Regional Sales Manager Position Available In Madison, Alabama

Job Description:

Abaco Systems is a global leader in modular, high performance,open architecture, standards-based rugged embedded computing forthe most demanding applications in defense and industry. Ourproducts and solutions are found in high-profile military/aerospacesea, land and air programs, plus commercial and industrialorganizations in which rugged reliability is mission-critical. Interested in learning more about this job Scroll down and find outwhat skills, experience and educational qualifications areneeded.

Job description:

As a Regional Sales Manager, you will strategize and execute plansto meet and surpass Abaco’s growth targets. Your foremost duty willbe to proactively seek out and cultivate new businessopportunities. This involves leveraging existing accounts forincremental growth while actively hunting for and nurturingrelationships with new customers in the United States. You willutilize your knowledge and experience within the Aerospace &Defense market sectors to drive sales and growth across a diverselandscape in line with Abaco’s revenue and profit growthstrategies. You have will experience capitalizing on thesecond-source opportunities to displace incumbent competitors;seizing on sales opportunities and increasing our market presenceand market share. The RSM will have existing relationships with keyindustry Primes and will aggressively work to develop new pipelineopportunities within the industry segments in which we operate. TheRSM will demonstrate excellent commercial and technical salesskills and be proficient with strategic sales and businessdevelopment methodologies, including engagement with relevantstakeholders up to the C level.

Essential Duties and Responsibilities:

• Develop new accounts and expand existing relationships for allproducts in the Abaco embedded product portfolio.
• Partner with the Divisional Vice President of Sales to developsales strategies that capture Abaco business from key customers toleveraging Abaco’s commercial open architecture computing andrugged embedded electronic systems to meet targeted growthobjectives through share gain or New Product developmentinitiatives.
• Work collaboratively with Sales peers, Business Development andProduct Management groups to identify target accounts and programsto pursue for new military and aerospace business.
• Cultivate connections with key strategic customers; fosteringstrong partnerships that drive sustained sales.
• Effectively communicate the features and benefits of Abacoproducts to prospective customers and sell on value anddifferentiation.
• Work collaboratively with external customers and internaldepartments such as engineering and product management to shape aproduct development roadmap that is highly attuned to customerneeds; ensuring a competitive edge and bolstering market share.
• Work closely with customers in the qualification and solutiongeneration stage of program development with the objective of beingpart of the customer’s specification and subsequent request forquotation.
• Capture customer requirements and qualify opportunities tobuild business.
• Drive new Design Wins to ensure long-term revenue growth forAbaco in the Military/Aerospace, Commercial and Industrialsegments.
• Work closely with and provide direction for Inside SalesRepresentatives and channel partner team members.
• Maintain a detailed CRM database to help the executive teammake data driven decisions by logging all calls, emails, andmeeting notes, tracking down closed/loss reasons, developingstrategies to minimize lost opportunities, and sharing bestpractices with the executive team and peers.
• Provide input and participate in selected tradeshows,technology days and industry events.

Education and Experience:

• Bachelor’s degree in Engineering or significant experience intechnical sales
• 8-10 years of experience in a technical sales and/or businessdevelopment focused on the sale of complex components into majorcontractors.
• Minimum 5 years’ experience selling through contract award,high value embedded solutions or equivalent technologies, intoaerospace and defense, industrial and/or commercialapplications.

Qualifications:

• Technical knowledge of Embedded Computing market andtechnologies, including SBC’s, DSP, RF, Switches, Multi-processors,I/O, Video/Graphics, Avionics, High Performance Embedded Solutions& Systems.
• Knowledge of COTS technologies including VME, VPX, CPCI, PMC,XMC, switched fabrics and real-time Operating Systems.
• Working knowledge of typical embedded military applicationssuch as radar, sonar, C4ISR, mission computing, targeting/tracking,electronic warfare, communications, and EO/IR.
• Understanding of developing rugged military systems with ademonstrated history of selling complex hardware/software andsystems
• Must be adept at technically presenting the capabilities of allproducts to an engineering audience.
• Proven track record of meeting or exceeding annual revenue andsales targets with the ability to influence, cultivate and securenew business with customers.
• Experience working with channel partners.
• Ability to work as a member of a cross-functional,multi-disciplinary integrated account and opportunity capture teamwithin a matrixed organization.
• Possession of excellent analytical and problem solvingskills.
• Excellent communications skills (both verbal and written),influential and collaborative skills.
• Action oriented self-starter
• takes responsibility fordecisions, actions & results.
• Strong ability to thrive under pressure, manage multiple tasksand meet deadlines.
• Knowledge of Salesforce or other similar CRM tools.

Abaco Systems is a global leader in modular, high performance, openarchitecture, standards-based rugged embedded computing for themost demanding applications in defense and industry. Our productsand solutions are found in high-profile military/aerospace sea,land and air programs, plus commercial and industrial organizationsin which rugged reliability is mission critical. Abaco is a Department of Defense (DoD) supplier and as suchemployees may work with or be exposed to export controlledinformation and/or information that has been designated asclassified information. This information may only be seen orhandled by US citizens or qualified permanent residents or thosewith proper clearances.