This role serves as a hybrid Sales Manager supporting both the Atlas and STC (TEST) business units, with a primary focus on driving growth, improving sales coverage, and leveraging cross‑selling opportunities within a shared customer base. The position provides critical sales bandwidth by managing customer enquiries, developing the territory, and supporting replacement and expansion sales within STC’s large installed base—relieving current reliance on reactive service resources and direct involvement from the Sales Director. In parallel, the role supports Atlas by helping manage multiple regional representatives in Germany and providing additional capacity to meet growth targets and support the transition from indirect to direct sales models in select markets.
Position Responsibilities:
- Lead direct technical sales for STC (TEST) and Atlas products, including effective management of distributors and regional sales partners.
- Achieve the assigned territory contribution to the Worldwide Sales Budget for both business units.
- Drive lead generation activities and convert opportunities into sustainable revenue growth.Build, develop, and maintain long‑term customer relationships, positioning the company as a trusted technical and commercial partner.
- Effectively position product solutions by demonstrating value and fit to customer needs using value‑based selling and dollarization techniques.Manage and negotiate tender and contract terms in alignment with business objectives.
- Provide pre‑sales application support, including technical consultation and preparation of quotations.
- Support after‑sales activities, including customer training and coordination with service teams to ensure successful implementation and satisfaction.
- Deliver customer presentations and actively support roadshows, exhibitions, and trade events.Provide accurate weekly sales reporting and forecasting to support business planning.Maintain complete and up‑to‑date CRM records, including customer interactions, opportunities, and pipeline activity.
- Collaborate with marketing by supporting campaigns and providing Voice of the Customer (VOC) feedback.
- Monitor and analyze market and competitive intelligence, including trends, customer expectations, and competitive activity, and share relevant insights internally.
- Work closely with Product Managers to support strategic initiatives, including the development of new products, services, and enhancements.
Requirements:
- Minimum 3 years of experience in sales, service, or application engineering within the process control, testing, instrumentation, or related industrial technology environment; or an equivalent combination of education and experience.
- Proven experience in technical or consultative sales, including managing customer enquiries and supporting complex, solution‑based sales cycles.
- Demonstrated ability to achieve or exceed sales targets within an assigned territory.Experience working with or managing distributors, sales representatives, or channel partners.
- Strong capability to build and maintain long‑term customer relationships across multiple stakeholder levels.
- Ability to effectively position products and solutions using value‑based selling and dollarization techniques.
- Experience supporting tender processes, contract negotiations, and pricing discussions.Solid understanding of pre‑sales application support, including technical consultation and quotation preparation.
- Willingness and ability to support after‑sales activities, including customer training and coordination with service teams.Strong communication and presentation skills, with experience delivering customer presentations, roadshows, or exhibition support.
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Willingness to travel within the assigned territory as required.