Overview
Eaton’s EMEA Sales & Marketing organisation is seeking a Segment Sales Director for Commercial & Industrial Buildings EMEA.
What You’ll Do
Eaton Corporation is seeking a Segment Sales Director for Commercial & Industrial Buildings (C&I) EMEA. They will define and drive the sales system for the segment across zones, countries, and business units. This strategic leader will influence structure, accountability frameworks and help drive strategic alignment across the region, through a common segment strategy, customer architecture, capability standards and performance discipline.
The primary function of the Segment Sales Director is to manage and support the Country Sales Organizations (CSO), outside sales engineers, and other key technical sales resources for this segment, along with oversight of mid to large projects within EMEA and/or for regional or international key accounts. They will work jointly with the BU leader, the segment leader, the CSO involved, as well as directly with the targeted customers. They are expected to map key resources, develop and sustain relationships with executives, business units, central functions, and external partners.
Job Responsibilities
* Define segment-specific sales strategy across Eaton's regional organizational ecosystem: Create a fact-based and action-oriented plan that can direct Eaton’s sales activity in the C&I segment across EMEA. This plan will quantify the profitable growth opportunities and identify and prioritize the areas (sub-segments, customers or product/service offerings) with the greatest opportunity for Eaton.
* Translate market dynamics, customer needs, and competitive signals into a structured commercial approach, aligning segment strategy with business unit priorities and country sales execution models.
* Meet EMEA C&I goals and related strategic initiatives and products/offers across divisions (total solution approach versus single product).
* Work in collaboration with Eaton’s operating divisions, EMEA marketing, and CSO to build business cases to guide changes in sales resource or allocation approach and to stimulate new product, service or solution offerings, and grow significantly in these segments.
* Influence segment-specific cross-group offers development: Identify opportunities for differentiation and push the development of new products, services and solutions to address segment needs. Ensure segment strategy feeds product roadmap, pricing logic and channel approach. Contribute to and validate Value Proposition, BTA for new product, represent Sales at gate review for major offering that will be sold in C&I segment.
* Lead segment-level business reviews with countries, business units and EMEA leadership (e.g., Sales workstream forum); establish decision-rights, escalation mechanism and standards, orchestrating alignment between business units and CSO, marketing and operations.
* Specify required sales roles, segmentation logic, and coverage needs and hence support, coordinate and guide our sales activity in the segment. Work closely with EMEA central marketing, EMEA businesses, and the CSO to prioritize target customers and decision makers and ensure that key points of influence are covered and that target account plans are being implemented.
* Ensure total compliance of the C&I Sales ecosystem deployment in CSO and centrally: 1) For Project Sales Engineers, Spec-in engineers, Application engineers, etc. regarding Productivity, Process & tools, 2) Salesforce usage (pipeline recording, data quality, activity tracking, account plan, win/loss analysis, etc.), 3) Deal Review process, and 4) Coach, develop and assess C&I sales individuals.
* Spec-in capabilities: Build out expert network in the region that drive market influence, and drive specifier unit's desire to partner with Eaton's spec capabilities.
* Partner with CSO to map key customer pathways and prescribe/improve optimal engagement models. Define capability standards for sales roles, building competency framework and assessment criteria, and secure its deployment.
* Establish selection criteria for strategic accounts, design and reinforce associated processes and ensure regional alignment and consistency in deployment.
* Adjust/deliver Eaton C&I segment value proposition messages: Deliver the compelling story of why customers should do more business with Eaton rather than our competition, integrating Eaton sustainability/green impact.
Location
This role can be based in a number of locations across the EMEA region, with flexibility for a hybrid work pattern. International travel to spend time with customers, and for team leadership and operational alignment is essential.
Qualifications
Education level required
Bachelor's degree (Advanced degree preferred)
Years And Area Of Experience Required
10 years of leadership experience, including direct and indirect management
Strong experience successfully influencing within a highly matrixed organization
Proven ability to lead without direct authority, strong system-builder profile
Expertise in sales strategy, segmentation, key account management
Strong analytical rigor, with ability to diagnose opportunities for improvement quickly
Skills
Strong commercial background in C&I segment
Commercial savvy
Experience or knowledge in segment application of assigned key accounts preferred
Must be an excellent team player
Fluent in written and spoken English
Good organization, communication and project management skills
Initiative and self-management skills
Presentation skills
Sales management skills
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
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