Regional Sales Manager

Summary / Role Purpose

The Regional Sales Manager (RSM) is responsible for maximizing the company revenues through the direction of field sales activities. The RSM directs the work effort of field sales, and sales support as well as manages the relationships and performance of channel partners. This role defines the potential of key accounts, develops long term strategies to meet revenue targets and sets the agenda around the right priorities of the team to win at the customer.

A successful Regional Sales Manager creates and executes a long-term strategy for assigned accounts and/or territory. They empower their team to be responsible for their work and inspire others to reach for excellence.

Key Duties and Responsibilities

• Oversees an assigned geographic area, set of accounts or product/service line to maximize sales revenues and meet corporate objectives.
• Accurately forecasts annual, quarterly, and monthly revenue streams. Ensures accurate entry of data into Salesforce.
• Develops long term account strategies for larger accounts and continually ties this information into revenue expectations and resource planning.
• Coordinates appropriate company resources to ensure efficient and consistent sales.
• Conducts long-range studies of changes in sales and strategies.
• Recruits, directs, coaches, develops, rewards, motivates, and assesses field sales team members.
• Educates field sales in terms of sales techniques and tactics.
• Establishes and manages effective programs and solutions to address the following:
  • Maintains renewal business and generates new business to meet/exceed sales quota.
  • Growth in existing MYL customers
  • Sales of emerging products/services
  • Pro-active competitive strategies and targeted sales campaigns
  • Business/financial issues on contracts

• Education & Years of Experience: Bachelor's degree in technical, engineering, business or related field with 8+ years of experience of demonstrated success in technical sales positions OR 12+ years of experience demonstrated success in technical sales positions.
• Ability to analyze sales statistics and translate results into action
• Strong leadership capabilities, ability to motivate and inspire a team.
• Experience coaching others to effectively execute and drive sales
• Ability to build and maintain strong, professional relationships
• Ability to forecast, estimate revenue and profit trends.
• Creative problem solving, ability to resolve complex sales and customer issues
• Business acumen
• Strong negotiation skills
• Fluent in English and in the local language of the territory
• Travel: up to 50%

• Master's degree or MBA
• Management experience
• Comprehensive knowledge of company's products/services and pricing practices.
• Knowledge of the specific territory, product line, or customer(s)
• Strong understanding of industry cycles and regulations
• Proficiency of sales fundamentals and 8 pillars
• Strong communication and organizational skills
• Strong time management, decision-making, human relations abilities
• Excellent executive presentation and persuasion skills