EU Territory Manager in Frankfurt at Aviation Specialties Unlimited

Territory Manager (European Union)

Department: Sales

Reports To: VP, Sales & Marketing

FLSA Status: Exempt

Location: Must have legal right to live and work in the European Union

Type: Fully remote in EU

About the Role

We are seeking a driven and experienced Territory Manager to support our sales and business development efforts across the European region. This role is critical to expanding market share, acquiring new customers, and achieving sustained revenue growth within the aviation night vision industry.

The ideal candidate brings a strong background in B2B and B2G full-cycle sales, deep industry knowledge, and the ability to build and manage relationships with international distributors, resellers, and senior decision-makers.

What You’ll Do

Business Development

• Identify, qualify, and develop new business opportunities by understanding customer needs and purchasing timelines
• Collaborate internally to develop tailored proposals and present solutions to clients
• Train and support dealer and partner organizations to effectively represent products and close business
• Develop market strategies, conduct competitive analysis, and identify growth opportunities
• Participate in industry trade shows and collaborate with marketing on campaigns
• Maintain accurate opportunity data and pipeline tracking in Salesforce

Sales Execution

• Manage the complete sales lifecycle from prospecting through closing
• Build long-term relationships with key accounts and partners
• Develop and maintain accurate sales forecasts and strategic plans
• Meet or exceed monthly and annual sales targets
• Conduct regular customer visits and ensure a high level of service
• Provide feedback on product positioning, customer needs, and market trends

What You’ll Bring

Required Qualifications

• Bachelor’s degree or equivalent business experience
• 3+ years of successful sales or business development experience, preferably in night vision, aerospace, or aviation markets
• Strong understanding of aviation terminology
• Proven ability to manage long sales cycles and multiple accounts
• Excellent communication and presentation skills
• Proficiency with Microsoft Office; experience with Salesforce or similar CRM preferred
• Ability to travel up to 50%
• Candidates must be based in the European Union or willing to relocate at their own expense.

Preferred Experience

• Contract, proposal, or tender writing experience
• Existing industry relationships or customer network
• Experience working with distributors, foreign military sales, and ITAR compliance
• Pipeline and program management experience

Key Skills & Competencies

• Strategic sales planning and territory management
• Relationship management with distributors and key stakeholders
• Negotiation and contract closing expertise
• CRM and sales analytics proficiency
• Strong time management and organizational skills
• Ability to operate effectively in a fast-paced, international environment

Nice to Have

• Sales certifications (e.g., CPSL)
• ITAR compliance training
• Project Management Professional (PMP) certification
• Aviation certifications (e.g., FAA/EASA licenses)

Why Join Us

At Aviation Specialties Unlimited (ASU), we provide a total-package night vision solution, combining equipment supply, NVIS aircraft integration, and comprehensive training to help aviation teams operate safely and effectively in the most demanding low-light environments. You’ll have the opportunity to play a pivotal role in expanding a growing international market while working alongside a collaborative and mission-driven sales team focused on innovation in aviation technology.