A Regional Sales Manager at Thorlabs is an exciting, high-visibility role combining interpersonal communication and relationship-building skills along with technical aptitude and presence. Regional Sales Managers are responsible for developing and maintaining relationships with OEM customers and Key Accounts in the assigned geographic region. A primary focus of this position is new business generation, including lead qualification and solution development across the photonics industry.
Activities include frequent communication with the customer (specifications, pricing, product availability, services, etc.), contract negotiation, and coordination of design and manufacturing resources for custom solutions. Key to this role is close engagement with the various business units and entities across the global Thorlabs organization representing extensive manufacturing capabilities.
Although the position reports into Newton, NJ, from time to time it may be required to undertake duties at other Thorlabs locations.
Essential Job Functionsinclude the following, but are not limited to:- Identify new opportunities and new markets for the Thorlabs OEM team representing Thorlabs catalog of over 22,000 products as well as complete custom solutions and capabilities.
- Qualify and understand OEM customer technical needs (physics/engineering background required, optics/laser expertise preferred) to lead internal team of experts to deliver on OEM customer projects.
- OEM and Key Account Management
- Dedicated point of contact for the customer.
- Ensure that products and services meet or exceed customer expectations.
- Handle all negotiations with OEM customers and Key Accounts.
- Be the customer's advocate within Thorlabs.
- Work with OEM Project Managers, Solutions Engineers, and Sales Coordinators to provide customers with custom solutions from project conception to project end-of-life strategies.
- Provides accurate sales forecasting to Industrial Sales Manager and helps define sales growth strategies for the region and specific target market growth.
- Provides market feedback to R&D and MarCom groups.
- Regular travel to customer facilities, industry trade shows, and Thorlabs locations. 30-50% travel is typical.
- Manage and maintain pipeline and opportunities in CRM.
In addition to the essential functions and duties listed above, all positions are also responsible for:
- Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures.
- Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
The Company retains the right to change or assign other duties to this position.
Physical Activities: This position requires the ability to occasionally lift office products and supplies, up to 25 pounds.
RequirementsQualificationsExperience: - Minimum 3 years of experience in technical sales and/or key account management, preferably with OEM accounts and/or in the photonics industry.
Education: - BS in a Photonics related field (Physics, Engineering, BioPhotonics, etc.) or equivalent experience. Advanced technical degree preferred.
Specialized Knowledge and Skills: - Creative application of sales and business development strategies for lead generation.
- Demonstrated experience in Microsoft Dynamics, CRM, Microsoft Office (Excel, Word, Outlook, PowerPoint) and communication tools.
- Highly organized. Able to plan and coordinate activities within the assigned sales region including planning travel, customer visits, organizing small trade shows, etc.
- Excellent attention to detail.
- Strong communication skills.
- Works well independently or as part of a team.
- Reads, writes, and speaks English fluently.
- Able to perform under tight deadlines and time constraints.
- Demonstrated experience in a customer-centric environment.
Salary range for this position is $112,000 - $155,000 depending on experience
Other: - Travel is expected >50%.
- US citizenship or permanent residence required to work on ITAR projects.
BenefitsThorlabs offers a complete benefits package that includes medical, dental and vision insurance, company paid life insurance, a generous PTO package, a 401(k) plan, and tuition reimbursement just to name a few..
