Illinois Tool Works
Regional Sales Manager- UK, Ireland, Scandinavia
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Job Purpose
The Regional Sales Manager UK, Ireland, Scandinavia is accountable for delivering profitable growth and strengthening Instron’s market leadership across the region, in full alignment with the EMEA strategy and the ITW business model. 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.
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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.
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Key Experience & 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 in English both written and verbal.
Notes
- 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.
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