Director, Head of NA & EU Sales

Merck•Chandler, AZ

8d•$180,300 - $286,900•Onsite

About The Position

The Director, Head of NA & EU Sales is a senior commercial leader accountable for end-to-end sales performance across North America and the European Union for Delivery Systems & Services (DS&S). The role manages the full customer lifecycle, from strategic account management and regional engagement through business development, financial performance, and sales operations. It serves as the primary commercial interface for key customers and internal stakeholders in both regions, aligning with global DS&S strategy and delivering revenue, margin, and growth targets. This field-based position requires approximately 50% domestic and international travel, potentially more depending on business and customer needs. The role owns DS&S sales P&L accountability in NA and EU, leads regional sales teams, manages key accounts and commercial operations, develops new business, and provides performance and risk reporting to senior leadership.

Requirements

Bachelor's degree in Engineering, Business, Chemistry, Materials Science, or a related technical or commercial field.
At least 10 years of progressive experience in sales, commercial management, or business development in the semiconductor, specialty materials, or advanced technology industries.
At least 10 years of experience managing and developing high-performing sales or commercial teams, including geographically distributed teams across the US and/or EU.
Demonstrated record of delivering revenue growth and margin improvement in a complex, multi-market commercial environment.
Experience working in a global matrix organization and collaborating across marketing, supply chain, finance, product management, and operations.
Strong strategic thinking and commercial acumen, with the ability to translate market insights into actionable sales strategies and operating plans.
Ability to build and sustain senior-level customer relationships and navigate complex, multi-stakeholder sales environments.
Forecasting and demand-planning capabilities, including experience using CRM and sales analytics tools for data-informed decisions.
Strong financial literacy, including P&L management, pricing, and margin optimization.
Excellent verbal and written communication skills in English.
Ability to work effectively across functions to achieve business goals.
Willingness and ability to travel regularly across North America and the EU.

Nice To Haves

Master's degree or MBA.
Proficiency in an additional language, such as German, French, Mandarin, or Korean.
Experience with semiconductor materials, specialty chemicals, or advanced display/surface technologies.

Responsibilities

Own senior commercial relationships for key customers across North America and the EU, including account plans, renewals, growth opportunities, and customer retention.
Lead and coordinate regional sales teams and ensure consistent customer engagement, including technical, business, and executive-level reviews.
Build enterprise relationships with Tier 1 accounts and support long-term technical and product roadmaps; coordinate with GSAM, regional DS&S leaders, and material BU sales leaders for a unified customer approach.
Pursue integrated solutions across business units and potentially across sectors.
Oversee customer escalations and complaints in coordination with operations, product management, and technical service teams; drive responses to quality issues and corrective and preventive actions.
Maintain an active presence in key markets through customer visits, conferences, and trade events, and build relationships with OEM partners, research institutions, and industry associations.
Drive sales operations discipline, including pipeline management, order fulfillment coordination, contract administration, documentation, and continuous improvement of sales processes and reporting.
Lead regional forecasting and provide timely, data-driven volume and revenue forecasts; work with supply chain, planning, and operations to align forecasts with demand plans.
Monitor and report regional sales KPIs, including pipeline sufficiency, conversion, and win rates.
Identify, qualify, and pursue new business, customer acquisition, market-segment expansion, and new-product introduction opportunities.
Develop and execute commercial plans for target markets and product lines using market intelligence, competitive analysis, and customer insights.
Conduct market research and competitive benchmarking; develop customer presentations, training, and marketing communications for new business and product launches.
Collaborate with the DS&S Global Marketing Team on market strategies, promotional programs, and trade show plans; provide regional input on product positioning and rationalization.
Promote innovation to identify and develop commercial and technical growth opportunities.
Identify, assess, communicate, and mitigate commercial risks and opportunities; monitor geopolitical, regulatory, and macroeconomic developments and maintain a regional risk register.
Escalate supply, quality, or service risks and use customer and market intelligence to identify opportunities for growth, share gain, and new applications.
Own DS&S sales P&L for NA and EU and deliver annual revenue, gross margin, and operating-plan targets.
Develop and manage the regional commercial budget, pricing strategy, margin management, and customer-facing investments; oversee pricing decisions, quote approvals, and margin adjustments.
Drive revenue through volume expansion, price realization, and portfolio mix optimization; report financial performance, variance analysis, outlook, and corrective actions to senior leadership.
Partner with Finance on revenue recognition, accruals, and regional financial reporting.