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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

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