Regional Sales Manager Security

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

Job Summary:

Responsible for the sales of FLIR Security related products in the designated territory. Manages a distributor and systems integrator client portfolio and supports them to further grow the sales in the Security market.

Primary Duties & Responsibilities

• Meet and exceed the assigned booking goals for the territory.
• Territory to be covered is in the region of Europe, ideally based in Germany. However, the territory can be adapted later, depending on the organization of the sales department.
• Development of the Security market and the Consultants/Distribution/Integrator network. Evaluate and appoint new distribution channels/integrators as required. Motivating and working with the partners to drive demand.
• Qualify new distribution/integration channels in depth by evaluation of the candidates through extensive market research, including contact via telephone, mail, personal contact, on-site visits, trade shows etc.
• Develop and manage good relationships with Consultants, System Integrators and Distributors within the territory.
• Support Consultants, System Integrators and Distributors, propose and implement improvements in working methods.
• Make timely visits to current Consultants, System Integrators and Distributors and End Users prospects for continuous evaluation of the companies.
• Set up and agree sales goals and objectives with Consultants, System Integrators and Distributors. Request sales forecasts from them in an effective and timely manner. Continued follow-up of prospects and weekly reporting (forecast) is required.
• In cooperation with channels plan and execute local sales activities, support Consultants, System Integrators and Distributors on local tradeshows, plan and execute seminars for key customers, conduct product demonstrations.
• Providing daily updates to FLIR’s CRM system once it is implemented into the FLIR Security department.
• On a general level provide distributors and system integrators with support in technical and system architecture questions related to FLIR products.
• Product responsibility for all products sold into the Security market.
• Assume responsibility for demo-equipment and monitor the condition of all equipment assigned for demonstration purposes. Quarterly certification of demo unit condition is required.
• With support from FLIR Contracts department, arrange representation contracts with all distributors in territory and continuously review and update them. Propose to cancel existing cooperation agreements when necessary due to poor performance or other relevant reasons.
• Carry out in a timely fashion, specific related projects and tasks as assigned by supervisor. Perform other job-related duties as required.
• Required to travel approximately 75% of the time, providing regular visits to distributors, systems integrators, consultants, end-users, and trade shows.

Job Qualifications

Knowledge & Skills

• A minimum of 5 years’ experience in selling high technology capital equipment, preferably in the Security, CCTV and IT market.
• University degree in a technical discipline, Engineering, Computer Science, or Physics is preferred. A technical education and/or experience with TCP/IP networks or with technology related to surveillance sensors will be important.
• Fluent in German, English. Speaking other languages, such as Dutch, Polish, Russian will be an advantage.
• Ability to combine a high degree of technical knowledge with good sales and communication skills.
• Talented in writing proposals, giving presentations on company products and services, performing system demonstrations, forecasting, and closing transactions.
• Ability to identify, qualify and capture long term business.
• Computer literacy, to include experience with Microsoft Windows and Microsoft Office software packages

Core Competencies

• International Communication Skills
• Negotiation Skills
• Commercial/Business Acumen
• Inter-Personal Relationship Skills
• Sales & Presentation Skills
• Strategizing Skills

Nature & Scope

The position is supported by Teledyne FLIR Commercial Solutions with a direct report to Security Sales Director Europe, Africa & Turkey.

This job description describes the principal purpose and main elements of the job. It is a guide to the nature and main duties of the job as they exist currently, but it is not intended as a wholly comprehensive or permanent schedule and is not part of the contract of employment.

Teledyne FLIR and all 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.

This position requires access to export-controlled information or items (i.e. regulated technology or technical data per ITAR/EAR US regulations). Applicants must be eligible to apply for and obtain the appropriate export control license from the U.S. Departments of State or Commerce.

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.

Teledyne is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other characteristic or non-merit based factor made unlawful by federal, state, or local laws.