Regional Sales Manager

Company Description

About Averna:

Averna is a high-paced work environment with a large variety of engineering disciplines and exciting technologies. We sell integrated solutions that can include hardware, software, electrical engineering, mechanical engineering, control systems, automation, and vision inspection.

We are a global leader for production automated test, measurement, and inspection systems. We help our customers build better products. We get involved with new products before they ever hit the market!

Our customers include large, well-known organizations in the Medical, Automotive, Industrial, Aerospace, Consumer Electronics, and Telecom/Satcom industries.

You’ll be part of a dynamic, global team with an endless supply of fun, smart people to work with.

Job Description

The Regional Sales Manager in a few words:

Reporting to the VP of Sales for the Germany, Regional Sales Manager is responsible for meeting or exceeding sales objectives of the assigned territory by selling Averna’s integrated functional test systems, test products, technical services, and business process outsourcing. This remote position can be based anywhere in Germany, preferably in the northern or eastern part of Germany.

New & Existing Customers:

• Meet and exceed sales targets; responsible for the entire sales cycle for assigned territory, from lead generation to final close; hybrid role demands hunter mentality to acquire new accounts (top priority), and work to grow an existing base of accounts.
• Manage and maintain excellent relationship with customers; identify, develop and close new business opportunities with new and existing customers. Understand their challenges, maintain a positive attitude and propose solutions; Our solution sales process involves asking questions, gathering requirements, and presenting the customer with an engineered solution that meets their business and technical needs.
• Develop detailed account strategies within the given territory; identify the potential streams of revenue and probability of success;
• Solution Sales to OEMs: Understand Averna’s offering of integrated hardware and software test services to conduct tailored sales presentations to potential customers; lead positioning and qualifying efforts appropriately;
• Negotiate contracts including pricing, delivery time, and terms & conditions.

Partner Management:

• Develop and maintain relationship with key technological partners;
• Understand the value of Averna’s partners;
• Promote technical services as well as our hardware and software test platforms, to our main partners.
• Develop new partnerships with companies in our core business;

Company Relations:

• Work with, develop positive relationships with, communicate with, delegate to, and coordinate activities with other employees in inside sales, proposal team, project management, business development, marketing and engineering; communicate effectively with everyone in the organization;
• Manage sales pipeline via the corporate CRM (SalesForce.com Lightning); Update CRM with all pertinent information gathered during calls or meetings with customers; deliver accurate sales forecasts;
• Use company resources, including Inside Sales and Customer Solutions Group, to move opportunities forward.
• Delegate tasks to and ask for help from internal resources as necessary to maintain focus and traction on objectives.

Qualifications

Degree: Bachelor's degree in Engineering, Technology, or Business

Experience:

• 5+ years of consultative experience selling services. 
• Experienced with direct sales into Fortune 500 OEMS and highly preferred. 
• Experience with the Automotive, Medical, or Industrial Industry preferred.
• Experience selling capital equipment to OEMs or CMs highly preferred.
• Experience selling test and measurement solutions, or knowledge of Manufacturing Solutions or the Test & Measurement Instrumentation industry is a plus.

Skills: Self-motivated Hunter. Autonomous. Known for a strong ability to develop new business opportunities. Willing and able to establish strong relationships with prospects and customers; Ability to gather customer requirements and communicate them effectively with internal groups. 

Elementary understanding of the following items:

• Complex Solution Sales; closing $1M+ deals with OEMs in the assigned territory
• Selling purpose-built, custom engineered solutions. Selling Capital Equipment.
• Typical OEM environments and requirements related to manufacturing, testing, & quality
• Knowledge of LabVIEW, TestStand, National Instruments, or instrumentation;

Able to work from home

Available to travel up to 50% of the time (driver's license is required), within designated territory and neighboring. The focus territory will be D-A-CH region. 

Knowledge of Microsoft Office suite (Excel, Outlook, PowerPoint and Word);

Polyglot: German and English (spoken and written) French is a plus.

You are the one we are looking for if you are: a hunter, confident, excellent communicator, have a strong ability to understand customer needs and technology, ingenious, and technologically savvy.

Additional Information

What's in it for YOU:

• A multinational high-tech work environment
• Team spirit, fun and passion for technology
• Development and training opportunities
• Attractive salary package including benefits
• We are a fair company

Averna is committed to employment equity and to encouraging diversity and inclusion. We are pleased to consider all qualified applicants for employment, regardless of race, color, religion, sexual orientation, gender, national origin, age, disability, veteran status, or any other legally protected status.