Job Description: The Regional Sales Manager _DACH & Poland_ is accountable for delivering profitable growth and strengthening Instronu2019s market leadership across the region. This role offers true P&L influence, high visibility within EMEA leadership, and the opportunity to shape Instronu2019s long-term market position in two of our most strategic European regions. Key Tasks & Responsibilities _Strategy & Growth Execution_ Own and deliver regional revenue, margin and growth targets (monthly, quarterly, annual and 3-year LRP). Translate EMEA strategy into territory-level growth plans focused on priority verticals, products and accounts. Drive Lever 1, 2 and 3 initiatives to generate incremental order intake and sustainable market share growth. Continuously assess market trends, competitive dynamics and customer needs to identify new growth opportunities. _Commercial Leadership & Performance Management_ Lead the full sales funnel from lead generation through order closure, ensuring accuracy, velocity and quality of opportunities. Own forecast accuracy, pipeline health and performance versus plan and prior year. Analyse won/lost business and abandoned opportunities to drive continuous improvement. Act as regional Voice of the Customer, influencing product, service and commercial strategy. _People Leadership & Culture_ Build, lead and develop a diverse, inclusive, high-performance sales organisation. Identify, coach and develop talent, creating clear succession and career development pathways. Model ITW values and behaviours, creating strong engagement, accountability and ownership within the team. Lead from the front through visible field presence with customers and sales teams. _Operational Excellence & Governance_ Ensure full compliance with ITW safety standards and operating disciplines. Monitor and manage leading and lagging KPIs to drive performance. Collaborate cross-functionally with Marketing, Service, Operations and Finance to deliver customer and business outcomes. Key Experience and Competencies Proven senior sales leadership experience within a technical / industrial / capital equipment environment. Demonstrated success delivering sustained growth across multi-country or multi-territory regions. Strong coaching, performance management and talent development capability. Highly developed influencing and stakeholder management skills at all organisational levels. Commercially and analytically strong, with excellent forecasting and planning discipline. Resilient, adaptable and comfortable operating in dynamic, matrix environments. Confident in challenging constructively and driving accountability. Cross-cultural leadership capability aligned to ITW values and behaviours. Excellent communication skills both written and verbal in German and English. Working conditions Hybrid office / field-based role. Travel up to 50% within the region (including multi-day trips). Working hours may vary to meet business and customer needs.