Regional Sales Director

AVI-SPL•Lyndhurst, NJ

11d•Hybrid

About The Position

The Regional Director, Sales (RSD) is a member of AVI-SPL’s senior Sales Management organization and will provide leadership and guidance, development and management of the field sales leaders and the sales personnel in an assigned geographic region with the goal of managing the company’s growth expectations and business objectives while expanding market presence and wallet share and maximizing customer engagement. The RSD will establish strong relationships with Service and Systems Integration Line of Business leadership and work closely with the regional operational leadership, sales operations, sales vertical practice leaders, marketing, channel and other indirect sales leadership to enhance systems integration and service revenue, increase customer satisfaction and customer retention.

Requirements

Ability to lead with confidence and create alignment among management and attract and develop staff
Ability to direct a team towards a cohesive set of strategic objectives and maintain efficient timelines in the completion of tasks
Ability to understand and leverage existing Company systems to provide solutions to the business and recommend new systems when required
Proven ability to significantly contribute toward or lead operation initiatives with a results oriented approach
Ability to build internal and client facing relationships
Demonstrated leadership and management skills in a team-oriented, collaborative environment
Exceptional strategic thinking and structured problem solving skills
Strong analytical, prioritizing, interpersonal, problem-solving, presentation, budgeting, project management (from conception to completion), & planning skills
Excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders from AVI-SPL, Customers, Manufacturers, and Third-Party Service Providers
Excellent communication and interpersonal skills, both verbal and written
Proficiency in various business productivity systems
Ability to balance multiple tasks with changing priorities
Ability to negotiate conflict and maintain constructive working relationships with people at all levels of the organization
Self-starter capable of working independently and ensuring to meet deadlines
Excellent communication and interpersonal skills, both verbal and written
Proficient with Microsoft Office (Word, Excel, Outlook, etc)
Valid Driver’s License and a Motor Vehicle Record that meets AVI-SPL driving standards

Nice To Haves

Minimum of a 4-year degree or comparable industry experience is required. Master’s degree is preferred
5+ years progressive sales management experience required
5+ years in a leadership role (direct or indirect)
Demonstrated experience growing new customer account base and exceeding budgeted sales targets
Proven experience supporting strategic growth, training, and development of sales professionals
Extensive experience developing and implementing business processes and streamlining operations
Experience in business/strategic planning and execution, including diligence, acquisition and integration a plus
Demonstrated experience understanding and executing sales strategies and processes, resulting in exceeding business targets

Responsibilities

Develop go to market strategies, leveraging company’s entire portfolio offering to promote new markets, increase existing customer wallet share, improve competitive position in region, while analyzing market conditions including pricing and competition to achieve organizational goals
Active management of field sales leadership and their respective team member’s weekly sales activities, sales pipelines and customers to ensure the achievement of business performance targets and standards taking timely action, as necessary, to ensure targets are achieved
Lead regular 1:1 meetings with field sales leadership, as well as other company practice leaders to develop and implement strategic sales plans, monitor business plans and enhance team alignment behind key strategic business goals of the region
Direct sales forecasting activities, including regular sales commit calls and quarterly outlook, account and business reviews
Work with EVP, Global Sales and SVP of region to establish annual territory and individual performance targets that align with overall business goals as well as deliver regular region performance reviews
Direct staffing, training and performance evaluations with the goal to attract, hire, develop and motivate high impact field sales personnel capable of exceeding sales quotas with respect to the strategic objectives of the region
Coordinate indirect influencer sales & channel development activity
Provide input to Service and Systems Integration Line of Business leadership on solution and offering simplification and standardization to enhance profitability and improve sales efficiencies
Meet with key clients, assisting sales leadership and personnel with maintaining relationships and negotiating and closing deals including strategically orchestrating opportunity presentations.
Lead the field sales leadership and their teams around proposal creation and win strategy, including pricing and value add
Work with SVP of region to manage sales expense budgets to meet company objectives
Collaborate with the Marketing department on marketing tactics and market conditions and ensure appropriate delivery of marketing and sales tactics in region.
Work closely with sales operations to utilize reports and tools to monitor attainment of regional sales & personnel goals
Oversee the recruiting, interviewing, hiring, training and staffing of the sales team working with the field sales leadership
Foster an environment that rewards accomplishment and encourages the advancement and retention of productive employees
Other duties assigned as needed