Regional Sales Manager
The Regional Sales Manager is responsible for planning, implementing, and driving sales and commercial strategies for a defined territory. The Regional Sales Manager will be the strategic account manager for a handful of pre\-identified large and complex customers and appropriate Sales Channels within the defined territory and will be responsible for successfully selling a solution\-based product offering to these strategic accounts. The Regional Sales Manager will develop and execute an annual sales strategy, define and implement a sales action plan for customers, and grow AFL’s general test equipment market penetration.
Responsibilities include, but are not limited to:
- Strategic Accounts: Responsible for supporting all sales activities at defined strategic accounts within the territory.
- Business Plans: Continuously develop and modify account strategies to support AFL's business objectives. The strategies should focus on establishing a significant presence at each account and increases market share at those accounts, program and product standardization, new program opportunities, and business development opportunities.
- Leadership and Management: Provide leadership, management, and support to our established sales channels (agents, distributors, etc.).
- Growth Strategies: Provide strategic direction in defining new business development opportunities and distribution strategies designed to achieve business objectives. To include building and sustaining customer relationships and alliances.
- Customer: Ensure that customer needs are identified and supported and that customer performance targets are set, and performance measured.
- Quality: Work across functional areas, including with Customer Service, PLMs and Operations to ensure each customer’s expectations are met.
- Organization: Enlists the support of cross functional areas, including sales support, implementation resources, service resources, and other sales and management resources as needed.
- Executive Alignment: Closely coordinates company executive involvement with customer management.
- EHS: Manage and maintain a safe working environment in the home office and travel by following AFL EHS policies.
- Territories include, but are not limited to, the following:
+ Finland
+ Germany
+ Denmark
+ Norway
+ Poland
+ Sweden
+ Switzerland
Qualifications:
- 5 years of strategic sales experience in a business\-to\-business sales environment
- Management of complex sales processes
- Understanding of Broadband and Datacenter customers in the DACH Region (Germany, Austria, Switzerland) and other neighboring countries.
- Experience selling to Telecom Operators and associated contractors
- Experience managing distributor and partner network
- Experience selling complex test and measurement equipment and systems
- Strong presentation skills
- Strong command of Microsoft Tools
- Minimum B2 English
- Minimum B2 German
- Optical networking or telecommunications product/industry/technical acumen
- Experience working effectively within a matrix environment
- Experience working in a global environment
- Fiber Optic Test Equipment experience
- Use of Salesforce.com or other CRM system
- Strong project management skills
- Office Environment
- 60%\+ Travel required throughout the territory
- Ability to work reasonable extended hours to accommodate global operations may be required
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