Regional Sales Manager

Responsibilities

• Drives revenue and advances the Company’s business interests in partnership with the Sales Director and Marketing Team
• Develops comprehensive sales plans; manages territory business plans to meet revenue goals and quotas
• Builds targeted business plan / strategy for allocating resources and driving sales activities
• Assists in planning sales strategy and managing the internal processes in support of Territory Managers
• Builds, monitors, and orchestrates sales pipeline to ensure continuous population of near to long term opportunities; manages the size, shape, and quality of pipeline; analyzes overall win rates and win/loss ratios
• Mentors and coaches Territory Managers on sales process (prospecting to closing), activity standards, work discipline and consultative selling; leads by example
• Manages and assists Territory Managers with sales tactics, identifying buying signals, handling objections and deal strategies for both existing and new customers in order to increase business and close deals
• Conducts deal reviews weekly with each Territory Manager, manages to metrics, tracks pipeline activity daily to yield results
• Engages the right resources (including themselves) at the right times
• Maintains intimate knowledge of deal stages, as well as the commitments to next steps within assigned territory
• Assists individuals with understanding clients’ needs, qualifying opportunities, diagnosing, and resolving issues
• Hires and retains high caliber sales talent, efficiently on-boards as needed, understands current employee’s strengths and opportunities, off-boards non-performers
• Motivates and supports sales teams in prospecting and selling, including a high level of support in the pursuit and closing of new and install base deals
• Proactively assesses, manages, and documents employee performance to ensure individual and group excellence and provides essential feedback
• Effectively uses and reinforces the use of sales tools / metrics
• Prepares and presents weekly comprehensive reports detailing team’s accomplishments and performance against plan
• Assists team in developing and maintaining relationships with prospects, customers, internal resources, and partners.
• Supervisory Responsibilities: Yes. This position leads a team of 5-10 Territory Managers in their assigned territory. The RSM assists his/her team in reaching their sales goals by mentoring and coaching their team members. The RSM develops tactical plans, recommends, and implements best practices, continuously assesses progress and aligns resources to reach sales goals.

Qualifications

• Three to Five (3-5) years sales experience, required
• Industry related sales management experience, required
• Work results that include success in achieving progressively high quota or other sales‑related goals
• Demonstrated track record of customer acquisition and retention
• Proven ability to prospect, qualify, negotiate, manage, and close deals
• Leadership experience with a documented record of achievement
• Proven experience motivating self and others
• Solves practical problems and deals with a variety of variables across complex situations and to interpret a variety of instructions
• Analyzes and interprets business information, technical procedures, or governmental regulations; communicates clearly and succinctly in a variety of communications mediums and settings; can get messages across that have the desired effect
• Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully. Looks beyond the obvious and doesn’t stop at first answers. Develops alternative solutions
• Follows instructions, responds to management direction. Takes responsibility for own actions; keeps commitments. Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan
• Effectively facilitates open communication and relationships with staff, organizational colleagues, prospects, and customers. Relates well to all kinds of people. Builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high‑tension situations comfortably
• Spends time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus
• Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results
• Has a nose for talent; hires the best people available from or outside; assembles talented staffs.