People at ALPLA - Interview with Ed Nemo

Ed, you recently became Director of Sales Western Europe. What does your role involve?

By title, my role is quite clear, but in practice, I’m still defining exactly where I can contribute the most.  I’ve only been here for a little over a month, so a big part of my work currently is understanding the region, identifying priorities and finding out where I can make the biggest impact.

Currently my days are quite varied. I jump into topics where support is needed and work closely with colleagues across the region. Western Europe is a very large and complex region with many plants and customers, so understanding the business and setting clear priorities is a focus right now.

Before this role, you held a similar position in APAC. How does Western Europe compare?

In terms of responsibilities, the roles are very similar. Both involve overseeing commercial activities across a region. The difference is the scale and complexity. APAC is already diverse, with many countries and cultures, but Western Europe is on another level relative to APAC. Looking at the business here can be a little intimidating at first, but it’s also an exciting challenge.

You’ve been with ALPLA for 20 years. What originally attracted you to the company?

To be honest, I wasn’t originally attracted to ALPLA.  I encountered ALPLA by chance at a university career fair while still in my studies in Iowa City, USA. I happened to start a conversation with a recruiter, and that led to an opportunity to interview with Alpla. Working here was never part of the plan. It was simply one of those moments in life when a coincidence opens a door. Once I joined, however, I gradually discovered that ALPLA was a great company and a good place to work. Twenty years later, I’m still here.

Looking back, which experiences have shaped you the most professionally?

Without a doubt, my early years at ALPLA. I was originally hired as a project engineer and had no intention of pursuing a career in sales. A few months after joining, my manager at the time, Ken, unexpectedly congratulated me on becoming the newest member of our sales team.

That experience changed my career. I was thrown into the commercial world and had to learn very quickly about customer relationships, contracts, pricing and commercial decision-making. Those years had a profound impact on me.

How has your engineering background helped you in sales?

It has helped me become well-rounded. I understand the commercial side after working in sales for many years, but I’m also technically oriented. I like numbers, calculations and details. I’m not an operational expert, but I understand how our plants function and know the basics of what’s important to our operations.  So my technical and engineering mindset complements my commercial experience and has helped me become a better problem-solver.

What skills are most important for success in sales today?

Relationships will always be important. Building trust with customers remains a fundamental part of sales. At the same time, the business world is becoming increasingly data-driven. Customers are more financially sophisticated, and companies like ALPLA and the sales people in the company need to be equally as strong when it comes to numbers.

Success today requires both. Strong relationships matter, but they need to be supported by facts, data and a solid understanding of the business.

Which ALPLA principle is particularly important to you as a leader?

Reliability. Without reliability, it becomes very difficult to build a productive working environment. You need to be reliable towards the people in your team and towards your managers and colleagues. People need to know that they can depend on one another. For me, reliability is one of the foundations of a productive working environment.

What advice would you give colleagues who want to build a career at ALPLA?

First of all, work hard. I’m not always the smartest person in the room, but I believe hard work and discipline have helped me perform well over my career.  Hard work is something anyone can control. So, work hard and don’t do things halfway. 

For an international career, open-mindedness and flexibility are equally important. Many of the opportunities that shaped my career were not things I actively searched for. I didn’t plan to move around the world. Being willing to step outside your comfort zone can create opportunities you never expected.

Your career has taken you from the United States to Europe and Asia. What has that journey looked like?

I started in Iowa City before moving to Lima, Ohio, and then Cincinnati. After a brief period at ALPLA’s headquarters, I moved to Shanghai, where I spent ten years. Singapore followed that for five years, and now I’m in Europe. As I said, it wasn’t a journey I planned in advance. Through open mindedness, it just happened this way.

Tell us a little about yourself. What do you enjoy doing outside of work?

I’m an outdoors person. When I was younger, sports played a huge role in my life. I would play almost any sport involving a ball. As I’ve grown older, I play fewer sports, but being active remains important to me.

Today, I enjoy running, playing golf or baseball, fishing and going to the gym. I’m not someone who enjoys sitting in front of the television all weekend. I prefer being on my feet and spending time outside.

Is there a place in the world that has left a lasting impression on you?

I don’t really have one favourite place, but several destinations stand out. Scotland impressed me with its incredible natural beauty. I’ve also had some unforgettable trips to Japan, and Tasmania was equally remarkable. I’ve been fortunate to travel over the years. Rather than choosing one favourite, I would say there are several places that have left a lasting impression on me.

If you had one extra hour every day just for yourself, how would you spend it?

I would use it to read. My father always encouraged me to read every day. When I was young, I found that advice quite annoying because I was far more interested in playing sports. As I’ve grown older, however, I’ve come to understand the value behind his suggestion.

Like many people, I often find it difficult to make enough time for reading. If I had one extra hour every day, I would dedicate it to reading a chapter or two of a book.

Finally, can you describe ALPLA in three words?

Stable. Unknown. Fair. Stable because our industry is incredibly resilient. Consumers use our products every day. Unknown because many consumers recognise the brands we serve, but they don’t necessarily know the company behind the packaging. In that sense, ALPLA operates somewhat in the background.

And fair because, throughout my career, I have experienced ALPLA as a company with level-headed people. I can’t remember many situations in which someone acted irrationally or unfairly towards me. In that sense, ALPLA is a fair company.

Thank you, Ed, for sharing your story.