Regional Sales Manager

Position Title:          Regional Sales Manager

Position Summary:

Directs the regional sales activities and is responsible for gross profit generation through the management of employees with direct gross profit responsibility. Sets sales goals and manages performance against sales forecasts.  Proactively develops and manages strategic alliance partnerships in support of closing business.  Architects and develops complex sales strategies; takes leadership role in difficult sales negotiations.  Establishes and maintains effective communications with executives and managers across the company to ensure proper sensitivity to the needs of sales team and customers.  Responsible for managing, leading, coaching and developing assigned staff.   Works under consultative direction toward pre-determined long-range targets.  Determines and pursues courses of action essential in obtaining desired outcomes. 

Essential Duties and Responsibilities include the following:

Other duties may be assigned to meet business needs. 

80% Supervises sales activities of assigned personnel in a defined geographic area

• Attain/exceed 100% of assigned gross profit quota.


• Direct sales activities to maximize the sales gross profit and meet regional objectives by accurately forecasting annual, quarterly and monthly gross profit streams, developing specific plans to ensure gross profit growth in all company products and services. 


• Provide quarterly assessments of sales staff productivity, directing professional account management activities, coordinating proper company resources to ensure efficient and referenceable sales. 


• Direct the recruitment, training, and on going management of staff through coaching, appraising, rewarding, motivating, performance management, termination.


• Lead sales activities on major accounts; negotiate special pricing with partners to maximize gross profit.

20% Manages Manufacturer Partner Relationships

• Establish leadership role with partner channel and end user sales management teams, to generate new lead sources and to maximize sales to the installed base


• Work with the Company’s Channel Manager to ensure partner certifications, training, promotions, and other marketing activities are effectively completed

Essential Education, Skills, and Environment:

Education and Work Experience:  Bachelor’s degree in business, sales or marketing; advanced degree desirable.  Five or more years experience in end-user sales management in enterprise systems or software environments. A proven ability to successfully manage a sales team to the attainment of financial and organizational objectives. 

Specialized knowledge and Skills:  Excellent knowledge of complex systems products and multi party negotiations.   Effective management skills with ability to manage the regions sales operations.  Excellent time management, communications, decision making, human relations, presentation and organization skills.  Professional appearance and presentation required.  Demonstrated ability to identify sell, and close complex, enterprise IT infrastructure projects.

Equipment and Applications:  Strong PC skills, including experience with Excel and sales force automation tools.