Sales Director EMEA

Join to apply for the Sales Director EMEA role at Armstrong Fluid TechnologyThe full job description covers all associated skills, previous experience, and any qualifications that applicants are expected to have.OverviewImagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues worldwide and eight manufacturing facilities across four continents. Armstrong Fluid Technology is a leader in its industry and a community driven by collaboration to engineer the future and safeguard the planet.As a member of our team, you will join an agile, high-performance environment. The Sales Director EMEA role provides strategic leadership and commercial direction across our sales leaders and teams in the UK, Continental Europe, and the Middle East & Africa. This role is based at Armstrong’s headquarters in Manchester and requires frequent travel (approximately 80%) across the UK/CE/MEA region.Key Responsibilities1. Strategic Leadership & Commercial TransformationDefine and implement the overarching commercial strategy for EMEA, translating global growth objectives into regionally relevant plans and sales structuresAct as the executive sponsor and coach to all EMEA regional sales leaders, ensuring consistency in vision, discipline in execution, and local adaptability across sub-regionsInfluence and align with corporate stakeholders on portfolio direction, investment priorities, pricing governance, and long-term customer engagement modelsServe as a visible, credible ambassador for Armstrong in key markets—building trust with customers, policy influencers, partners, and internal stakeholdersDrive commercial transformation initiatives including BOD, lifecycle revenue models, channel modernization, and customer segmentation refinementCollaborating with key account managers globally and regionally whilst leveraging sales capability regionally and globallyLead a matrixed team of senior sales leaders across UK, Europe, and MEA, ensuring operational alignment, strategic clarity, and commercial performanceEstablish a region-wide culture of high accountability, performance measurement, and continuous learningBuild a leadership pipeline through rigorous coaching, structured development, and succession planningActively facilitate cross-regional collaboration, breaking down silos and amplifying shared wins, tools, and insights2. Market Development & Growth AccelerationIdentify, assess, and prioritize high-potential markets, verticals, and customer segments within EMEA based on regulatory shifts, market maturity, and emerging demandDevelop and lead the go-to-market strategy for EMEADefine and execute regional business development plans for strategic accounts, channel partners, and aligned to decarbonization and infrastructure renewalPartner with global marketing and product teams to ensure regional positioning reflects differentiated value and solution scalabilityDeploy a consistent sales management and governance framework across the region—covering pipeline hygiene, forecast accuracy, pricing integrity, and contract controlsChampion adoption of CRM, sales enablement, and analytics tools to increase visibility, performance, and accountabilityOversee the Armstrong sales process to sell the full suite of offerings, emphasizing value-based selling to highlight customer-specific outcomes and benefitsCollaborate with the global S&OP and finance teams to align revenue targets with operational capacity and margin goalsEnsure all commercial activity supports long-term customer value and profitable growth, rather than short-term volume winsChampion a diverse, inclusive, and entrepreneurial team culture grounded in Armstrong’s values and customer centricityCreate a talent ecosystem that attracts, retains, and develops top-tier commercial leaders across multiple geographies and cultural contextsBuild strong relationships with customers at the executive level, serving as a trusted advisor and escalation point for key accountsEmbed a customer-centric approach to all sales activities—from consultative engagement to solution delivery and lifecycle serviceQualificationsEducation and ExperienceBachelor’s degree in Engineering in Mechanical/Electrical, Business or related field (MBA or equivalent executive education strongly preferred)Substantial progressive commercial leadership experience, including significant experience in managing regional sales leaders across EMEA or similarly complex international territoriesSubstantial experience in industry-related direct sales including HVAC and/or vertical markets, particularly in solution and value-based salesSubstantial proven track record of delivering growth in direct sales including HVAC and/or vertical markets, specifically in solution and value based salesIn-depth understanding of regional market dynamics, regulatory frameworks, and customer decision-making in EMEA economiesExpertise in navigating long-cycle, high-value solution sales with multiple stakeholders (contractors, OEMs, engineering consultants, end users)Strong financial acumen and experience managing regional P&L, budgeting, and xpwpeyx strategic investment decisionsSubstantial experience in tracking and sales reporting through CRM and other toolsFluent in English; additional European or Middle Eastern languages are a strong advantageTechnical and SalesIn-depth knowledge of HVAC applications solutions and systemsSubstantial experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRMSubstantial understanding of complex B2B sales cycles and negotiation techniques, consultative and solution sellingSubstantial experience in getting solutions specified as Basis of DesignPassion to win in your local marketplaceProven track record of exceeding sales targets and achieving revenue growthProficiency in Microsoft Office 365Create and deliver compelling presentations to prospective customers to demonstrate the value of products and servicesUse Armstrong’s sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savingsSoft skills and other requirementsExceptional communication skillsStrategic thinking and clear articulation of thatStrong, team-oriented leadership skills with presence and a bias for actionStrong attention to detail and highly organizedSeniority levelDirectorEmployment typeFull-timeJob functionSalesIndustriesFire Protection and HVAC and Refrigeration Equipment Manufacturing#J-18808-Ljbffr