Regional Sales Manager - EMEIA

Be visionary

Teledyne Technologies Incorporated provides enabling technologies for industrial growth markets that require advanced technology and high reliability. These markets include aerospace and defense, factory automation, air and water quality environmental monitoring, electronics design and development, oceanographic research, deepwater oil and gas exploration and production, medical imaging and pharmaceutical research.

We are looking for individuals who thrive on making an impact and want the excitement of being on a team that wins.

Job Description

Summary

Direct and manage the overall development of Teledyne LABS products in Europe, Middle East, Africa, India (EMEIA) Region. Responsible for achieving orders and sales targets in the region. Lead strategic account relationships, manage portfolio, drive revenue growth and develop new customer partnerships in the region. Working with the direct (UK and Germany) and indirect sales channels, close orders, and ensure timely submission of accurate orders forecasts. The candidate will operate with a sense of ownership and accountability for annual operating sales and orders plan in the region. Selects, develops, and evaluates personnel and channel partners to ensure the efficient operation of the function, and all other duties as assigned.

Position Responsibilities

• Deliver on bookings quarterly targets to support our annual Plan objective.
• Provide timely sales forecasts with +/- 10% accuracy.
• Manage pricing ensuring product profit margins are met.
• Manage overheads within budget.
• Manage and recruit a high performing team to ensure achievement of profitable growth in the region.
• Develop and maintain strategic long-term relationships with key accounts.
• Assist in the development of business cases and implementation of direct sales in viable markets.
• Evaluate channel partners and ensure we have appropriate coverage in the region.
• Monitor contract compliance, statements of work, and follow process for non-conformance.
• Monitor, manage and measure new opportunities through the sales funnel process.
• Lead in the negotiation process and close new and renewal business.
• Schedule and coordinate quarterly business reviews, manage established performance metrics, and scorecard reports with key customer accounts and internal cross-functional team meetings.
• Assist in the preparation and delivery of business/technical/capability presentations.
• Work with Product Management promote novel content and capabilities with customers through development of product positioning, value propositions, and key messaging.
• Drive a culture of teamwork and cross-selling across all teams.
• Manage customer relationships through effective communication and understanding of customer needs.
• With direct and indirect teams, coordinate workshops and site visits targeting new customers.
• Analyze market trends, customer requirements, and competitive strategy, identifying opportunities for growth through product positioning and differentiation.
• Provide Voice of Customer support to product development with market/competitive analysis and product strategy to ensure a clear and differentiated portfolio of products and services.
• Collaborate with direct and indirect channels and develop strategies for reaching sales targets.
• Perform weekly/monthly sales funnel reviews.
• Provide input to Business Development of any potential acquisition targets that expand our product portfolio.
• Daily availability to include evenings and weekends when necessary to reach goals and deadlines.

Qualifications

Education Bachelor's degree from four-year college or university with a concentration in the Sciences. Post gradutate degree a plus.

Language Skills: Ability to read, analyze and interpret complex data, various reports, correspondence, business documents, technical procedures and government regulations in English and German.

Computer Skills: To perform this job successfully, an individual should be proficient in Excel & PowerPoint and have a general knowledge of other Microsoft Office products and ERP/MRP/CRM software. Knowledge of Salesforce.com preferred.

Other Qualifications

• Physically located within Mainland Europe, Germany preferred. Country needs to have a Teledyne entity present.
• Multi-lingual skills outside of English and German a plus.
• Ability to communicate timely and effectively with all internal and external stakeholders.
• Ability to access or obtain Visa to US.
• Ability to travel (domestically/internationally) approximately 75%.

Experience

• Five to seven years managing indirect channel partners in the analytical instrumentation space to achieve financial results.
• Five to seven years managing direct sales teams remotely in the analytical instrumentation space to achieve financial results.
• Track record of success of evaluating and recruiting indirect and direct sales channels in the region.

Teledyne and all of our employees are committed to conducting business with the highest ethical standards. We require all employees to comply with all applicable laws, regulations, rules and regulatory orders. Our reputation for honesty, integrity and high ethics is as important to us as our reputation for making innovative sensing solutions.