Director of Sales, LATAM

TITLE:  Director of Sales, LATAM and Caribbean 

REPORTS TO:  SVP of Global Sales and Corporate Development

POSITION OVERVIEW:

As the leader of the LATAM and Caribbean region, your responsibilities would be focused on increasing the revenue base and the mentoring of the Regional Sales Managers and Regional Sales Representatives. Your role would include the management on a day to day/week to week/month to month performance of each of the team members as it relates to their specific region.

TEAM COMPOSITION:

The LATAM and Caribbean consists of 2 Regional Sales Managers (RSM) and a Sales Director.

PRINCIPAL DUTIES & RESPONSIBILITIES:

The following is a breakdown of the activities for the Director of LATAM and Caribbean Sales role:

• It is your role to lead the team by providing guidance and oversight to the sales process as well as identifying areas of improvement for your team members.
• Activity Tracking
  • Weekly discussions with team members to gauge their ability to meet their commitments to their sales plan. These discussions should include measuring the RSMs agreed to achievement of meetings, phone calls, emails, F2F visits, Trainings, Demos, Partner visits and other business development activity to stimulate revenue and interest in our solution value;
  • Tools to be used – Salesforce, Outlook, Clobba, Revenue reports, Sales Plans and Playbooks;
• Expense management - Ensure that your team is following T&E policies with their expenditures
  • Tools to be used – Certify Expense Management Tool;
• Participating in annual sales strategy; by region
  • Assigning accountability to RSMs and overseeing their execution;
• Assist in the creation of annual sales plan with roadmap for strategic execution;
• Assist in development and work in compliance with annual sales budget
  • Responsible for adherence and management;
• Owner of sales forecasting process for input on annual Company budget and strategic planning for their region;
• Conduct Monthly Deep Dive of all Salesforce Opportunities with each RSM and RSR;
• Conduct Quarterly Business Review with Senior Sales and Corporate Leadership;
• Achieve sales targets as agreed to in annual Company plan;
• Ensure adherence to reporting process and cadence across RSMs and RSRs;
• Drive adherence to Salesforce; ensuring adoption as best practice to drive sales capability and accurate metrics;
• Lead the development of strategic partnerships with both new and existing customers, partners and markets in their region;
• Support strategic plans, revenue generation and sales associate capability;
• Lead strategy and ensure strong execution of vertical market penetration and growth in their region;
• Carry an individual territory within the region to model best‑in‑class selling, business development and close opportunities;
• Source, lead and assist in complex and important sales negotiations; large, high-profile customer accounts in their region;
• Endorse the Company in public venues, participate in public speaking engagements representing the Company as Senior Leadership;
• Participate in the development of strategic sales presentations;
• Champion the success of, motivate and engage sales team at all levels;
• People management and leadership
  • Develop leadership capability in RSMs
  • Lead sales and new product training as required in their region
  • Facilitate goal setting process for sales team;
• Work with Company Leaders on sales team member recruitment;
• Business and relationship development with key Reseller partners, Distributors, Consultants and End Users in their region;
• Develop strategy for trade show participation and execution in their region;
• Provide input to product strategy and development;
• Partner with marketing team; sharing strategic plan and working to coordinate efforts to support market visibility and revenue generation in their region.

WORKING ENVIRONMENT:

• Travel required (estimated up to 1-2 weeks per quarter);
• Hybrid model – work out of HQ office in Oakville 3 days a week and work from home 2 days a week; 
• Work normal business hours but may be required to do some work in the evenings or outside normal working hours.

REQUIRED SKILLS & QUALIFICATIONS:

• Demonstrated sales leadership experience (5 years);
• Demonstrated experience in developing sales strategy, plans and budget (5 years);
• Demonstrated experience in people leadership (5 years);
• Technical understanding of IP networks, including telephony and video surveillance system designs;
• Demonstrate the ability to become competent with NVT Phybridge value proposition and products;
• Great organizational skills;
• Strong communication skills and able to communicate effectively with other sales personnel and End-User IT and business persons;
• Excel in a fast-paced environment with the ability to work under time constraints;
• Professional and articulate in both verbal and written communication in English and Spanish, Portuguese a plus;
• Ability to maintain an active pipeline of opportunities on a regular basis;
• Excellent business acumen;
• Five (5) or more years of IP Network, or Telephony or Security sales experience including Integrator, Distribution, and End Users;
• Track record of obtaining challenging sales goals and managing accounts within a designated region;
• Excellent work ethic, high energy level, self-starter, and drive to be successful while maintaining a high ethical standard; 
• Strong computer skills (Word, Excel, PowerPoint with Knowledge of Sales Force a plus).