Job Description

 

AFL, a rapidly growing fiber optics company headquartered in South Carolina, has an opening for an EMEA Sales Manager for the Noyes Test and Inspection Division located in Lowell, MA.  Position location TBD but can be anywhere within the EU.

The EMEA (Europe, Middle East, Africa) Sales Manager will lead a team of RSMs (Regional Sales Managers) and FPS (Field Product Specialists) that is responsible for maximizing sales of all AFL Noyes Fiber Optic Test and Inspection Equipment products and services for the region. Develop and execute an annual sales strategy for responsible regions, define and implement the sales action plan for targeted customers in order to drive and significantly increase sales revenues and to grow AFLs test equipment market penetration.  Manage local RSMS, existing distributors, manufacturers representatives to build relationships with key targeted accounts.  Break into new customer accounts through a direct sales approach and the management of the partner channel relationship.  Candidate would be responsible for creating push in demand which should be realized as sales through established and new representatives and distributors. Develop growth plan into un-served markets or countrys within region of responsibility to help grow revenues.  The EMEA Sales Manager will work in conjunction with division groups (Field Product Specialists, Application Engineers, Sales Service Representatives, and Product Line Managers) to help develop product concepts that meet or exceed our customers needs.




Skills/Requirements

 

Qualifications

BS in Electrical Engineering or similar Engineering capacity
MBA is highly desired

Requirements:

10+ years of sales experience

Experience managing distributor and rep network

Experience selling complex test and measurement equipment

Must be fluent in verbal and written English, Fluency in French, German or Dutch is also highly desirable

Strong command of Microsoft Excel

Strong presentation skills

Desired Experience:

Telecommunications

Fiber Optic Test Equipment experience and sales

Use of CRM tools

Travel 35-50% throughout territory

 

Responsibilities include, but are not limited to:

1.      Leadership and Management: Provide leadership, management and support to our established sales channels (agents, distributors, etc.). 

2.      Growth Strategies Develop and execute account strategies to deliver revenue growth and new business development opportunities. This would include customer relationships and alliances, and new product support. 

3.      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 opportunity appraisals, and business development opportunities. 

4.      Customer: Ensure that customer needs are identified and supported and that customer performance targets are set and performance measured. 

5.      Customer Monitor and communicate account payment performance and assist in resolution of any outstanding issues. Assist the AFL organization through proactive control and reduction of DSO performance.

6.      Quality: Work with Customer Service, PLMs and Operations to ensure each customers expectations are met.

7.      EHS: Manage and maintain a safe working environment in the home office and traveling by following AFL EHS policies.

 The successful candidate will operate out of a major region in the EMEA Region, and must be available for extensive travel throughout the region.



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