Regional Sales Manager

This job will provide you with an opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test, measurement and data analytics industry. You will be a strong contributor collaborating closely with colleagues from various business functions.

At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it’s how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success.

As Regional Sales Manager at MicroStrain you will be responsible for leading all sales and business development activities in Europe and Asia. As the Regional Sales Manager for the territory, you will be accountable for meeting or exceeding sales targets by successfully managing a network of Sales Channel Partners (SCP) and House Accounts (direct accounts). The role requires building strong relationships with SCPs, internal team members and key accounts driving sales in the region through active management and customer facing activities.

The Regional Sales Manager will have a detailed understanding of MicroStrain (+ additional HBK sensor) products and applications, and be able to support the SCPs and Key Accounts to determine which products are most appropriate for the customer application and clearly communicate our value proposition. You will develop a strong understanding of current and future market needs and provide input on our future product roadmap.

The Regional Sales Manager will report to The Director of Account Management and will be expected to travel regularly throughout the region, visiting SCPs, internal partners, customers and key direct accounts. Expected travel is 35% of the time.
 

Primary Responsibilities

• Manage SCPs to ensure that they are meeting expectations for lead follow up, tracking and reporting. Ensure SCPs are adequately trained and receive new product information and other relevant information in a timely manner.

• Develop and execute time-in-territory plan at least three months in advance of travel, to ensure that SCPs and customers have advance warning and to plan economical travel.

• Ongoing SCP engagement and territory visits to drive growth and keep SCPs focused on MicroStrain product sales and other HBK sensors

• Host regular virtual sales meetings with each of the assigned SCPs in their region to follow up on delegate leads, new and existing opportunities.

• Assist in the planning and conducting of an in-person SCP conference to be held annually in the territory.

• Develop and maintain an updated sales pipeline for the territory.

• Execute annual operating plan driving growth to meet sales targets.

• Build a comprehensive understanding of our solutions, technologies, and products — and clearly articulate the value they deliver.

• Analyze the business potential within the territory by studying market trends, customer demographics, key applications, and competitive activity.

• Use the CRM consistently to manage the sales funnel, track leads, and maintain a healthy opportunity pipeline.

• Assign and monitor leads passed to sales channel partners (SCPs) to ensure timely follow-up and accountability.

• Develop and execute strategies to retain and expand business with existing key accounts.

• Maintain prompt and effective communication — internally and externally — to ensure customer needs are met and expectations exceeded.

• Provide customer feedback to business development, product management and engineering for use in NPI process.

Required Skills and Experience

• Bachelor’s degree in engineering or related field

• 5 years in business development, sales management, SCP management or technical sales engineering positions in relevant industries, with direct customer engagement resulting in substantial year over year growth.

• Experience in Test and Measurement, and OEM Sales

• History of sales to agricultural, off-highway, unmanned systems, and robotics markets preferred

• Experience with GNSS and inertial sensors highly preferred

• Proven track record of identification, evaluation, and commercialization of new business opportunities

• Must have a valid driver’s license and the ability to operate a motor vehicle.

• Travel, up to 35%.

• Solid knowledge of MS Office suite tools.

Personal skills

• Entrepreneurial, innovative, and customer-oriented mindset

• Ability to manage many projects simultaneously with strong leadership, project management, organizational and planning skills.

• Excellent teamwork, interpersonal communication, negotiation, influencing, analytical, planning, and problem-solving skills.

• Excellent grasp of technical concepts and new technology

• Higher level of probing and listening skills / value proposition development

• Live the HBK Values – Be True, Own It, Aim High

We Offer

Freedom with responsibility is the framework for HBK’s employees. This allows for a good balance between work and family life and for constant development of professional and personal skills in an international and enjoyable working environment.

One company – HBK

On 1 January 2019, Brüel & Kjær and HBM merged their activities into a new company called HBK (Hottinger Brüel & Kjær). With more than 3,500 employees worldwide and production facilities in Denmark, Germany, the UK, the USA, China and Portugal and presence in 80 countries, HBK is a leading player in the test and measurement area. For further info please visit www.hbkworld.com.