Sales Director Europe

1. Commercial Strategy & Growth
• Define and lead the European commercial strategy to deliver sustainable,
profitable growth
• Translate global and business unit strategies into clear regional priorities,
including focus on key segments, applications, customers, and channels
• Drive growth through a balanced approach of customer retention, share of
wallet expansion, new customer acquisition, and market development
• Strengthen portfolio performance by improving product mix and value capture,
prioritizing high-impact opportunities
• Design and implement pricing and commercial strategies that support
competitiveness and margin expansion
• Continuously assess market trends, customer needs, and competitive dynamics
to refine strategy and execution

2. Sales Leadership & Transformation
• Lead, coach, and develop the European sales organization and channel partner
network to drive performance, accountability, and capability building
• Establish a high-performance culture focused on customer impact, pipeline
generation, value selling, and execution discipline
• Drive transformation in sales behaviors, shifting from transactional selling to
solution and value-based selling
• Evaluate organizational structure, capabilities, and talent to ensure alignment
with growth ambitions
• Set clear objectives, performance expectations, and follow-up routines, including
sales incentives, coaching, and development plans
• Travel regularly with teams and partners to drive in-market execution and
leadership presence

3. Customer & Channel Development
• Ensure effective regional coverage through an optimized mix of direct sales and
channel partners
• Build and maintain strong relationships with key customers and strategic
partners, acting as a senior commercial leader and ambassador for Kalsec
• Support teams in winning new business through customer engagement, solution
development, and application-based selling
• Increase focus on priority accounts and decision-makers, improving quality and
impact of customer interactions

4. Cross-Functional Leadership
• Partner with Business Units, Marketing, R&D, Regulatory, Supply Chain, Finance,
and Customer Experience to deliver integrated customer solutions
• Align regional initiatives with global strategic account plans and business
priorities
• Contribute to trade shows, customer workshops, and internal business reviews
to support pipeline generation and strategic alignment

5. Commercial Excellence & Execution
• Lead a strong commercial operating rhythm, including regular reviews of:
o Pipeline and opportunity progression
o Sales performance and forecasts
o Conversion rates and hotspots
• Ensure disciplined use of Salesforce.com and commercial tools to improve
visibility, decision-making, and accountability
• Collaborate with Finance on planning, budgeting, and forecasting, ensuring
alignment with financial targets
• Optimize resource allocation and account coverage to maximize commercial
effectiveness and return on investment

6. Values, Quality & Compliance
• Operate in alignment with Kalsec values, quality standards, and food safety
requirements
• Ensure completion of all required training related to GMP, HACCP, food safety,
and compliance policies

Success Measures
Success in this role will be measured by:
• Delivery of revenue and profit targets across Europe
• Growth in priority customers, applications, and product categories
• Improvement in portfolio mix and value capture
• Strength and quality of sales pipeline and conversion rates
• Sales team performance, engagement, and capability development
• Effectiveness of channel partner strategy and execution
• Quality of cross-functional collaboration and customer outcomes
• Discipline and adoption of Salesforce and commercial processes

This role is ideally suited to an experienced commercial leader who can inspire high-performing teams, build strong customer partnerships, and deliver long-term growth across diverse European markets.