Regional Sales Manager – DACH & Poland
- Company: Illinois Tool Works
- Location: Darmstadt, Germany
- Work mode: On-site
- Job type: Full-Time
- Posted: 2026-05-13
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.