Job Description
One Company – HBK
Hottinger Brüel & Kjaer (HBK) is a global leader in the fields of sensors, data acquisition, analytics and collaboration for various R&D, production and in-operation applications. Formed on 1 January 2019 through the merger of Brüel & Kjær and HBM, HBK combines decades of expertise to deliver comprehensive test and measurement solutions. HBK is a subsidiary of Spectris Ltd. and employs around 3,500 people worldwide. Our product eco system covers all layers from sensors, electronics, to software and collaboration. Our customers range from end users of the entire tool chain focusing on analytics and results in virtual testing, physical testing, and monitoring, to our OEM and system integrator partners and customers integrating our products into their own offering and solution. The product portfolio is as versatile and varied as our customer base covering many industries. We have engineering and production facilities in Germany, Denmark, UK, Portugal, USA and China and are represented in over 80 countries worldwide. We are proud to be one of the top three suppliers worldwide in our market segments served, thanks to our high-quality products and the commitment of our employees.
The position
We are seeking a dynamic, goal-oriented Account Manager (m/f/d) to take our sales to the next level. You will be responsible for managing a targeted set of direct accounts and you will be accountable for meeting or exceeding sales targets and identifying new opportunities in the accounts by developing relationships with customer key stakeholders.
You will have a detailed understanding of HBK products, knowledge of applications and be able to determine which solutions are most appropriate for the customer application and sell based on value to the customer. From interaction with your accounts, you will develop a strong understanding of current and future market needs and provide input to our future product roadmap.
In addition to management of existing accounts, as Account Manager you will respond to sales inquiries for new potential customers. Travel to customer sites is required to build customer relationships and promote HBK solutions. Estimated travel is minimum 25% of work time.
As this position is to cover sales in North-Western part of Germany, you should possibly live in Hannover's area.
This position is remote.
Key Responsibilities:
* Achieve or exceed sales targets by actively managing, growing, and securing follow‑on business within existing accounts, while prospecting for new business.
* Build and maintain strong, long-lasting client relationships, serving as the main liaison between clients and internal teams; travel regularly to top customers.
* Understand client needs and objectives, tailor value‑based solutions, and develop a deep knowledge of HBK's solutions, technologies, and market applications.
* Conduct sales calls, respond to RFQs, prepare proposals and presentations, and ensure all activities and opportunities are accurately maintained in the CRM.
* Identify upselling and cross‑selling opportunities, influence customer decision-making, and navigate complex sales processes with multiple stakeholders.
* Address and resolve client issues promptly, ensuring timely internal and external follow-up to meet customer needs and support overall revenue growth.
* Coordinate contract negotiations and renewals in collaboration with legal, finance, applications engineers, and technical support teams, ensuring top-notch customer support.
* Provide input on current and future market needs to support the product roadmap.
Required Skills and Experience:
* Bachelor's degree in engineering (or related field) plus 3 years of outside sales or senior sales engineering experience with direct customer engagement and substantial year‑over‑year growth.
* Background in machinery manufacturing, industrial automation, scale and process industries, and solid experience in the sensor and conditioning domain.
* Proven track record of consistent account growth within a defined sales territory.
* Strong CRM proficiency (opportunity management, quoting) and solid MS Office skills.
* German (native level) and excellent English communication skills.
* Valid driver's license.
Personal skills:
* Entrepreneurial, innovative, and customer-oriented mindset, with strong multi-tasking for managing multiple sales activities.
* Excellent teamwork, interpersonal communication, negotiation, influencing, analytical, planning, and problem‑solving skills.
* Strong ability to understand technical concepts and new technology, combined with high-level probing and listening skills and the ability to develop a compelling value proposition.
* Embody HBK's Values: Be True, Own It, Aim High.
You will have the opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test and measurement industry. You will be a strong contributor who collaborates closely with colleagues from various business functions all over the world.
Freedom with responsibility is the framework for HBK's employees. This allows for a good balance between work and family life and for constant development of professional and personal skills in an international and enjoyable working environment.
In addition, we offer:
* Company car
* Bicyle leasing
* Gym membership and other health initiatives
* and more