil and gas sector particularly in the North Sea, Mainland Europe and Middle East is preferable.
• Previous experience working in a US corporation is a distinct advantage.
• Degree qualified in relevant discipline/MBA.
• Demonstrable people leadership – track record of hiring and developing high performing sales teams.
• Proven track record in achieving revenue and margin growth through strategic thinking and execution.
• Fluency in English language; other European languages would be beneficial.
• Capability of managing across functional boundaries in a matrix structure.
• Proficiency in using electronic spreadsheet, database, word processing and graphical presentation software ( Microsoft Office applications Excel, Word and Power Point, CRM systems ) required.
• Domestic and international travel required – at least 70% of working time.

Job tags

Salary