Sales Director EMEA

Malvern Panalytical; Almelo; Hybrid; EUR 150,000 - 230,000; Full time

Job summary

Malvern Panalytical is seeking a Senior Director, Sales – EMEA to lead and grow our regional sales organization across Europe, the UK, the Middle East, and Africa. The role translates global strategy into regional execution, driving profitable growth and competitive differentiation through application science.

You will partner with Product Management, Marketing, Service and executive teams to accelerate growth, strengthen market position, and deliver strong commercial performance while traveling

Qualifications

• Bachelor's degree in Science, Engineering, Business, or a related field.
• 12+ years of experience within analytical instrumentation, scientific capital equipment, or similarly complex technical sales environments.
• 5+ years of leadership experience managing regional sales organizations across EMEA.
• Fluent English language skills.

Responsibilities

• Develop and execute a multi-year commercial plan aligned with global objectives.
• Establish a value-selling and application-led approach across key industries (pharma, biotech, advanced materials, energy, academia, government).
• Own regional bookings and gross margin performance with forecasting discipline and performance management.
• Manage funnel, pipeline progression, and pricing governance for the region.
• Partner with EMEA Applications to accelerate adoption and time-to-value.
• Lead strategic account engagement and executive sponsorship for key customers across the region.
• Optimize direct and distributor sales models across EMEA with channel partnerships and business planning.
• Build, develop, and retain high-performing sales leadership teams across EMEA.
• Drive world-class sales operations, CRM utilization, forecasting discipline, territory management, and pricing governance.

Skills

Leadership

CRM management

Forecasting

Pricing strategy

Channel sales

Strategic planning

Stakeholder management

Education

Bachelor's degree in Science/Engineering/Business

Advanced degree (MS/MBA)

Tools

CRM software

ERP systems

Job description

Location: UK or Europe preferred (flexible within the EMEA region) Hybrid / Regional leadership role with frequent travel across EMEA (approximately 40-50%).Hybrid / Regional leadership role with frequent travel across EMEA (approximately 40-50%).

About The Role

We are seeking an experienced Senior Director, Sales – EMEA to lead our regional sales organization for a market-leading analytical instrumentation business. In this highly visible leadership role, you will translate global strategy into regional execution, drive profitable growth, elevate application science as a competitive differentiator, and deliver strong commercial performance across Europe, the United Kingdom, the Middle East, and Africa.

Reporting to the VP of Global Sales & Applications, you will lead a diverse, multicultural organization, partnering closely with Product Management, Marketing, Service, Applications, and executive leadership teams to accelerate growth, improve customer outcomes, and strengthen our market position across the region

Responsibilities

Commercial Strategy & Growth

• Develop and execute a multi-year commercial plan aligned with global objectives, including direct and channel sales strategies, market prioritization, pricing, and portfolio focus.
• Establish a value-selling and application-led approach that differentiates our solutions across key industries including pharmaceuticals, biotechnology, advanced materials, energy, academia, and government markets.
• Provide regional market intelligence and customer insights to influence product strategy, competitive positioning, and roadmap priorities.

Sales Leadership

• Own regional bookings and gross margin performance, driving accountability through clear goals, forecasting discipline, and performance management.
• Ensure a healthy pipeline through strong funnel management, forecasting accuracy, opportunity progression, and pricing governance.
• Improve overall deal quality, profitability, and commercial execution across the region.

Applications Excellence

• Partner closely with the EMEA Applications organization to accelerate customer adoption, evaluation success, and time-to-value.
• Drive best practices for demonstrations, proof-of-performance programs, technical evaluations, and application-focused customer engagement.
• Champion Voice of Customer initiatives and collaborate with Product Management and R&D to shape future innovations.

Channel & Go-to-Market Leadership

• Optimize direct and distributor sales models across EMEA and strengthen channel performance through strategic partnerships and business planning.
• Lead strategic account engagement and executive sponsorship programs for key customers across the region.
• Support organizational and commercial transformation initiatives, including channel optimization and market expansion efforts.

