[Hiring] Technical Sales Director @Tate and Lyle

Role Description

The Technical Sales Director, Key Accounts & EMEA Category Expertise Lead (EMEA TS Director) oversees the Technical Sales and Category Expertise functions, guiding its strategy, execution, and performance across categories for Key Accounts (KA) - Partners and Enterprise accounts, and for selected regional accounts in coordination with regional Technical Sales teams.

• Ensures that technical engagement consistently advances customer and business priorities.
• Embeds solution-selling excellence and defines technical direction for Key Accounts.
• Maintains close alignment with Commercial, Marketing, R&I, Applications & Solutions, and Product Management teams.
• Integrates the voice of the customer into solution development, long‑term account planning, and strategic decision‑making.
• Drives customer satisfaction and commercial success.
• Leads pipeline‑led growth by strengthening opportunity identification, prioritization, and technical validation across categories.
• Acts as a senior technical interface for selected Key Accounts, cultivating executive-level relationships.
• Builds and safeguards technical excellence across EMEA, leading knowledge preservation and succession planning.
• Positions Technical Sales as a strategic value creator for both customers and the organization.

Qualifications

• Bachelor’s degree or equivalent experience in technical discipline; Master’s degree preferred.
• Expert knowledge in multiple related specialised fields within the Technical Sales function.
• Experience in managing and developing customer-facing and preferably lab-based teams across geographies.
• Advanced communication skills to convey complicated and commercially sensitive information.
• Demonstrated successes in value-based selling.
• Able to identify emerging and future technical needs across categories.
• Proven ability to close critical deals or contracts.
• Demonstrated success in negotiating and securing high-value partnerships with senior external stakeholders.

Requirements

• Participate in the development of and oversee the implementation of the regional strategy for Technical Sales.
• Provide technical support for Enterprise and Partner accounts.
• Grow revenue and margins through the creation and development of technical opportunities.
• Provide strategic technical leadership supporting the Business Development Director.
• Serve as the senior technical interface for selected KA.
• Drive change management within the Technical Sales and Category Expertise team.
• Identify capability gaps and collaborate with regional Technical Sales leads.
• Ensure the preservation and strategic dissemination of technical knowledge across the EMEA region.
• Develop, maintain, and elevate regional and global technical capabilities.
• Establish and manage robust succession plans.
• Partner with senior leadership to refine technical offerings for customers.
• Champion the identification, development, and activation of growth initiatives across EMEA.
• Collaborate with R&I, Application & Solutions, and Product Management teams.
• Lead the execution and deployment of prioritized initiatives throughout EMEA.
• Gather competitive, technical, and commercial insights from customer interactions.
• Manage high-priority customer escalations.
• Establish and monitor performance metrics.
• Identify and implement innovative solutions and tools to enhance efficiency.

Benefits

• A competitive salary.
• Bonus opportunity.
• Flexible working hours.
• Home office with option to work from regional sites.