Director of Regional Sales

Our client, an award-winning software company consistently ranked as a Top Employer, has engaged ROSS (www.getROSS.com) to help them recruit a Director of Regional Sales.

Our client is seeking a Director of Regional Sales who will be responsible for meeting and/or exceeding the Company's quarterly and annual sales objectives for the assigned region. Responsible for hiring, training, developing, and managing a successful sales team of Mid Market (33% field-based) and Small Business (Inside Sales) Regional Sales Executives that is focused on acquiring new clients in the dynamic, fast-growing 1 to 499 employee space, and that consistently exceeds quarterly and annual quotas for the assigned region. Reports to the VP of Sales.

Responsibilities:

1. Responsible for the overall management of Regional Sales Executives in assigned region.
2. Directs the activities of Regional Sales Executives within assigned territory to ensure that company revenue goals and objectives are exceeded.
3. Regularly participates in sales, strategy, and coaching calls.
4. Coaches and mentors assigned Regional Sales Executives to develop their ability to effectively sell Client solutions and services.
5. Ensures Regional Sales Executives maintain a high number of weekly new prospect calls and meetings.
6. Ensures Regional Sales Executives document all sales contacts and activities and maintain up-to-date Opportunity records using Client's SFA tool.
7. Selects, manages, trains, and coaches departmental personnel.
8. Identifies and supports opportunities for the training and professional development of department personnel.
9. Provides regular informal and formal performance feedback to direct reports.
10. Conducts performance appraisals in accordance with corporate guidelines.
11. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
12. Develops and maintains a business, sales, and marketing plan for assigned region.
13. Establishes department measurements to accurately and consistently forecast monthly, quarterly, and annual revenue numbers for assigned region.
14. Effectively manages all resources to meet expense targets within assigned budget and provides input in the development of the annual department budget.
15. Effectively presents Client's Travel Booking and Employee Spend Management Solutions.
16. Assists Regional Sales Executives with negotiating and closing new business.
17. Develops strategies to generate cost-effective sales leads, working with marketing and the market development team.
18. Identifies and manages the key metrics in order to measure pipeline growth, conversion rates, and ultimate performance against sales plan (revenue and units).
19. Success is measured on a monthly basis and daily and weekly metrics need to be established, monitored, and actions identified to meet the established goals, such as net new pipeline, number of calls, number of contacts, number of new contracts, etc.
20. Develops sales strategies that link prospect's business driver to Client's Travel Booking and Employee Spend Management Solutions.
21. Establishes and maintains processes that generate strong customer satisfaction, working with Account Management.
22. Develops and maintains strong alliance partnerships within the assigned region.
23. Provides constant feedback to executive sales management on the regional territory environment.
24. A strong team player who contributes overall to the Canadian team strategy and goals.
25. Works effectively within an open office environment, stimulating high levels of energy and encouraging cooperation across the teams in that environment.
26. Establishes feedback mechanisms from customers, prospects, and partners to the various cross-functional departments such as marketing, implementation, and R&D in order to grow business, address challenges, and improve the services being delivered to the clients in this market space.
27. Shares input with other departments in preparing sales materials and technical publications.
28. Assists Regional Sales Executives in preparing Pre-Sales Consultants and Service staff for customer demonstrations and presentations.
29. Able to create and continually improve a streamlined sales process, resulting in faster sales cycles, high volumes of new business, and improved close rates.
30. Works closely with marketing to automate that process (online) and deliver the sales assets required to support that online process.
31. Is aware of, and complies with, all corporate policies.

Position Requirements

Education, Experience & Training required:

1. BA/BS in a business or a technical related field of study from an accredited college or university.
2. 6+ years of successful experience selling software and services (SaaS experience strongly preferred).
3. 4+ years successful sales management experience in software and services, managing multiple salespeople in a multi-state region, preferred.
4. Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:

1. Demonstrated ability to lead a team of salespeople to performance in excess of sales objectives.
2. Demonstrated ability to consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.
3. Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
4. Demonstrated knowledge and ability to implement a successful sales process that generates revenue.
5. Demonstrated knowledge of software direct and re-seller sales channels.
6. Strong ability to create sales presentations messages, position statements, and other sales collateral.
7. Strong knowledge of industry travel and entertainment products.
8. Demonstrated ability to accurately forecast revenue monthly, quarterly, and annually.
9. Proven ability to successfully manage a regional budget.
10. Demonstrated ability to communicate and sell the key elements of a standardized contract to clients and avoid negotiation and redlines but also to successfully negotiate complex contracts where necessary.
11. Demonstrated ability to establish and maintain an effective follow-up system to ensure timely and accurate handling of information requests.
12. Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented.
13. Excellent communication skills, both verbal and written.
14. Excellent time management and follow-up skills.
15. Demonstrated ability to read, analyze, and interpret contracts, proposals, and other sales-related documents.
16. Successful experience creating and presenting sales programs to a diverse audience.
17. Excellent PC and Internet skills, including significant experience with Microsoft Office applications, a Sales Force Automation tool, and Web meeting tools like WebEx or Raindance.
18. Ability to perform in a dynamic and fast-paced environment.
19. Flexibility in work schedule is required.
20. Requires some travel, approximately 20% over the course of a year.

Value Competencies:

1. Displays passion for & responsibility to the customer.
2. Hires, develops & rewards great people.
3. Displays leadership through innovation in everything you do.
4. Displays a passion for what you do and a drive to improve.
5. Displays a relentless commitment to win.
6. Displays personal & corporate integrity.

If you're not interested, but know someone who is, please help a current or former colleague in their career development by referring them. In addition, we're happy to give you a $1,000 referral fee.

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