Regional Sales Manager

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 Qualifications Skills Behaviors : Motivations : Education Experience Licenses & Certifications Learn more about AFL Careers