Director of Regional Sales

Our client, an award-winning software company, is recruiting a Director of Regional Sales. The role requires meeting and exceeding quarterly and annual sales objectives for the assigned region and leading a team of Mid Market and Small Business Sales Executives.

Responsibilities

- Overall management of Regional Sales Executives in the assigned region.

- Direct activities of Regional Sales Executives to ensure revenue goals and objectives are exceeded.

- Participate in sales, strategy, and coaching calls.

- Coach and mentor Regional Sales Executives to effectively sell client solutions and services.

- Ensure a high number of weekly new prospect calls and meetings.

- Document all sales contacts and activities and maintain up-to-date Opportunity records using the client’s SFA tool.

- Select, manage, train, and coach departmental personnel.

- Identify and support opportunities for training and professional development of department personnel.

- Provide regular informal and formal performance feedback to direct reports.

- Conduct performance appraisals in accordance with corporate guidelines.

- Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.

- Develops and maintains a business, sales and marketing plan for the assigned region.

- Establish department measurements to forecast monthly, quarterly, and annual revenue numbers.

- Manage resources to meet expense targets within the assigned budget and provide input in the development of the annual department budget.

- Effectively present client’s Travel Booking and Employee Spend Management Solutions.

- Assist Sales Executives with negotiating and closing new business.

- Develop strategies to generate cost‑effective sales leads, working with marketing and the market development team.

- Identify and manage key metrics to measure pipeline growth, conversion rates, and performance against the sales plan.

- Establish and monitor monthly, daily, and weekly metrics such as net new pipeline, number of calls, contacts, and new contracts.

- Develop sales strategies that link prospect’s business drivers to client solutions.

- Maintain processes that generate strong customer satisfaction, working with Account Management.

- Develop and maintain strong alliance partnerships within the assigned region.

- Provide constant feedback to executive sales management on the regional territory environment.

- Contribute to overall Canadian team strategy and goals.

- Work effectively in an open office environment, fostering teamwork.

- Establish feedback mechanisms to cross‑functional departments to improve services.

- Share input with other departments on preparing sales materials and technical publications.

- Assist Sales Executives in preparing Pre‑Sales Consultants and Service staff for customer demonstrations and presentations.

- Create and continually improve a streamlined sales process for faster sales cycles and higher close rates.

- Work closely with marketing to automate the sales process online.

- Comply with all corporate policies.

Position Requirements

- BA/BS in a business or technical related field from an accredited college or university.

- 6+ years of successful experience selling software and services (SaaS experience strongly preferred).

- 4+ years of successful sales management experience in software and services, managing multiple salespeople in a multi‑state region.

- Ability to pass a background check.

Job Specific Specialized Knowledge & Skills

- Demonstrated ability to lead a team of salespeople to performance in excess of sales objectives.

- Consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.

- Develop and maintain effective business, sales, and marketing plans.

- Implement a successful sales process that generates revenue.

- Knowledge of software direct and re‑seller sales channels.

- Create sales presentations, messages, position statements, and other collateral.

- Strong knowledge of industry travel and entertainment products.

- Accurately forecast revenue monthly, quarterly, and annually.

- Successfully manage a regional budget.

- Communicate and sell key elements of standardized contracts and negotiate complex contracts.

- Maintain an effective follow‑up system for information requests.

- Resolve complex, diverse, and occasionally unprecedented situations.

- Excellent verbal and written communication skills.

- Excellent time management and follow‑up skills.

- Read, analyze, and interpret contracts, proposals, and other sales‑related documents.

- Create and present sales programs to diverse audiences.

- Very proficient in Microsoft Office, Sales Force Automation tools, and web meeting tools such as WebEx or Raindance.

- Perform in a dynamic and fast‑paced environment.

- Flexibility in work schedule.

- Requires approximately 20% travel over the course of a year.

Value Competencies

- Displays passion for and responsibility to the customer.

- Hires, develops, and rewards great people.

- Displays leadership through innovation in everything you do.

- Displays a passion for what you do and a drive to improve.

- Displays a relentless commitment to win.

- Displays personal and corporate integrity.

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