BASIC FUNCTION

The Regional Sales Manager (RSM) position is a key central figure within the sales function responsible for developing a portfolio of accounts through new business development as well as consistent upselling/cross-selling and growth within this base. RSM will aggressively drive new opportunities throughout the entire region using creative messaging approaches in coordination with JAVS corporate marketing efforts. RSM will routinely measure competitive landscape and communicate with the Director of Sales and leadership accordingly.

ORGANIZATIONAL RELATIONSHIPS

• Reports to: Director of Sales
• Supervises: This position has no supervisory responsibilities.

SPECIFIC DUTIES AND RESPONSIBILITIES

• New Business Development; Cultivate and increase JAVS market share throughout identified regional responsibility.
• Maximize customer penetration through use of prospecting, presentation, selling, closing, follow up and account development skills.
• Forecast sales volumes, profit margins, and net profit and achieve clearly defined, mutually agreed upon revenue/gross profit targets; Produce sales trend reports and other analysis for leadership review via NetSuite.
• Accurately analyze and assess statistical data on an on-going basis that impact the industry and competitive approaches.
• Ability to organize, prioritize and handle multiple work assignments.
• Ability to pay close attention to detail, work under pressure, and meet organizational deadlines.
• Maintain professional and technical knowledge by attending industry-specific workshops, both internal and external; reviewing professional publications; established and maintaining professional networks; benchmarking state-of-the-art best practices.
• Develop and continuously evaluate/adjust promotional and advertising activities in collaboration with sales leadership.
• Travel up to 60% for on-site projects involving both pre and post selling activities; in combination with JAVS support teams, both pre-sale and post-sales projects; to include installation and some select service meetings.
• Support new hire sales training regimen; potentially mentor new RSM’s.
• Attend regional and national industry conferences representing JAVS solutions.
• NetSuite content management; report development for team and sales leadership.
• Professional attire is advised.
• Maintain a helpful and friendly working relationship with users.
• Frequently check e-mail and voicemail, responding in a timely manner.
• Perform any other duties as assigned.

STANDARDS OF PERFORMANCE

• Ability to professionally and efficiently correspond with leadership via phone, email, and video conference.
• Ability to quickly learn about new software as it integrates with our business process.
• Excellent attention to detail.
• Ability to interact in a personable, professional and courteous manner to all users.
• Interpersonal relationships which encourage openness, candor and trust, both internally and outside of the Company.
• Ability to self-manage multiple projects and deadlines in an accurate and timely fashion.
• Maintenance of Company information in a confidential manner.
• Dedication to maintaining consistent corporate style guidelines.
• Pursue constant improvement of customer service and professional skills.
• Clean criminal background.

MENTAL AND PHYSICAL REQUIREMENTS

• Ability to maintain concentration with frequent interruptions.
• Professional, well groomed appearance and attire is advised.
• Ability to express themselves by means of the spoken and written word to interact with co-workers accurately, positively, to report findings to supervisor and to perform training with the end user.
• Ability to sit for extended periods of time.
• This position involves working in a field environment.
• This position requires domestic travel up to 60%

EDUCATION, EXPERIENCE AND TRAINING

• Bachelor’s Degree in Marketing or Sales-related field desired
• 7-10 years selling experience at manager/senior levels. Strong negotiating skills and ability to close; Consultative approach
• Technology or related industry preferred, ideally managing a complex, lengthy sales cycle.
• Demonstrated success a must with sales production measured against an established quota; performance metrics will be requested.
• Experience managing technology utilization (demo) and trouble-shooting in the field.
• Experience using CRM packages (Salesforce/NetSuite)
• Strong Presentation Skills; Ability to foster strong client relationships
• Excellent communication skills; written and oral; demonstrated multi-task capabilities
• Demonstrated analytical skills

EQUIPMENT AND TOOLS

• Computer and peripherals.
• Telephone system.
• General Office machines and equipment.