Regional Sales Manager (Data Centre)

Title: Regional Sales Manager (Data Centre) 

Reports to: EMEA Sales Director

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 more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.

As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's digital infrastructure challenges.

In this role, you will be at the helm of our data center sales efforts within your assigned territory, driving strategies and achieving both personal and group sales goals for Armstrong’s Data Center solutions portfolio. These solutions include factory-assembled packaged systems, Design Envelope technology, modular redundancy architectures, advanced controls, and high-efficiency thermal management systems designed to deliver uptime, scalability, and sustainability for mission-critical facilities. You will strive to exceed customer expectations and foster satisfaction through a variety of responsibilities:

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 not only boost sales figures but also enhance brand recognition and loyalty within the mission-critical infrastructure market.

Channel of Sale: Define and operate within the appropriate sales channel, whether as a wholesale seller, sales representative, direct sales, or a combination thereof, to optimize market reach and effectiveness.

Customer Relationship Management

Build and Maintain Client Relationships: Develop and sustain strong relationships with clients. Focus on becoming the Basis of Design (BoD) by establishing a proactive relationship with consulting engineers by providing value 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 engage in sales planning sessions.

Feedback Analysis: Analyze customer feedback to continuously improve our market share.

Solution and Service Selling: Demonstrated value-selling expertise to effectively communicate the benefits of Armstrong’s Data Center solutions, including packaged plantrooms, intelligent pumping systems, and integrated controls, thereby increasing margins and close rates.

Product Knowledge and Sales Strategy

Sell Armstrong Products: Promote and sell Armstrong Data Center solutions, leveraging Armstrong’s sales strategy & process.

Territory Management: Responsible for calling on REP firms, consulting engineering firms, mechanical engineers, and data center owners on a weekly basis to grow your sales funnel and close projects. Develop a written territory plan with objectives, goals, sales strategies, tactics to ensure sales objectives are exceeded.

Maintain Product Knowledge: Have a thorough understanding of product features, benefits, and competitive advantages, including thermal management solutions engineered for high-density computing environments.

Develop Sales Strategies: Collaborate in creating sales strategies, marketing channels, and sales forecasts aligned with the rapid growth of digital infrastructure.

Implement Best Practices: Apply commercial best practices in alignment with the Armstrong Sales Process to ensure consistent execution excellence.

Administrative Responsibilities

Update CRM System: Maintain accurate records of sales activities and customer information in the CRM system in real time.

Reporting: Leverage Armstrong’s CRM tool daily to measure, track all sales activities and produce bi-weekly market activity reports as required.

Monitor Market Conditions: Track competitive activities and market conditions to stay informed.

Team Collaboration and Development

Promote Teamwork: Work closely with other departments, providing valuable feedback to enhance our operations and help ensure on-time services to our customers.

Support Special Projects: Support various projects assigned by management to ensure continued development of skills.

Sales Associations: Join key trade associations and actively participate in local chapters of relevant associations such as the German Data Center Association and other digital infrastructure organizations.

What We’re Looking For

To thrive in this role you should bring:

Education and Experience

University degree in Mechanical Engineering, Electrical Engineering, Building Services Engineering, or other technical degrees and a marketeer who is customer centric.

Significant experience in industry-related direct sales, particularly in data centers, mission-critical infrastructure, HVAC, or solution and value-based sales.

Technical and Sales Skills:

In-depth knowledge of thermal management, HVAC systems, or infrastructure technologies relevant to data center environments.

Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.

Significant experience overseeing team performance and managing direct reports in a dynamic environment.

Strong understanding of complex B2B sales cycles and negotiation techniques.

Passion to win in your local marketplace.

Proven track record of exceeding sales targets and achieving revenue growth.

Proficiency in Microsoft Office 365.

Create and deliver compelling presentations to prospective customers to demonstrate the value of products and services.

Use Armstrong's sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term operational savings.

Soft skills and other requirements:

The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.

Strong, team-oriented leadership skills with presence and a bias for action.

Strong attention to detail and highly organized.

Ability to communicate in an open and authentic manner in all situations.

Willing to travel up to 60-70% of the time.

Why Armstrong Fluid Technology?

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world by supporting the expansion of sustainable digital infrastructure. Together, we'll build tomorrow’s solutions today and enjoy a safer and greener world.