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Regional Sales Manager T&M - North Germany and Nordic countries

Location: 

Aachen, DE

JOB SUMMARY

The Regional Sales Manger will be responsible for promoting and increasing the distributed sales revenues of T&M (Test & Measurement) Products, in the Norther Germany, Sweden, Norway, Finland Denmark and Baltic countries. These revenues are dominated by distributed sales channels that require active management. The Regional Sales Manager will lead the business in this geography and coordinate activities and development of Existing and new Channel Partners on an ongoing basis. The Regional Sales Manager is expected to identify gaps in sales coverage and seek out new distributors and make necessary changes in the sales channel. The Regional Sales Manager will report to the Sales Manager EMEA. The job requires up to 60% travel to destinations across these countries, occasionally to other European Countries and to North America. Timing of this appointment is critical to the effective implementation of our Channel Partner Strategy.

 

For this role we prefer someone who is based within the territory in his home office. 

 

JOB RESPONSIBILITIES

 

  1. Demonstrate autonomy in working away from the main office, be self motivated to seek out, develop and close direct business where appropriate.

  2. Utilize CRM Software for Account Management.

  3. Review distributor strengths and fit to TSI business models and markets using TSI Alliance Program

  4. Provide ongoing, quantitative evaluations of CP added value to TSI Sales Operations

  5. Manage distributors for sales growth and increase in market penetration

  6. Evaluate need for new distributors using gap analysis and identify and assess candidate organizations

  7. Provide effective link from distributor to other TSI functions like Service and Calibration.

  8. Gain understanding of customer and potential customer business and technical requirements and help conceptualize them into successful sales plans.

  9. Assist Marketing Communications and Business Managers to establish effective plans and budgets.

  10. When required contribute to the creation of all field materials including brochures, data sheets, and other marketing collateral.

  11. Work closely with product marketing to ensure the effective delivery of sales tools to the field organization.

  12. Completes other assignments and special projects as requested.

 

JOB REQUIREMENTS

 

  1. Education:
  • Required
  • Relevant Technical Degree or equivalent.
  • Desired
  • M.B.A

 

  1. Experience:
  • A minimum of 3 – 5 years of direct field marketing or sales experience.
  • 2-3 years Channel Partner Management experience.
  • Defining, planning, executing, and evaluating successful distributor review and motivation.

 

  1. Core Competencies:
  • Fluent German language knowledge in writing and speaking.
  • Good understanding of local business habits.
  • Transactional selling skills including the ability to identify end user key user requirements to validate distribution feedback.
  • Working knowledge of customer relationship management (CRM) software for managing prospects and for generating leads.
  • An understanding of sales and lead management processes.
  • Strong commercial management and influencing skills.
  • Proven ability to work in a cross-functional team environment.
  • Demonstrated ability to execute on multiple projects in a results-oriented work environment.
  • Skilled in making presentations to audiences of different participants and size (potential channel partners, sales staff, technical staff and non-technical professionals).
  • Demonstrates high energy level and a passion for their work and have the desire to win.
  • Excellent written skills.
  • Strong working knowledge of MS office applications.

TSI provides trusted measurement, application guidance, and data analytics solutions that enable our global customers to make informed decisions.  We are creating a better world by helping protect people, products and the environment, as well as by optimizing research and industrial processes.


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