Overview
Title: Regional Sales Manager (Data Centre)
Reports to: EMEA Sales Director
Employment type: Permanent - Remote based with 60-70% travel Nationwide
About Us: Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is a leader in the industry with a community of technical and marketing minds driven by a mission to engineer the future and safeguard the planet. This role involves leading Data Centre sales efforts within a defined territory and driving strategies to achieve personal and group sales goals for Armstrong's Data Centre solutions portfolio, including factory-assembled packaged systems, Design Envelope technology, modular redundancy architectures, advanced controls, and high-efficiency thermal management systems designed for uptime, scalability, and sustainability for mission-critical facilities. You will strive to exceed customer expectations and foster satisfaction through the responsibilities below.
What you'll do include driving strategies and achieving sales goals for Armstrong's Data Centre solutions portfolio, and partnering with customers, engineers, and stakeholders to deliver value.
Key Responsibilities
- Sales Performance
- Surpass Booking and Shipment Targets: Consistently exceed assigned bookings and shipment targets within the designated territory focused on Data Centre operators, developers, and engineering partners.
- Manage Accounts
- Directly oversee assigned accounts, ensuring proactive engagement and customer satisfaction across hyperscale, colocation, and enterprise data centre segments.
- Prepare Proposals and Quotations
- Create detailed proposals and quotations in line with the Armstrong sales process, using available tools.
- Expand Customer Base
- Build and grow the direct customer base by nurturing relationships with key customers, contractors, consulting engineers, and digital infrastructure stakeholders, while identifying new market opportunities.
- Brand Loyalty Enhancement
- Orchestrate sales and marketing campaigns that boost sales figures and enhance brand recognition and loyalty within the mission-critical infrastructure market.
- Channel of Sale
- Define and operate within the appropriate sales channel (wholesale, representative, direct, or combination) to optimise market reach and effectiveness.
Customer Relationship Management
- Build and Maintain Client Relationships: Develop and sustain strong relationships with clients and become the Basis of Design (BoD) by engaging consulting engineers early in the design process.
- Understand Customer Needs: Gain a deep understanding of customer needs and challenges to offer tailored solutions for uptime, redundancy, and energy efficiency.
- Deliver Post-Sale Support: Provide exceptional post-sale support to resolve issues and ensure high levels of customer satisfaction.
- Record Keeping: Maintain comprehensive customer and competitor records and participate in sales planning sessions.
- Feedback Analysis: Analyze customer feedback to continuously improve market share.
- Solution and Service Selling: Demonstrate value-selling expertise to communicate benefits of Armstrong's Data Centre solutions, including packaged plantrooms, intelligent pumping systems, and integrated controls, to increase margins and close rates.
Product Knowledge and Sales Strategy
- Sell Armstrong Products: Promote and sell Armstrong Data Centre solutions using Armstrong's sales strategy and process.
- Territory Management: Call on REP firms, consulting engineering firms, mechanical engineers, and data centre owners weekly; develop a written territory plan with objectives and tactics to exceed sales objectives.
- Maintain Product Knowledge: Understand product features, benefits, and competitive advantages, including thermal management solutions for high-density computing.
- Develop Sales Strategies: Collaborate on sales strategies, marketing channels, and forecasts aligned with rapid digital infrastructure growth.
- Implement Best Practices: Apply commercial best practices in line with the Armstrong Sales Process to ensure consistent execution.
Administrative Responsibilities
- Update CRM System: Maintain accurate records of sales activities and customer information in real time.
- Reporting: Use Armstrong's CRM tool daily to measure and track all activities and produce bi-weekly market activity reports.
- Monitor Market Conditions: Track competitive activities and market conditions to stay informed.
Team Collaboration and Development
- Promote Teamwork: Work closely with other departments and provide feedback to enhance operations and ensure on-time service to customers.
- Support Special Projects: Support various projects to develop skills.
- Sales Associations: Join key trade associations and participate in local chapters of relevant associations.
What We're Looking For
- Education and Experience: University degree in Mechanical Engineering, Electrical Engineering, Building Services Engineering, or other technical degrees and a customer-centric mindset; excellent English and German speaking skills.
- Significant experience in industry-related direct sales, particularly in data centres, mission-critical infrastructure, HVAC, or solution-based sales.
Technical and Sales Skills
- In-depth knowledge of thermal management, HVAC systems, or infrastructure technologies relevant to data centre environments.
- CRM: Experience tracking sales information, forecasts, and reports using related software.
- Experience overseeing team performance and managing direct reports in a dynamic environment.
- Negotiation: Strong understanding of complex B2B sales cycles and negotiation techniques.
- Driven: Passion to win in your local marketplace and proven track record of exceeding sales targets.
- Technical proficiency: Proficiency in Microsoft Office 365.
- Presentation: Create and deliver compelling presentations to prospective customers to demonstrate value of products and services.
- Sales process: Use Armstrong's sales process and value tools to present sustainable solutions delivering energy efficiency and long-term savings.
Soft Skills and Other Requirements
- The capability to simplify complex problems, perform root cause analysis, and provide clear recommendations.
- Strong, team-oriented leadership with presence and action bias.
- Strong attention to detail and highly organized.
- Open and authentic communication in all situations.
- Willing to travel up to 60-70% of the time.
Why Armstrong Fluid Technology?
Joining us means becoming part of a global community dedicated to pushing the boundaries of fluid-flow technology, with opportunities to learn, grow, and contribute to sustainable digital infrastructure. Together, we build tomorrow's solutions and support a safer, greener world.
