Regional Sales Manager

Role Overview

The Regional Sales Manager will strategize, execute, and steer sales initiatives within a specified territory. Acting as the strategic account lead for major, intricate clients and designated sales channels, this role focuses on marketing solution-based products. The manager will craft annual sales tactics and plans, aiming to broaden AFL's footprint in the test equipment market.

Key Responsibilities

• Manage sales activities for named strategic accounts in the region.
• Continuously refine account plans aligned with AFL's goals to enhance market presence, standardize products/programs, and uncover fresh opportunities.
• Lead and support sales partners such as agents and distributors.
• Shape growth strategies for new business acquisition and distribution, fostering strong client relationships and alliances.
• Identify and meet client needs, setting and tracking performance benchmarks.
• Coordinate cross-functional teams including Customer Service, Product Lifecycle Management, and Operations to fulfill customer expectations.
• Engage necessary internal resources like sales support and service teams to support accounts.
• Collaborate with senior company leaders to align with customers.
• Ensure adherence to AFL's Environmental, Health, and Safety policies during office work and travel.
• Oversee sales in territories including Austria, Finland, Germany, Denmark, Norway, Poland, Sweden, and Switzerland.

Required Qualifications

• At least 5 years in B2B strategic sales.
• Experience managing complex sales cycles.
• Familiarity with Broadband and Datacenter sectors in DACH and neighboring regions.
• Track record selling to Telecom Operators and contractors.
• Proven distributor and partner network management skills.
• Knowledge selling complex test and measurement hardware.
• Excellent presentation and Microsoft Office skills.
• Language proficiency of minimum B2 level in English and German.

Preferred Qualifications

• Background in optical networking or telecommunications technology and products.
• Experience navigating matrix organizations and global business settings.
• Fiber Optic Test Equipment expertise.
• Familiarity with Salesforce or similar CRM platforms.
• Strong project management capabilities.

Working Conditions

• Primarily office-based work.
• Over 60% travel across the sales territory.
• Willingness to work extended hours occasionally to support global operations.