Regional Sales Manager - Benelux

The role, at a glance:

The Biamp Regional Sales Manager (RSM) is an action-oriented leadership position, responsible for
leading the Benelux sales team and developing and executing strategic sales plans to achieve quarterly
growth targets and sales objectives for Biamp. This is a first line sales management role but also involves
individual sales responsibilities. This role reports directly into the Director of Sales for Europe and Africa.

The RSM must have the knowledge, skills, and abilities to lead the Benelux Sales team and Distributors to
achieve their respective sales goals, focusing on accountability and continuous improvement. These skills
will be applied to the sales team, Biamp Distributors and our channel partners. This role requires close
internal cross functional collaboration as well as engagement and participation with the sales leadership
team for the wider Europe and Africa Region.

The ideal candidate will have a strong business acumen, balanced by developing a solid technical and
business understanding of the Company’s solutions and how these deliver value to customers and
partners. A sales professional with experience in both end-user and channel sales including via distribution
partners, with an established network of contacts in the Value Added Reseller and integrator channel
within AV, UC or IT sectors in the region.

This individual will identify new market opportunities, channel partnerships, and alliances and manage their
integration into the region’s sales strategy. The RSM must dynamically assess the market and adapt the
go-to-market strategy in region to optimize revenue and profitability. The sales strategy will need to align
with the wider European and Global sales strategy.

The RSM must possess strong interpersonal skills and be adept at establishing and maintaining senior
customer relationships with industry peers. This individual will have a track-record of working
collaboratively with peers and leaders of other Company departments to deliver successful business
outcomes and implement new business processes that drive improved business efficiency, effectivity, and
customer satisfaction.

Importantly, the RSM will possess excellent communication skills in both written and verbal forms and a
reputation for trust and respect across industry peers. This individual must have excellent listening skills,
demonstrate a high degree of empathy, and make decisions that align with Biamp’s policies and practices
while remaining flexible in considering alternative views and perspectives. In addition, the RSM has a
demonstrated proficiency in successful change management and driving continuous improvement in sales
organizations to achieved desired outcomes.

How you'll contribute:

• Establish sales GTM plans aligned with Corporate objectives

• Achieve quarterly and annual sales growth targets

• Leading senior relationships and planning with Regional Distribution Parters

• Manage sales channel costs within established quarterly and annual budgets

• Recruit, select, train, and equip sales team members for success

• Evaluate sales team members and provide them with regular and timely feedback with constructive input on how to improve their skills and abilities to perform in their respective roles

• Be actively involved in meeting with National and Key Accounts and assist in the development of an account strategy along with the other Sales Team Directors and the Sales Director for Europe

• Be a strong liaison between the Company, channel partners, distributors, dealers/integrators, the specifier community, and end-users. Always being on the lookout for ideas and programs that will strengthen our business and provide input directly to Company headquarters for consideration

• Monitor industry trends and competitor activity and provide timely feedback to the Company

• Oversee development and execution of key account plans

• Identify new market opportunities and develop executable plans to win new business

• Maintain and foster strong internal relationships with internal groups such as Marketing, Customer Support, Operations and finance to facilitate and coordinate the sales team’s ability to grow their business and overcome obstacles and objections

• Drive accountability for delivering the required monthly win-wires, meeting plans, and other required metrics

• Conduct regular sales pipeline reviews with team members focused on building a healthy sales funnel to support near-term and long-term business growth

• Evangelize and lead the Sales team to embrace and drive sales opportunities through the Biamp Sales Process

• Drive sales pipeline hygiene to ensure CRM is accurate and updated regularly with current and accurate customer information

• Conduct bi-annual performance appraisals for all sale team members

• Develop, support, and deliver both internal and external high-quality Quarterly Business Reviews (QBR’s)

• Active participation in industry trade show events and regional channel partner events

A successful candidate should have:

• Minimum proven experience of at least 3 years leading successful sales teams as a first line sales manager in a Channel Sales environment (working with integrators and resellers as well as distribution partners)

• Minimum proven sales experience of at least 6 years minimum (Including sales and sales management)

• Excellent interpersonal skills and written and spoken communication skills

• The ability to identify and communicate where and how Biamp can deliver exceptional outcomes for partners and end-customers

• Strong passion for developing sales team members to expand their skills and realize their full potential as sales people and ultimately leaders

• Player-coach mindset implementing a “hands-on” approach in supporting sales team members in the execution of their sales strategy and overcoming obstacles and objections

• Has a high degree of proficiency in computational skills (e.g., Office365), CRM, sales analytics, sales pipeline management, sales process management

• Experience developing sales in the Benelux Region and knowledge of the AV market

• Experience in the AV industry and having a current and relevant network of contacts across AV and IT channel partners and end customers is highly desired

• Language: English and Dutch fluency is mandatory. French is also highly desired

• Travel expected 50%-75% of the time

• Clean Driving license and readiness to travel regularly across the region is required

Work Environment:
Preference for location is within commuting distance of Biamp’s European HQ in Schoten, Belgium.
This is a hybrid role where the manager is expected to be either working between the Biamp office in
Schoten and in the field with customers and partners and the sales team.

Who is Biamp?

We make the world’s most extraordinary audio and video solutions. For over 50 years, Biamp has created and innovated professional audiovisual solutions that enable great communication. From the smallest of rooms to the largest of venues, we empower true human connection in every space.

As we grow to meet our customers’ needs and evolve to address the challenges of tomorrow, one guiding principle remains the same: Biamp connects people through extraordinary audiovisual experiences.

About our company:

At Biamp, we believe the employment relationship should be reciprocal. We want you to love your job, and we want your expertise and knowledge to help drive our business forward. We champion a supportive and dynamic environment filled with passionate people who choose continuous improvement over perfection. We insist on clear, explicit decision making, believe in taking calculated risks, and celebrate tough decisions even when they don’t succeed. We look for people who desire the best from themselves and encourage the same from their coworkers. Our commitment to one another and to the common goal is the most consistent reliable path to recurring success for all of us.