Reports to: President, Americas
Direct hierarchical authority of: Sales Management, Customer Service, and Technical Service
Functional authority towards: Regional commercial strategy, sales and marketing priorities, customer experience, and commercial performance
Main collaboration with: Americas President; Americas Leadership Team; Product Management; Engineering and R&D; Operations; Finance; global Sales and Marketing colleagues; key OEM, distribution, and industry stakeholders
Scope of the position
Owns the Americas sales and marketing strategy and turns BEA priorities into clear goals, plans, resource choices, and measures for the customer-facing organization.
Leads Sales Management, Customer Service, and Technical Service as one coordinated team focused on customer value, responsiveness, technical credibility, and growth.
Builds executive and working-level relationships with strategic OEM customers and partners, connecting deeply enough to understand their business direction, design priorities, decision process, and unmet needs.
Provides hands-on leadership in strategic accounts, major opportunities, customer issues, and market-development initiatives while building capability and accountability across the team.
Represents the voice of the market and customer in regional and global decisions, helping shape product, service, channel, and investment priorities.
Key responsibilities
Strategy ownership and delivery: Develop, communicate, and deliver the Americas sales and marketing strategy in alignment with BEA’s business objectives and global direction. Translate strategy into a small number of clear priorities, assign ownership, establish milestones and KPIs, and maintain a regular rhythm to review progress and adjust actions.
Strategic OEM relationships: Personally build and maintain trusted relationships with executives, decision makers, engineering leaders, product teams, and commercial stakeholders at key OEM accounts. Develop a deep understanding of customer strategy, applications, challenges, and future needs, and position BEA as a valued long-term partner.
Hands-on customer leadership: Stay directly engaged in high-value opportunities, customer visits, negotiations, technical discussions, and issue resolution. Work alongside the team to open doors, strengthen relationships, remove barriers, and improve the quality and pace of opportunity development.
Leadership of the customer-facing organization: Lead, coach, and develop Sales Management, Customer Service, and Technical Service. Set clear expectations, create shared priorities, encourage open communication, and build a culture of collaboration, accountability, curiosity, and continuous improvement.
Sales performance and growth: Own regional sales performance, forecasting, pipeline quality, account planning, pricing discipline, and conversion of strategic opportunities. Use market and business data to identify where BEA can win, where performance is off track, and what actions are required.
Market and channel development: Assess market trends, customer needs, competitive activity, and channel effectiveness across OEM, distribution, and wholesale routes to market. Focus resources on the segments, applications, partners, and initiatives that offer the strongest strategic value.
Marketing direction: Set regional marketing priorities that support strategy, strengthen BEA’s market position, generate demand, and equip the commercial team. Ensure messaging and activities are relevant to target customers and connected to measurable business outcomes.
Customer experience: Align Sales, Customer Service, and Technical Service around consistent customer experience. Establish clear ownership across the customer journey and use feedback, service measures, and recurring issues to improve responsiveness and customer confidence.
Cross-functional and global alignment: Partner closely with Product Management, Engineering, R&D, Operations, Finance, and global commercial teams. Bring…