Business Line Manager-EMEA (m/w/d)

Verantwortungsbereiche:

• Develop and execute a regional commercial strategy aligned with company objectives, the market segmentation approach and the strategic direction of Product Directors.
• Define priorities by market segment, geography, customer account and product offering, supported by market data and customer feedback.
• Translate regional strategy into actionable growth plans, resource requirements and measurable objectives.
• Position products and solutions through clear value propositions that address customer priorities, technical requirements and project economics.
• Provide structured market feedback to Product Directors to inform product positioning, portfolio priorities and future development.
• Review and adapt regional plans as market conditions, customer requirements and competitive dynamics change. Commercial Performance and Planning
• Be accountable for achieving agreed regional sales, order intake and commercial margin targets within delegated authority.
• Lead regional sales budget preparation and provide reliable forecasts and project pipeline visibility to support business planning.
• Maintain a balanced pipeline across priority segments, accounts and products, with sufficient coverage to support near-term targets and longer-term growth.
• Establish a disciplined cadence of sales reviews covering opportunity qualification, conversion, forecast accuracy, risks and corrective actions.
• Guide pricing, bid strategy and commercial negotiations in accordance with company policies and approval limits.
• Ensure consistent CRM adoption and accurate reporting of opportunity values, stages, expected award dates and next actions. Sales Team Leadership and Development
• Lead, coach and manage the regional sales team, establishing clear expectations for performance, customer engagement and accountability.
• Develop resource and succession plans that align sales capacity, skills and geographic coverage with regional growth opportunities.
• Assign territories, account responsibilities, sales targets and individual Management by Objectives (MBOs).
• Conduct regular performance and development reviews, recognising achievement and addressing performance gaps promptly.
• Identify training needs and support development in technical product knowledge, value-based selling, negotiation, account management and commercial judgment.
• Support recruitment, onboarding and career development to build a strong and sustainable regional organisation. Customer Engagement and Account Leadership
• Build a culture of proactive customer engagement, multi-level selling and long-term customer retention.
• Ensure account plans develop relationships across engineering, procurement, operations, project management and executive leadership.
• Personally support strategic accounts, major opportunities and senior customer relationships.
• Promote early engagement with end users, EPCs and other relevant stakeholders to influence project requirements and position our solutions.
• Coordinate with other regions on shared accounts and international projects to maintain consistent customer engagement.
• Support the resolution of customer concerns and maintain commercial continuity through order handover and project execution. Cross-Functional Coordination
• Coordinate regional sales activities with Technical Sales and Applications teams to support opportunity qualification, solution development and timely proposals.
• Establish shared opportunity priorities, clear responsibilities and realistic commitments with supporting functions.
• Maintain clear commercial leadership and customer communication while drawing on technical expertise throughout the sales process.
• Escalate resource constraints, proposal delays and unresolved risks early, working with functional leaders to agree corrective actions.
• Work with Product Directors and Marketing to equip the team with relevant positioning, sales tools and product training.

Required

• Bachelor’s degree in engineering, business administration or a related discipline, or an equivalent combination of professional qualifications and relevant industry experience.
• At least 10 years of progressive experience in technical sales, business development or commercial management within industrial equipment, engineered solutions or related markets.
• At least five years of direct sales team leadership, including target setting, coaching, performance management and resource planning.
• Demonstrated success developing and executing regional growth strategies and achieving sales objectives.
• Experience managing geographically dispersed teams and customers across multiple countries, preferably within EMEA.
• Strong understanding of complex project sales, extended sales cycles and customer organisations with multiple decision-makers.
• Financial and commercial acumen, including sales budgeting, forecasting, pricing, margin management and contract negotiation.
• Experience working effectively within a global organisation across technical, product and operational functions.
• Professional fluency in English and willingness to travel regularly across EMEA, with occasional international travel.

Desirable

• Industry experience in industrial gases, LNG, cryogenic equipment or related process technologies.
• Experience selling to EPCs, industrial gas companies and major industrial end users.
• MBA or postgraduate qualification in business, leadership or a relevant technical discipline.
• Additional languages relevant to the EMEA region.

Leadership Attributes

• A well-rounded leader who combines strategic perspective with active involvement in sales execution.
• Commercially astute, customer-focused and accountable for results.
• Effective at motivating teams, developing talent and building trust across functions and cultures.
• Self-directed and disciplined in managing time, priorities and resources.
• Curious and committed to continuous learning, receptive to feedback and willing to adjust strategies when evidence supports change.
• Clear and constructive in communication, with the confidence to make decisions and address difficult issues.
• Committed to ethical business conduct and delivering on customer commitments.

We offer

Location: Germany or Remote.

Measures of Success

• Achievement of regional sales, order intake and commercial margin targets.
• Delivery of regional strategic initiatives and agreed MBOs.
• Growth in qualified pipeline, opportunity conversion and priority market penetration.
• Forecast accuracy and CRM data quality.
• Customer retention, account development and strength of strategic relationships.
• Sales team performance, capability development and succession readiness.
• Effective coordination with Technical Sales, Applications and Product Directors.