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HBK - Hottinger Brüel & Kjær · 20 hours ago

Regional Sales Manager

United States

Full-time

Remote

Mid, Senior Level

5+ years exp

HBK - Hottinger Brüel & Kjær is a leading company in the test, measurement, and data analytics industry, seeking a Regional Sales Manager. The role involves leading sales and business development activities, managing Sales Channel Partners, and building strong customer relationships to meet or exceed sales targets.

Mechanical Or Industrial Engineering

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

Qualification

Business developmentSales managementTestMeasurementTechnical sales engineeringGNSSInertial sensorsProject managementAnalytical skillsPlanning skillsInterpersonal communicationNegotiation skillsProblem-solving skillsOrganizational skills

Required

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

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

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

Preferred

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

Benefits

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.