Regional Sales Manager

This job will provide you with an opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test, measurement and data analytics industry. You will be a strong contributor collaborating closely with colleagues from various business functions. At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it’s how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success. As a Regional Sales Manager at MicroStrain you will be responsible for leading all sales and business development activities within a defined territory. As the sales manager for the territory, you will be accountable for meeting or exceeding sales targets, managing and growing business at key accounts, and working with business development to identify and engage new customers in the territory by developing relationships at all levels of existing and new customer organizations, including: supply chain, program management and engineering. The Regional Sales Manager will have a detailed understanding of MicroStrain products and applications and be able to determine which products are most appropriate for the customer application and sell based on value to the customer. You will develop a strong understanding of current and future market needs and provide input to our future product roadmap. The Regional Sales Manager will report to the MicroStrain Sales Manager based in Williston Vermont and will ideally be located in the SanFrancisco/San Jose area with 30 to 40% travel to customer locations in the western USA. MicroStrain is a subsidiary of HBK located near Burlington, Vermont USA. We are consistently voted one of the best places to work in the state and have a long history of developing cutting edge products used to solve difficult engineering problems. You will enjoy the experience of working in small company atmosphere while providing the benefits of a large corporation. Primary Responsibilities Develop a detailed annual operating plan (AOP) and five-year sales and business development plan with strategy to identify and engage new customers and maintain and grow existing key accounts in key market segments. Execute annual operating plan driving growth to meet five-year plan. Develop a deep understanding of our existing solutions, technologies, and products; and the value proposition we offer. Understand business potential and demographics in the territory and develop a detailed understanding of markets, applications, existing and potential target customers; and competitors’ activities. Develop list of target new customers and engage. Develop strategy to keep and grow sales at key accounts. Consistent use of CRM to manage the sales funnel, track leads and develop opportunity pipeline. Ensure timely internal and external follow up to ensure that customer needs are met. Prepare monthly activity summary for review with sales manager. Manage representatives (if applicable) to ensure that reps are meeting expectations for lead follow up, tracking and reporting. Ensure reps are adequately trained and receive new product information and other relevant information in a timely manner. Develop time-in-territory plan at least three months in advance of travel, to ensure that representatives and customers have advance warning and to plan economical travel. Provide customer feedback to business development, product management and engineering for use in NPI process. Required Skills and Experience Bachelor’s degree in engineering or related field 5 years in business development, sales management, or senior sales engineering positions in relevant industries, with direct customer engagement resulting in substantial year over year growth. Experience in agricultural, off-highway, unmanned systems, and robotics markets Experience with GNSS and inertial sensors highly preferred Proven track record of identification, evaluation, and commercialization of new business opportunities Must have a valid driver’s license & the ability to operate a motor vehicle. Travel, up to 30-40%. Solid knowledge of MS Office suite tools. Personal skills Entrepreneurial, innovative, and customer-oriented mindset Ability to manage many projects simultaneously with strong leadership, project management, organizational and planning skills. Excellent teamwork, interpersonal communication, negotiation, influencing, analytical, planning, and problem-solving skills. Excellent grasp of technical concepts and new technology Higher level of probing and listening skills / value proposition development Live the HBK Values – Be True, Own It, Aim High One Company – HBK MicroStrain is a leading developer of inertial sensors and wireless instrumentation systems based just outside Burlington Vermont. For over 35 years MicroStrain sensors have been used in many applications, including mobile robotics and precision agriculture. As of September 19, 2023, MicroStrain was integrated into Hottinger Bruel & Kjaer (HBK), a long-established brand in sensing systems. On 1st of January 2019, Brüel & Kjær and HBM merged their activities into a new company called HBK (Hottinger, Brüel & Kjær). With more than 3,000 employees worldwide and production facilities in Denmark, Germany, the UK, the USA, China and Portugal and presence in 80 countries, HBK becomes a leading global powerhouse. Both companies currently operate within the Test and Measurement segment of Spectris, the productivity-enhancing instrumentation and controls company. Search open positions that match your skills and interest. We look for passionate, curious, creative and solution-driven team players We invite you to share your details with us today! We will be in touch to discuss potential opportunities with you. One Company – HBK Hottinger Brüel & Kjaer (HBK) is a global leader in the fields of sensors, data acquisition, analytics and collaboration for various R&D, production and in-operation applications. Until the end of July 2020, the companies were known as Hottinger Baldwin Messtechnik GmbH (HBM) and Brüel & Kjær Sound & Vibration Measurement A/S respectively. HBK is a subsidiary of Spectris plc and employs around 3000 people worldwide. Our product eco system covers all layers from sensors, electronics, to software and collaboration. Our customers range from end users of the entire tool chain focusing on analytics and results in virtual testing, physical testing, and monitoring, to our OEM and system integrator partners and customers integrating our products into their own offering and solution. The product portfolio is as versatile and varied as our customer base covering many industries. We have engineering and production facilities in Germany, Denmark, UK, Portugal, USA and China and are represented in over 80 countries worldwide. We are proud to be one of the top three suppliers worldwide in our market segments served, thanks to our high-quality products and the commitment of our employees.