Job advertisement: Sales Representative – Wide Area Surveillance Governmental markets

Founded by Arthur J. Cussen in 1964, Electro Optical Industries (“EOI”) has been historically dedicated to making and supporting a wide range of calibration and test equipment. EOI’s products include UV, Visible (photopic), and Infrared Sources for Calibration, and Testing Equipment, such as Infrared Test Sets, Target Simulators, Collimators, Detector Test Sets, Radiometers, and Complete Turnkey Test Systems. This technology is used for such diverse applications as weather analysis, environmental studies, search and rescue, firefighting, night vision, missile guidance, industrial temperature control, non-destructive testing, and quality control in various industrial processes.

In June 2016, EOI was acquired by HGH Infrared Systems (“HGH”), based in Boston, MA, the US subsidiary of HGH, France. EOI and HGH (the “Group”) now propose an enhanced and extended range of high-end product lines including thermographic cameras for process control monitoring and infrared wide area surveillance (WAS) systems for protection of critical infrastructures. In particular, the Group offers a range of high-end solutions for WAS applications in the security, defense, oil & gas and energy industries with their “Spynel” line of panoramic detection systems and “Cyclope” software. In September 2018, the Group was acquired by The Carlyle Group.

HGH and EOI operate two R&D and assembly sites in the Optics Valley near Paris, France and in California, USA. The Group provides solutions to clients across 80 countries through the two recognized brands.

The Group is looking for a talented results-driven sales representative to develop the sale of the wide area surveillance systems in the governmental markets (Army, Navy, USAF, DHS/CBP).  You will provide complete and appropriate solutions for every customer in order to boost top-line revenue growth, customer acquisition levels and profitability. This position is located in the area of Washington, DC and reports to the General Manager of EOI, based in Goleta, CA.

Position responsibilities:

-         Responsible for increasing the company’s WAS sales in the US Defense and Custom Border Protection market segments

-         Manage existing customers and work to anticipate existing and future customers requirements and needs


Detailed description

-         Promote, develop and close sales of the WAS product offering in the US Defense and CBP segments

-         Close new business deals: handle sales process from lead generation to contract negotiation

-         Timely reporting of sales forecast and activities as well as customer services issues

-         Maintain up-to-date prospect and customer contact records

-         Travel more than 50 % in the territory to achieve sales objectives

-         Follow up on leads, screen opportunities through thorough qualification

-         Organize and perform product demonstrations whenever necessary

-         Participate in trade shows, mainly in the USA

-         Work closely with development team to ensure best technical support

-         Monitor competition by gathering market information on pricing, products, delivery schedules, marketing techniques, etc.

-         Locate development opportunities, in terms of road-to-market through potential integrators/distributors, pricing/product positioning particularly on the short range /lower-end markets and service provided

-         Share knowledge and work closely with EOI’s branch and HGH’s headquarter on effective practices, competitive intelligence, business opportunities and needs


Requirements & Qualifications:

-         5 years of strategic selling with strong emphasis on Government Sales (primarily Military and border protection)

-         Master’s degree in science or engineering

-         Excellent written and verbal communication skills as well as organizational abilities required

-         Technically adept and able to make convincing product presentation and briefings

-         Hard working, self-motivated

-         Results driven and customer focused

-         Extensive travel in the USA

-         Strong computer proficiencies (MS Office, CRM)


Preferred skills/experience

-  Experience with infrared & similar technologies a plus

-  Former military background a plus

-  Security Clearance a plus

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