Sales Leader Industry - Foamglas North

Location: Northern US states (excluding US Gulf coast region Texas/Oklahoma/Florida) & Canada

About the position

We are looking for a Sales Leader Industry who will be partnering closely with the Global Industry Leadership to define and provide guidelines for our Foamglas strategy for the North region. This regional sales leader will be responsible for northern US & Canada markets, focusing on industrial and commercial industries.  This role will lead the technical sales managers responsible for specifying our Foamglas insulation systems in a variety of applications. 

This is a pivotal role in the success of our business; balancing engaged commercial discussion with more analytical work to identify and remediate outliers. This position is responsible for the promotion and selling of the complete Foamglas Commercial and Industry portfolio in line with Foamglas Business Strategy. This will involve the identification of appropriate sales opportunities, specifications and commercial realization of key projects within the North Region.

Travel: upto 60% travel

Span of Control: Leading and coaching a team of 5 sales professionals spread across the region

Key Responsibilities:

Lead Commercial Operations:

• Direct daily sales activities to ensure alignment with revenue and profitability targets in line with company annual budget, Long Range Plan and our vision and values. 
• Monitor team performance and provide coaching, feedback, and development opportunities.
• Establish clear KPIs and performance metrics for the sales team.
• Ensure compliance with company policies, pricing strategies, and ethical standards.

Leadership on Strategic Growth Initiatives:

• Identify and evaluate new business opportunities, including:
  • Geographic expansion into high-potential regions.
  • Entry into adjacent or emerging market segments.
  • Development of new applications for existing products.
• Build business cases and lead across cross-functional teams to execute strategic projects.
• Monitor industry trends and competitor activity/emerging players to inform strategic decisions.

Develop and Implement Sales & Marketing Strategy:

• Collaborate with marketing and product teams to define go-to-market strategies.
• Allocate resources effectively to support short, medium, and long-term goals.
• Lead the development of regional sales plans, forecasts, and budgets.
• Track and report on progress against strategic objectives and adjust plans as needed.

Customer-Centric Solutions:

• Build strong relationships with key stakeholders across the value chain, including:
  • EPCs (Engineering, Procurement, and Construction firms)
  • Contractors and distributors
  • End-users in industrial, commercial and tank storage sectors.
• Serve as the voice of customer and collaborate with technical and product teams to tailor solutions that address customer challenges.
• Ensure value-based selling practices are embedded across the sales organization.

Cross-Functional Collaboration:

• Partner with internal teams to ensure alignment and execution of commercial strategies of Operations, Marketing Communications (MarComm), Finance, and others.
• Build a management system for regular cross-functional collaboration that ensures transparency and accountability.
• Act as a liaison between the field and corporate teams to ensure feedback loops and continuous improvement.

Business requirements

• Sound experience (10 to 15 years) in managing and coaching multicultural, locally based sales teams, understanding cultural and market-related differences.
• A strong technical aptitude is a must. Mechanical engineering or industrial degree is preferred
• Experience and understanding of the insulation business or oil & gas industry is required
• Proven track record of selling the value of an organization to the customer
• Experience in long cycle specification driven businesses
• Experience in project-based sales and planning, deadlines

Skills and capabilities necessary to succeed

• Applied business and financial acumen skills include basic business management tools and metrics.
• High degree of leadership, with a strong balance between connection and challenge
• Experience in team management and interfaces with technical teams and suppliers
• Effective communication skills
• Result driven and detail oriented
• Knowledge of change management
• Ability to manage change and to guide a team towards success
• Open for innovative insights and inspiration to motivate his team
• Demonstrated problem solving experience
• Ability to grow in the role and to evolve towards a more senior position

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