Title: Regional Sales Director
Date:
Function: Sales
Reports to: VP, Sales
Location: TBD
Purpose
A motivated, results-driven Regional Sales Director is to lead sales growth in their assigned region. This role requires a deep understanding of the regions markets, sectors, customer segmentations and how company solutions match their needs. Understanding what motivates customers to buy and knowing how to coach their team to tap into those needs are essential responsibilities of the role. The Regional Sales Director is responsible for developing the regions sales strategy. Their focus is leading the teams individually targeted sales plans and managing all sales activities to deliver orders growth and new customer development. It is a requirement that the RSD live within the region they are leading.
Key Responsibilities/Accountabilities
- Develop the regions overarching sales strategy covering key elements of the business model.
- Develop and maintain proper customer segmentation across top sectors with the region.
- Align customer segmentation to company solutions and coach / train account managers to align these solutions with targeted customers.
- Support each Sales Account Manager with developing their specific sales strategy which highlights key accounts across specific customer segmentations.
- Lead your team of 3 – 12 Sales Account Managers to exceeding sales targets for their assigned territory and customers.
- Assess the strengths and weaknesses of the sales team and performance manage the sales team members accordingly.
- Monitor the performance of sales in the region, all accounts, and across all sales channels and pinpoint ways to penetrate new markets and expand existing ones.
- Provide direct support for the sales team as they generate leads and close new deals.
- As this is also a customer facing role, identify your key development accounts and build a strategy to nurture and grow.
- Meet with top existing and developing customers to discuss their evolving needs and to assess the quality of our company’s relationship with them.
- Work with marketing to develop and implement new sales initiatives, strategies, and programs to capture target markets and customers.
- Ensure CRM data is kept up to date to drive accurate forecasting, customer meeting activity, deal strategy progression, TSP strategies and good data integrity.
- Provide all required reports on time and communicate variances to plan to superiors on time.
- Be able to analyse and construct annual sales plans in line with company expectations.
- Through market data population and trend analysis, identify threats and opportunities for their region.
- Provide leadership to ensure all decisions to bid on a deal are based on Strategy to Win.
- Deliver a monthly sales forecast, fully vetted, to functional leadership and finance, complete with known risks and opportunities.
Performance Measures
The Regional Sales Director performance is measured against a set of agreed personal objectives and the regions orders and total sales (sales booked as revenue in current year period, current backlog targets, sales forecasting accuracy, as well as sales team performance management, and process to key account activity levels). Performance is also measured on effectively managing the productivity of each of your direct reports along with driving performance against results for each member of your team.
Dimension / Scope
This role will oversee the successful delivery of $10M – $50M in sales order input per year. You will develop and execute a regional sales strategy and the plan to be approved by Senior VP of Sales and Executive VP of the West Hemisphere. This position leads the sales function within the region and is a member of the senior management team. Critical to the role is the identification and implementation of strategies in support of the company’s strategic goals.
Qualifications & Skills
- Track record of focusing a sales team within a specific geography around a purpose-built sales strategy within a segmented group of targeted customers.
- Track record of establishing a successful operating rhythm around a sales strategy that ensure continual improvement.
- Track record of operational alignment within a sales strategy that ensures seamless customer execution and success.
- Track record of monitoring a sales strategy across performance metrics and review cycles that keep the overall business aligned (week over week, month over month and quarter over quarter).
- Excellent sales, sales strategy, coaching, negotiation, CRM and performance management skills.
- Strong decision-making abilities.
- A proven business development track record at a senior level in industrial sales and services.
- Extensive people management and team leadership skills.
- High level of business acumen and an understanding of business value drivers.
- Proven ability to influence and impact at all employee levels but particularly at the senior level.
- Strong networking skills externally and internally – the ability to cultivate and build strong relationships with counterparts.
Education & Experience
Bachelor’s Degree preferred, or equivalent combination of education, training, and experience.
- 10+ years’ B2B sales experience.
- 4+ years in a leadership sales position.
Physical Requirements:
Extensive travel required to attend meetings, sales coaching, reviews, training, and conferences.
Ability to do sitting, walking, reaching, climbing, and stooping and lifting (up to 25 pounds).