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

Qualifications

• Three to Five (3-5) years' experience selling end of line packaging equipment through distribution, 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