Regional Sales Manager & Key Accounts North America
Photonis Sas, Green Bay, WI, United States
Regional Sales Manager & Key Accounts North America
Defense - Northeast region
Business Unit: Advanced Imaging Reports to: VP of Sales Missions
Grow the EXOSENS Advanced Imaging revenue and market share on the assigned geographies and customer base through Pre and Post sales activities in compliance with the company’s procedures, policies, strategies, objectives, and target segments. Contribute to the company’s collective intelligence by regular and detailed reporting on market trends, channel partners’ activities and results when applicable, competitive positioning, customer current and future demand, and new business opportunities. Job Responsibilities
As a Regional Sales Manager (RSM) Defense Northeast USA, you will play a critical role in driving sales growth and fostering key customer relationships in the defense segment and related sub-segments, with a focus on designated states in the USA. Operating remotely, physically appropriately located, you will be responsible for managing and expanding our key accounts base while representing EXOSENS – Advanced Imaging as a trusted partner and leader in the industry. Your proactive approach, combined with your dedication to customer satisfaction, will contribute to our continued success as a challenger in the market. Direct Sales Management of Major customers (Tier 1’s and strategic 2’s) as defined by the company’s strategy Identify major and potential high revenue contributors Establish a sales plan driving penetration, design-in process, market share expansion, and revenue growth at the major customers Execute on the plan. Monitor and report the results Develop and maintain strong relationships with key accounts in the defense segments, understanding their business needs and requirements to deliver solutions and support. Ensure completion of demand creation and opportunities closure actions Expand the EXOSENS – Advanced Imaging footprint in the major customer base to increase design activity and grow revenue Report on progress and results Serve as the primary point of contact for key accounts, addressing inquiries, resolving issues, and ensuring high level of customer satisfaction throughout the sales process. Cross-Functional Collaboration: Collaborate closely with sales, marketing, internal sales support and technical support teams, to ensure alignment and coordination in meeting customer needs and achieving business goals. Performance Tracking: Monitor sales performance, track key metrics, and prepare regular reports and forecasts for management review. Develop a partner strategy leveraging third-party ecosystem suppliers (optics, lighting…). Use of the ERP database to create and track opportunities, create quotes and sales forecasts Maintenance of the CRM marketing data Reporting on improvements to the ISO quality management system. Desired Competencies
Master’s degree in electrical engineering or similar, with experience in Strategic Sales, business development in major multinationals or key accounts sales management Experience in selling or supporting vision systems or imaging sensors in the defense industry in the USA Track record of defining and executing a high-tech product sales strategy and revenue growth at large accounts Strong ability to close deals Good understanding of systems and platforms using vision systems across multiple applications in the defense industry Infrared and/or night vision sensing and imaging technologies are a significant plus Good communication skills and the ability to translate customers’ feedback and requirements into a system or component description Structured, organized, process-oriented Fluency in English is a must
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Business Unit: Advanced Imaging Reports to: VP of Sales Missions
Grow the EXOSENS Advanced Imaging revenue and market share on the assigned geographies and customer base through Pre and Post sales activities in compliance with the company’s procedures, policies, strategies, objectives, and target segments. Contribute to the company’s collective intelligence by regular and detailed reporting on market trends, channel partners’ activities and results when applicable, competitive positioning, customer current and future demand, and new business opportunities. Job Responsibilities
As a Regional Sales Manager (RSM) Defense Northeast USA, you will play a critical role in driving sales growth and fostering key customer relationships in the defense segment and related sub-segments, with a focus on designated states in the USA. Operating remotely, physically appropriately located, you will be responsible for managing and expanding our key accounts base while representing EXOSENS – Advanced Imaging as a trusted partner and leader in the industry. Your proactive approach, combined with your dedication to customer satisfaction, will contribute to our continued success as a challenger in the market. Direct Sales Management of Major customers (Tier 1’s and strategic 2’s) as defined by the company’s strategy Identify major and potential high revenue contributors Establish a sales plan driving penetration, design-in process, market share expansion, and revenue growth at the major customers Execute on the plan. Monitor and report the results Develop and maintain strong relationships with key accounts in the defense segments, understanding their business needs and requirements to deliver solutions and support. Ensure completion of demand creation and opportunities closure actions Expand the EXOSENS – Advanced Imaging footprint in the major customer base to increase design activity and grow revenue Report on progress and results Serve as the primary point of contact for key accounts, addressing inquiries, resolving issues, and ensuring high level of customer satisfaction throughout the sales process. Cross-Functional Collaboration: Collaborate closely with sales, marketing, internal sales support and technical support teams, to ensure alignment and coordination in meeting customer needs and achieving business goals. Performance Tracking: Monitor sales performance, track key metrics, and prepare regular reports and forecasts for management review. Develop a partner strategy leveraging third-party ecosystem suppliers (optics, lighting…). Use of the ERP database to create and track opportunities, create quotes and sales forecasts Maintenance of the CRM marketing data Reporting on improvements to the ISO quality management system. Desired Competencies
Master’s degree in electrical engineering or similar, with experience in Strategic Sales, business development in major multinationals or key accounts sales management Experience in selling or supporting vision systems or imaging sensors in the defense industry in the USA Track record of defining and executing a high-tech product sales strategy and revenue growth at large accounts Strong ability to close deals Good understanding of systems and platforms using vision systems across multiple applications in the defense industry Infrared and/or night vision sensing and imaging technologies are a significant plus Good communication skills and the ability to translate customers’ feedback and requirements into a system or component description Structured, organized, process-oriented Fluency in English is a must
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