Regional Sales Director

Job Profile

The Regional Sales Director leads and coaches a team of Regional Account Managers and Territory Account Managers who sell telecommunications and networking equipment and services to national and regional service providers and their contractors. The primary role is to manage, train and develop their team members selling skills, enabling them to perform at high levels as they build relationships with customers and prospects; manage their sales pipeline and call activity; and perform strategic account planning activities with important OEM partners. Tracking individual RAM and TAM productivity, growing new accounts and new opportunities to maintain the sales pipeline and consistently perform above quota. The Director plays a vital role in creating and managing strategic account relationships while managing the overall field sales performance.

Responsibilities

• Responsible for meeting or exceeding territory and strategic objective sales and profit goals as established by SVP, Commercial Sales
• Work with Regional Account Managers and Territory Account Managers annually to develop individual territory forecasts, establish sales call capacity plans, territory call rotation plans, and key account plans.
• Establish performance objectives for sales calls (on-site, joint, and tradeshow), project registration, quote volume, territory and strategic objective sales, and profit volume.
• Manage Regional Account Manager and Territory Account Manager sales activity and performance related to those standards.
• Establish target/strategic accounts list with each Regional Account Manager and Territory Account Manager and monitor sales activity.
• Review sales skills and product, technology, and services training classes for RAMs and TAMs.
• Identify strategic accounts annually to be targeted for joint Sales Director/RAM sales activity on a scheduled cadence.
• Build a collaborative relationship with supplier partners to drive revenue, margins, and key accounts.
• Create a collaborative environment where teammates help, encourage, and rely upon each other.
• Develop a cadence for communication with peer Company OEM sales managers. Manage these relationships similar to the priority given to top customers in the region.
• Actively manage and correct under-quota performances.
• Act as customer liaison to all departments within the company.
• Work as part of a management team and participate in the company’s overall strategic sales goals.
  
  

Requirements/Key Experiences

• 10+ years of Telecommunications industry sales experience strongly preferred.
• 3+ years of management experience required.
• Existing telecom industry contacts, including territory customer contacts, required.
• Bachelor’s degree in Management, Communications, Marketing, or Business desired.
• Knowledge of computers and relevant software applications including CRM.
• Possess a strong understanding of inventory levels and sales trends to improve forecasting.
• Channel Sales Experience.
• Knowledge of the products used in fiber optic cable network construction.
• Able to work in fast-paced, self-directed environment.
• Presentation and negotiation skills required.
• Excellent verbal and written communication skills.
• Professional personal presentation.
• Ability to interact effectively with a wide variety of staff throughout the organization.
• Highly energetic and self-starter.
• Decision-making, problem resolution and creative thinking skills.
• Thrives in a true team environment.
  
  

Other Qualifications

• Ability to stand and walk for prolonged periods of time.
• Must be able to read, write and speak English.
• Able to travel at least 50-75% of the time including overnight travel.
• Ability to utilize a computer keyboard, computer monitor, and telephone.
  
  

Manages: Regional Account Manager

Reports to: SVP of Sales