Job Description

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:
  • Austria
  • 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

Preferred Qualifications:

• 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

Working Conditions:

• Office Environment
• 60%+ Travel required throughout the territory
• Ability to work reasonable extended hours to accommodate global operations may be required