Regional Sales Director

Paris, France

SpotLIGHT of the job

As the Regional Sales Director, you will lead the commercial strategy and market performance of your territory, ensuring profitable growth for Thorn & Zumtobel. You will empower your team, strengthen relationships with key partners, and position our solutions as the benchmark in the lighting industry.
This is a leadership role for someone who combines vision, commercial excellence, and operational discipline.

Responsibilities

Leadership & Team Development:

• Lead, coach, and support sales engineers to maximize their sales performance, technical competence, and customer satisfaction.
• Conduct weekly individual check‑ins, monthly team meetings, and annual performance reviews.
• Foster a collaborative, motivating, and high‑performance culture across the region.

Commercial Strategy & Market Growth:

• Represent the company and drive profitable commercialization of products, solutions, and services within the assigned territory.
• Develop the region’s commercial potential by identifying growth opportunities and optimizing resource allocation (team, budget).
• Support the team in complex negotiations to secure strategic deals.
• Promote Thorn & Zumtobel solutions to key decision-makers and maintain high‑level client relationships.

Operational & Cross‑Functional Excellence:

• Ensure the profitability of commercial activities and contribute to regional and global financial targets.
• Collaborate with internal support functions (HR, Finance, Marketing, Operations) to align strategy and execution.
• Participate in recruitment, onboarding, team training, conflict resolution, and invoice collection to ensure smooth operational delivery.

Skills & Experience

We encourage you to apply even if you do not meet all the requirements. Your motivation and potential matter more than perfection.

• You have a Bachelor’s or Master’s degree in Business (or equivalent).
• You have at least ten years of commercial experience, including team leadership and sales management.
• You have proven knowledge and experience in the lighting industry (solutions, projects, or technical environments).
• Strong commercial acumen with the ability to drive profitable growth, manage budgets, and support strategic negotiations.
• You are resilient and composed under pressure, able to navigate complex situations and support the team through challenges and change.
• Experienced in leading teams within a CRM‑driven culture (Salesforce preferred), ensuring data quality, forecasting reliability, and structured pipeline management.
• You have a long‑term, strategic mindset, demonstrating commitment, vision, and the ability to build sustainable commercial performance.
• Strong interpersonal skills with the ability to influence, communicate, and inspire at all levels.
• You show an international mindset, comfortable building networks across countries and fostering best‑practice sharing both inside and outside the organization.
• High degree of autonomy, rigor, flexibility, and proactivity, with a collaborative leadership style.
• Fluent English and near‑native French; additional languages are a plus.
• You can travel extensively within your assigned area.

What matters to us

We understand not only the power of the visible, but also the invisible. Like light, diversity is intangible, but it is perceptible. We value the uniqueness of every person and see this as a driver of innovation. Qualified applicants will be considered regardless of, for example, origin, skin color, gender, religion, age, sexual orientation, gender identity/expression or disability.

As the contact person for this position, a great candidate experience is important to me! I will reach out to you within 7 days. Please inform me of any assistance you may need, so I can best support you throughout the hiring process.

Talent Acquisition Partner

Lucia Costa

T +351 918 662 840

Who we are

At the Zumtobel Group, we are passionate about designing and producing light that empowers humans and brings architecture to life. We continuously push the boundaries in our search for perfection through timeless design, technical excellence and efficie