Global Segment Leader / Sr Director Key Account Development

Location: Global role with a flexible location

The Company

Our client is a world leading technology supplier whose products that sit at the heart of automated machinery. Relevant applications include warehouse automation and intralogistics, packaging, converting and textiles, lifts and escalators, energy regeneration and storage, tyre and rubber, and food processing.

The business is part of a global industrial technology group with more than 100,000 employees. Following a reorganisation into two application-focused segments, it is now building the leadership of its Machine Automation segment with a clear plan to grow substantially over the next five years.

The Opportunity

The Global Segment Leader is being appointed in a newly created role. The challenge is to turn a mandate and a growth plan into a focused, high-performing business: winning platform positions with global OEMs, taking share from larger competitors, and shaping how the wider segment operates alongside a newly appointed Segment Leader.

Scope:

• Global strategy and commercial ownership
• Build and lead a new team from the ground up, growing to as many as six direct reports
• Global key account ownership of the strategic OEMs in the application area
• Matrix leadership across regional sales organisations, product management, engineering and operations
• Regular international travel to customers, regional teams and group locations

Key Objectives

Build the team and the organisation. Identify, attract and develop a high-performing team of up to six, and help stand up the global and regional organisation the segment needs to reach scale.

Define the operating model. Establish the structure, ways of working and processes the segment needs to move quickly inside a large, established organisation.

Win with Tier 1 OEMs. Develop and own global relationships with the strategic OEMs, build account plans with the regional teams, and convert engagement into platform wins against well-resourced competitors.

Translate strategy into execution. Turn the five-year growth plan into clear priorities, pipeline visibility and measurable results. Long design-in cycles and in-year performance both require hands-on involvement.

Open new routes to growth. Deepen market and application understanding, sharpen the value proposition, and develop Tier 2, channel and group synergy opportunities, particularly in growth regions.

Experience

• Industrial automation, drives, motion control, electrification or a closely related industrial technology sector
• Global key account management into OEMs in application area is a strong advantage
• Building new teams, structures and processes inside a large, matrixed organisation; there is flexibility here for candidates with exceptional account development credentials in the relevant customer base
• A track record of identifying market opportunities and converting strategy into measurable growth
• Leaders currently working at OEMs and machine builders in these applications are welcome to apply, given the customer and application insight they bring

Mindset and capability

• A builder — energised by creating structure and momentum where none yet exists
• Able to lead and influence across regions and functions without relying on direct authority
• Balances strategic leadership with hands-on delivery, including leading key customer negotiations personally
• A credible leader who attracts talent, develops people and creates accountability in an organisation that is still forming
• Comfortable with ambiguity, pace and visible KPIs as tools for ownership

Essential

• Senior commercial or business development leadership in industrial technology, with global or multi-regional responsibility
• Strong English communication skills; additional languages are an advantage depending on location and customer base
• Willingness to travel internationally on a regular basis

What Success Looks Like

Within the first year, you will have hired the core of your team; agreed and embedded the operating model for your sub-segment with the Segment Leader; established trusted relationships with the strategic OEMs, regional sales leaders and product management; put account plans and pipeline visibility in place; and set your sub-segment firmly on track for its five-year growth trajectory.

Applications are handled in confidence. Please apply with a CV through the LinkedIn link ; a full company briefing will be shared with shortlisted candidates.