Job Description

1. Commercial Strategy & Growth

• Define and lead the European commercial strategy to deliver sustainable,

profitable growth

• Translate global and business unit strategies into clear regional priorities,

including focus on key segments, applications, customers, and channels

• Drive growth through a balanced approach of customer retention, share of

wallet expansion, new customer acquisition, and market development

• Strengthen portfolio performance by improving product mix and value capture,

prioritizing high-impact opportunities

• Design and implement pricing and commercial strategies that support

competitiveness and margin expansion

• Continuously assess market trends, customer needs, and competitive dynamics

to refine strategy and execution

1. Sales Leadership & Transformation

• Lead, coach, and develop the European sales organization and channel partner

network to drive performance, accountability, and capability building

• Establish a high-performance culture focused on customer impact, pipeline

generation, value selling, and execution discipline

• Drive transformation in sales behaviors, shifting from transactional selling to

solution and value-based selling

• Evaluate organizational structure, capabilities, and talent to ensure alignment

with growth ambitions

• Set clear objectives, performance expectations, and follow-up routines, including

sales incentives, coaching, and development plans

• Travel regularly with teams and partners to drive in-market execution and

leadership presence

1. Customer & Channel Development

• Ensure effective regional coverage through an optimized mix of direct sales and

channel partners

• Build and maintain strong relationships with key customers and strategic

partners, acting as a senior commercial leader and ambassador for Kalsec

• Support teams in winning new business through customer engagement, solution

development, and application-based selling

• Increase focus on priority accounts and decision-makers, improving quality and

impact of customer interactions

1. Cross-Functional Leadership

• Partner with Business Units, Marketing, R&D, Regulatory, Supply Chain, Finance,

and Customer Experience to deliver integrated customer solutions

• Align regional initiatives with global strategic account plans and business

priorities

• Contribute to trade shows, customer workshops, and internal business reviews

to support pipeline generation and strategic alignment

1. Commercial Excellence & Execution

• Lead a strong commercial operating rhythm, including regular reviews of:

o Pipeline and opportunity progression

o Sales performance and forecasts

o Conversion rates and hotspots

• Ensure disciplined use of Salesforce.com and commercial tools to improve

visibility, decision-making, and accountability

• Collaborate with Finance on planning, budgeting, and forecasting, ensuring

alignment with financial targets

• Optimize resource allocation and account coverage to maximize commercial

effectiveness and return on investment

1. Values, Quality & Compliance

• Operate in alignment with Kalsec values, quality standards, and food safety

requirements

• Ensure completion of all required training related to GMP, HACCP, food safety,

and compliance policies

Success Measures

Success in this role will be measured by:

• Delivery of revenue and profit targets across Europe
• Growth in priority customers, applications, and product categories
• Improvement in portfolio mix and value capture
• Strength and quality of sales pipeline and conversion rates
• Sales team performance, engagement, and capability development
• Effectiveness of channel partner strategy and execution
• Quality of cross-functional collaboration and customer outcomes
• Discipline and adoption of Salesforce and commercial processes

The position can be based in the Netherlands (preferred), the United Kingdom, France, Germany, Italy, or Spain. Given the importance of close collaboration with Kalsec's R&D Spice Lab in Wageningen and the manufacturing facility in Mildenhall, candidates located in the Netherlands or the UK are strongly preferred.

This role is ideally suited to an experienced commercial leader who can inspire high-performing teams, build strong customer partnerships, and deliver long-term growth across diverse European markets.