Director of Sales – Industrial and Scientific OEM Europe, Middle East and Africa (EMEA)

Director of Sales – Industrial and Scientific OEM Europe, Middle East and Africa (EMEA)

Position Name: Director of Sales – Industrial and Scientific OEM Europe, Middle East and Africa (EMEA)
Reports to: Vice President Worldwide Sales
Division or Department: Sales
Location: Based in Europe, preferably in Germany or the UK

About Lumemera

Lumenera designs, manufactures, and markets high performance digital cameras and custom imaging solutions for industrial and scientific applications. From ensuring consumer electronics are manufactured without flaws to early cancer diagnosis, Lumenera cameras are used in countless imaging solutions around the world where high performance is critical.

Recognized as one of the National Capital Region’s Top 25 Employers, we value the contribution of each member of our team and maintain a positive and rewarding working environment that reflects this.

Lumenera is proud to have been recognized by OCRI for ‘Technology Company of the Year,’ by the Ottawa Business Journal for ‘Fastest Growing Company,’ by Frost and Sullivan for ‘Entrepreneurial Company of the Year,’ and by the Greater Ottawa Chamber of Commerce with an award for ‘Exporter of the Year.’ To learn more, please visit the News & Events area of our website at www.lumenera.com.

Lumenera is a wholly-owned subsidiary of Roper Industries Inc. [NYSE – ROP], a diversified industrial company that produces engineered products for niche markets. We leverage Roper and its affiliates to expand our reach with access to their global supply chain.

Position Description

Are you ready to make a difference in the world of digital imaging?

Lumenera needs an enthusiastic, highly motivated and experienced Sales person to join our team to help us grow our industrial and scientific OEM business within EMEA. The focus will be on managing a portfolio of existing customers, developing new business with these clients and hunting for new customers.

You have practical experience implementing successful and results driven sales strategy, are known as a “hunter”, and are able to work with a minimum of supervisory direction. You also have knowledge of the camera marketplaces that we serve.

We have high expectations but offer room for personal and professional growth within our fast paced company.

The Director of Sales contributes to Lumenera’s Sales organization by:

  • Acting as the main point of contact for any and all matters specific to your customers
  • Nurturing and expanding the existing OEM business by building and managing long-lasting customer relationships to ensure ongoing satisfaction, scheduling of orders, and opportunity for new project business
  • Identifying and cultivating new OEM business, with a heavy emphasis on “hunting” for new business opportunities
  • Representing Lumenera at trade shows to promote the company and our products
  • Developing and maintaining the sales forecasts, submitting to the VP of Sales weekly
  • Regularly maintaining customer and lead records in our CRM database (Salesforce.com)
  • Keeping current on local market conditions, competitor operations, and other significant factors that would be an opportunity or threat for our business
  • Working closely with the VP of Sales to develop effective short and long term strategies to profitably grow the OEM business, including:
    • New product development opportunities with OEM customers
    • Research into existing and new markets
    • Research into the local competitive landscape
    • Execute regional development plans to reach specified growth targets and objectives
  • Liaising between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs
  • Establishing and maintaining a high level of quality and professional service to customers, escalating issues as required
  • The majority of your time will be dedicated to outbound hunting via telephone, email, trade shows, and customer site visits to develop new opportunities, and a smaller portion of your time will be spent qualifying and converting new business from inbound leads

Position Requirements

  • Minimum of five (5) years of commercial sales experience, including three (3) years of major accounts sales of industrial and scientific cameras or related products
  • Proven sales ability with high-level corporate contacts as well as experience selling technology solutions to large accounts
  • The ability to forecast and assess revenue opportunities, alongside demonstrated success in driving and meeting revenue targets
  • Proven track record as a “hunter”: new account identification, development and closure
  • Excellent presentation and negotiation skills. Must build confidence with decision makers
  • Position will require a good grasp of technical camera and related-applications knowledge
  • BSc. or equivalent; engineering/technical discipline
  • Excellent written and verbal communication skills
  • Proficient in Microsoft Office: Word, Excel, etc.
  • Entrepreneurial attitude, leadership ability to contribute and execute on business plans
  • Team oriented. Excellent interpersonal skills. Must work cooperatively with others
  • Travel: Mostly within Europe, occasionally to Middle East, and twice a year to our head office in Canada (approximately 25-35%)
  • Experience using a CRM database

Working Conditions

  • Travel will be required as described above. You must possess a valid passport and driver’s license
  • You must be willing to set-up and maintain a home-based office

Compensation and Benefits

Lumenera offers competitive salaries that are commensurate with experience. For this position, it will be comprised of a base salary and commission program.

We are pleased to offer our employees a benefits program that follows the standard offerings in their country of residence.

All valid and approved business related expenses will be reimbursed to the employee.

 

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