Regional Sales Manager - RTS Intercom

Job Description

RTS Intercom is seeking a highly driven, entrepreneurial Regional Sales Manager to accelerate growth within an assigned U.S. region while directly developing and managing a portfolio of Strategic Key Accounts.

Key Responsibilities

• Own sales growth and Order Intake within the assigned U.S. region.
• Proactively identify and develop new customers, projects, applications, and market opportunities.
• Generate new business through direct prospecting, customer visits, networking, industry events, channel engagement, and competitive displacement.
• Target new logos and underpenetrated accounts across Broadcast, Sports, Rental & Staging, Live Production, House of Worship, Corporate, Government, and other strategic verticals.
• Create and execute structured Strategic Account Plans focused on long-term revenue growth, customer penetration, competitive positioning, and relationship development.
• Develop opportunities from early-stage identification through technical validation, quotation, negotiation, and closing.
• Maintain strong visibility into upcoming projects, customer investment plans, competitive activity, and market developments.
• Continuously build sufficient qualified pipeline to achieve and exceed assigned sales targets.
• Directly own and develop a defined portfolio of Strategic Key Accounts in addition to the broader regional sales responsibility.
• Develop relationships across multiple levels of the customer organization, from technical teams through executive decision makers.
• Understand each Strategic Key Account's installed base, business priorities, technology roadmap, investment plans, competitive environment, and future projects.
• Identify opportunities to increase RTS share of wallet and expand the RTS footprint within strategic customers.
• Develop multi-year opportunity roadmaps for assigned Strategic Key Accounts.
• Coordinate RTS commercial, technical, product, and management resources around strategic customers to maximize the probability of winning.
• Protect existing RTS business while proactively identifying competitive displacement opportunities.
• Conduct regular Strategic Key Account reviews and maintain clearly defined objectives, actions, opportunities, and growth targets.
• Work closely with RTS dealers, distributors, system integrators, rental companies, consultants, and other channel partners.
• Develop joint account and opportunity plans with priority partners.
• Drive proactive opportunity generation with partners rather than relying only on existing customer demand.
• Identify gaps in regional channel coverage and develop new relationships where appropriate.
• Support partners during strategic quotations, demonstrations, competitive evaluations, negotiations, and major project pursuits.
• Maintain direct relationships with strategic end users while effectively leveraging the RTS channel ecosystem.
• Take ownership of significant sales opportunities from qualification through closure.
• Develop clear win strategies for complex and competitive opportunities.
• Identify customer buying influences, decision criteria, competitive positioning, risks, strengths, and potential blockers.
• Establish concrete next steps and closing strategies for priority opportunities.
• Carefully coordinate the commercial, technical, product, and management resources necessary to win.
• Maintain disciplined CRM management with accurate opportunity value, probability, timing, competitors, stakeholders, next steps, and expected Order Intake.
• Provide reliable monthly and quarterly sales forecasts.
• Maintain appropriate pipeline coverage against assigned commercial targets.
• Become a trusted commercial partner by understanding customers' workflows, technical challenges, business priorities, and investment strategies.
• Represent RTS at trade shows, customer demonstrations, roadshows, industry events, and partner activities.
• Gather and communicate market intelligence, including customer trends, competitive activity, pricing developments, emerging technologies, and new applications.
• Identify white-space opportunities and communicate potential new markets or business models to the broader Growth organization.
• Collaborate with Business Development, Product Management, Marketing, Technical Sales, and other functions to convert market opportunities into sustainable revenue.

Candidate Profile

We are looking for a high-energy, ambitious, commercially driven sales professional who enjoys creating and winning business rather than simply maintaining an existing customer base. The ideal candidate:

• Demonstrates a strong hunter mentality and passion for winning new business.
• Is highly motivated by individual targets and performance-based compensation.
• Takes ownership and operates with urgency and accountability.
• Is comfortable prospecting, opening doors, and developing relationships with new customers.
• Has the ability to expand existing relationships into larger strategic business opportunities.
• Can build relationships from technical users and influencers through senior management and executive decision makers.
• Understands how to navigate complex customer organizations involving multiple stakeholders and decision makers.
• Enjoys competitive selling and can develop structured strategies to win against established competitors.
• Can effectively balance short-term opportunity execution with long-term Strategic Key Account development.
• Is comfortable selling technically complex solutions involving multiple stakeholders and longer sales cycles.
• Can work independently while collaborating effectively across a global organization.
• Demonstrates strong negotiation, communication, presentation, and relationship-building skills.
• Is disciplined in opportunity management, pipeline management, account planning, forecasting, and CRM usage.
• Is willing to travel regularly throughout the assigned region (up to 50%).

Qualifications

• 3–7+ years of successful B2B sales, account management, or business development experience.
• Demonstrated track record of achieving or exceeding an individual sales quota.
• Experience developing both new business and Strategic Key Accounts.
• Experience selling professional technology, AV, broadcast, communications, networking, or other technically complex solutions.
• Experience working with dealers, distributors, system integrators, consultants, and end users.
• Knowledge of professional intercom, broadcast, sports production, live production, rental, or professional audio markets is highly desirable.
• Existing relationships within the U.S. broadcast, sports, production, rental, or professional AV ecosystem are a strong advantage.
• Proficiency with Salesforce CRM, including opportunity and pipeline management, account management, sales forecasting, activity tracking, and maintaining high-quality CRM data, is an advantage.
• Experience and/or formal training in Miller Heiman / Korn Ferry sales methodologies, particularly Strategic Selling® / Blue Sheet for strategic opportunity management and Large Account Management Process® (LAMP®) / Gold Sheet for Strategic Account Planning, is considered a differentiator.
• Bachelor’s degree or equivalent professional experience.