Sales Director EMEA - Industrial & New Defense M/F

With our strong investment in research and development and our culture of continuous improvement, Hexcel is the industry leader in the manufacturing of advanced lightweight composite materials, including carbon fiber, woven reinforcements, resins, prepregs, honeycombs and engineered core and composite structures. We invite you to join the Hexcel team at various manufacturing sites, sales offices and R&D centers around the globe. Become a part of the “strength within.”

Hexcel is currently seeking a Sales Director EMEA - Industrial & New Defense M/F.

The Sales Director EMEA - Industrial & New Defense is responsible for executing annual & long-term Sales growth targets for Industrial markets in the EMEAP region. In addition, this role will be responsible for driving short-term Sales growth in New Defense (flying drones, maritime drones, military ground vehicles, etc.). This role will also contribute to the development of the Industrial Business Strategy to make the Industrial business competitive and sustainable. The position will lead a team of Sales professionals in Europe and will oversee its working rhythm and can be based in Dagneux (France), Saronno (Italy), or in remote in one of our European locations

Key Responsibilities and Activities:

• Build very strong engagement with key customers at executive level to facilitate Sales activities of the Sales team and open doors to strategic product qualifications and serial sales.
• Implement a “hunting” mentality in the Sales team and coach them to expand their capabilities in Sales, Customer Engagement & Negotiation.
• Negotiate and close long-term supply contract with key accounts, specifically in Automotive market to secure Hexcel’s strategic growth and profitability.
• Lead a team of Sales professionals in the EMEA region: Goal setting will include progression management, opportunity & risk management, customer development, customer activity including contract management, and sales reporting, operational support (e.g. SIOP, receivables, aged material management) and budget adherence. Lead and energize the Sales team, set team objectives, develop each team member, rate each team member’s performance, communicate / meet on appropriate basis, develop succession plans. Set annual team expense budgets and ensure adherence to the budget.
• Coordinate customer/Sales projects that span across various customers (e.g. OEM and different Tier-1s), geographic regions (e.g. Americas & Europe) and functions (e.g. Sales, Product Management, Technical Support)
• Support the Industrial Strategic Plan development by delivering thoughtful, actionable insight on customer and market trends. Be the voice of the customers.
• Work closely together with Product Management on validating and summarizing information on key industrial competitors (including their products, value proposition, positioning and the customer views of them) and on political, regulatory, social, economic and environmental shifts.
• Responsible for delivering Industrial Sales within the EMEA region and drive short-term Sales growth in the area of New Defense.
• Manage customer accounts including development of customer engagement plans, key account management, building customer relationships, contract negotiations, enhancing customer satisfaction, receivables management, conflict resolution including escalation management.
• Develop annual Sales Plans and implement required action plans to execute on it with the team
• Partner with R&T, Marketing and Operations to establish competitive offerings and services

Qualifications & Experience:

• Very strong executive engagement & negotiation skills
• at least 15 years of Sales, Marketing and/or Business Development
• Knowledge of Composites Materials beneficial
• Experience in team management and strategy development
• Ability to lead, execute and articulate a strategy
• Ability to organize activities in full autonomy, to overcome obstacles, to propose creative way forward and to obtain results
• Ability to work globally in a cross-functional environment
• Ability to clearly and concisely communicate with Leadership teams, orally and in writing

• English and French: Fluent. Any additional language would be appreciated

Hexcel, listed on the New York Stock Exchange, is a global leader in advanced composite materials technology, a major player in carbon fiber production, and the world leader in honeycomb manufacturing for the aerospace industry.

Hexcel is committed to promoting equal opportunity and inclusion. We are dedicated to providing a workplace that is accessible to everyone, and with equal skills, all our positions are open to individuals with disabilities and/or from diverse backgrounds.