Head of EU Sales - #2141416

Farrow and Ball - Head of EU Sales , Germany - remote - Frankfurt, Cologne or Dusseldorf (40 hours per week)

We are currently looking for an enthusiastic individual to join our Sales team in Germany as our Head of EU sales. We are offering this position on a permanent, full-time basis, 40 hours per week Monday - Friday. This role will be based remotely however we are looking for someone ideally located in Frankfurt, Cologne or Dusseldorf for easy connection to our retail partners. Regular travel, both across Germany and internationally, will be required.

Farrow & Ball are a luxury British lifestyle brand that prides itself in creating richly pigmented paint and handcrafted wallpaper, using print methods dating back 300 years and the finest quality ingredients.

The unique Farrow & Ball look transforms modern and traditional homes, large and small, inside and out. Established in Dorset in 1946, we have grown over the last 75 years and now proudly have 60 showrooms worldwide with a global network of stockists.

The key to our success is the people behind the paint: from the team handcrafting each tin to showroom staff to support functions, our shared passion ensures customers have a positive, engaging experience at every stage of their journey with us.

The Head of EU Sales is responsible for driving revenue growth through high-impact, customer-facing sales efforts across the region. This role leads, coaches, and develops a high-performing field sales team, fostering a culture of accountability, collaboration, and continuous improvement. With strong commercial acumen, the role involves evaluating and implementing the most effective go-to-market strategies and commercial terms to maximize value and competitiveness. This role is a critical bridge between UK head office and the EU markets.

What we expect from you as the Head of EU Sales:

Key Responsibilities:

• Lead and manage the European field sales team, setting clear expectations and driving performance through coaching, KPIs, and regular feedback.
• Design and execute region-specific sales strategies that align with company goals and market dynamics.
• Develop strong customer relationships with key accounts, including the creation and execution of Joint Business Plans.
• Negotiate complex commercial terms with key accounts, agencies, and distribution partners to drive mutual growth and long-term value.
• Assess and implement optimal go-to-market models and commercial terms to support growth and profitability.
• Set clear strategic direction to grow the revenue in each territory and drive the teams to achieve.
• Develop future opportunities and new market plans.
• Manage and navigate a variety of commercial agreements across B2B, agency, and distribution models, ensuring compliance and maximizing business potential.
• Leverage CRM systems to manage pipeline, forecast accurately, and ensure visibility of field activities across the organisation.
• Analyse sales data, market trends, and competitive activity to inform decisions and refine approaches.
• Collaborate cross-functionally with internal stakeholders (marketing, finance, operations, and product teams) to ensure seamless execution and alignment.
• Drive consistency in sales processes, forecasting, CRM usage, and territory management across markets.
• Identify, recruit, and onboard top sales talent while fostering a high-performance, inclusive team culture.
• Represent the company at key customer meetings, industry events, and regional forums.
  
  

Key Attributes:

• Proven experience in field sales leadership across multiple European markets.
• Demonstrated success in managing teams and achieving ambitious sales targets.
• Strong commercial acumen with a track record of evaluating and implementing effective go-to-market strategies.
• Experience of managing P&Ls of over £20m.
• Highly skilled and trained negotiator, with experience handling complex commercial discussions at both regional and customer-specific levels.
• Experience in developing and negotiating commercial terms and Joint Business Plans with key accounts.
• Adept at managing diverse commercial structures, including direct sales, agency relationships, and distribution agreements.
• Extensive experience with CRM platforms (e.g. Salesforce, IFS, MS Dynamics) and using them to drive sales effectiveness, reporting, and accountability.
• Excellent communication skills — both internally across teams and externally with customers and partners. Possesses the ability to distil complex information into clear, concise key points and actionable insights.
• Data-driven mindset with the ability to extract insights and translate them into actionable plans.
• Fluent in English and at least one additional European language (French or German).
  
  

What You Can Expect From Us

• 25 days’ annual leave (increasing with length of service) plus bank holidays
• Annual salary reviews, based on individual performance
• Enhanced Maternity and Paternity pay
• Generous staff discount on F&B products
• Refer a Friend scheme