People Leadership

• Build, develop, and retain high-performing sales and commercial leadership teams across EMEA.
• Foster a culture of coaching, accountability, talent development, and succession planning.
• Create an operating model that supports scalable growth, efficiency, and collaboration.

Operational Excellence

• Drive world-class sales operations, CRM utilization, forecasting discipline, territory management, and pricing governance.
• Partner with Marketing and Service teams to maximize customer lifecycle value and aftermarket growth.
• Ensure compliance with applicable commercial, regulatory, trade, procurement, and data privacy requirements throughout the region.

Qualifications

• Bachelor's degree in Science, Engineering, Business, or a related field.
• 12+ years of experience within analytical instrumentation, scientific capital equipment, or similarly complex technical sales environments.
• 5+ years of leadership experience managing regional sales organizations across EMEA.
• Proven success delivering revenue growth, margin improvement, and commercial transformation in multinational markets.
• Experience leading direct sales teams, channel partners, strategic accounts, and cross-functional commercial organizations.
• Strong expertise in CRM-driven sales management, forecasting, pricing strategy, funnel analytics, and commercial operations.
• Excellent leadership, communication, stakeholder management, and team development skills.
• Fluent English language skills.

Nice to Have

• Advanced degree (M.S., Ph.D., MBA, or equivalent).
• Additional European, Middle Eastern, or African language capabilities.
• Experience building or leading application science teams, demonstration laboratories, customer evaluation programs, or technical pre-sales organizations.
• Strong background in public procurement, tenders, and regulatory compliance across EMEA markets.

Why you should join Malvern Panalytical

At Malvern Panalytical, you'll have the opportunity to shape the commercial future of a globally respected scientific instrumentation organization. This role offers significant influence, regional leadership responsibility, and the chance to make a lasting impact on customers, employees, and business performance across EMEA.

You’ll work alongside talented colleagues, advanced technologies, and industry-leading brands while helping customers solve complex scientific and industrial challenges.

About Us - Malvern Panalytical, Micromeritics And SciAps.

Together we are a powerful and highly complementary combination of market leading technologies.

We are the toolmakers for the world's most innovative companies, academic institutions, and government laboratories. We are their partners in discovery.

Malvern Panalytical instruments analyze the chemical, physical and structural nature of materials, from proteins to polymers and semiconductors to minerals. Our leading technologies measure particle size, shape, concentration and zeta potential, biomolecular interactions and stability, elemental concentrations and crystallographic structure.

Micromeritics manufactures systems for the characterization of particles, powders, and porous materials for a wide- range of end markets including catalysts, chemicals, building materials, clean-tech and battery. Our leading technologies measure surface area, porosity, density, adsorption and particle activity.

SciAps specializes in portable X-ray fluorescence (XRF), laser-based (LIBS) and near-infrared (NIR) analyzers to measure any element in any environment. SciAps is the Center of Excellence for our handheld instruments.

We have a global footprint with R&D and manufacturing sites in North America, Europe, and Asia.

We are more than 2,500 employees in a customer-focused organization with sales and service offices in 20 countries, all committed to delivering expert and responsive customer support.

We are part of Spectris. Spectris combines precision with purpose, delivering progress for a more sustainable world. Precision is at the heart of what we do – our leading, high-tech instruments and software equip our customers to solve some of their greatest challenges to make the world cleaner, healthier and more productive.

Malvern Panalytical, Micromeritics & SciAps Your Partners in Discovery

Malvern Panalytical, Micromeritics and SciAps, part of the Spectris Group, are committed to a diverse and inclusive culture where everyone can thrive and achieve a fulfilling career. Changing the world isn’t something you can do on your own, or with a single way of thinking; it takes a wide collection of experiences, stories, knowledge, and expertise. We encourage applications from underrepresented individuals and people with diverse backgrounds. Although we always select the most qualified applicant for each role and make all decisions without regard to race, sex, age, or any other protected class, we are an inclusive, equal opportunity organization that prizes diversity. Your unique perspective is important to us.