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Regional Vice President of Sales

Regional Vice President of Sales

LOCATION: CHICAGO, IL
DEPARTMENT: SALES
SUB FUNCTION: SALES
POSTED: 06/07/2015

 

Job Summary

The Regional Vice President of Sales (RVP) is the sales head of the assigned region. Overall responsible to achieve/exceed his regional targets in terms of New Business/Renewals/Revenue/Gross Margins and receivables. Responsible to develop and implement regional sales strategies to achieve/exceed the assigned targets, grow the customer base and develop the existing customers. He/she provides leadership to the team monitors their activity level and supports them to be successful and productive. He/she plans, controls and directs activities of his sales force on a day to day basis.

Duties & Responsibilities

  • Meet and exceed AOP sales targets assigned.
  • Ensure consistent new business and profitable revenue growth in the region.
  • Ensure receivables are in control and aligned with the business objectives.
  • Customer Meetings.
  • Review and guide the sales team to penetrate, maintain, and up-sell to top-tier, high value accounts.
  • Lead, coach and support his team to achieve their sales quota.
  • Manage contract negotiations with Sales Reps as needed/requested.
  • Review and analyze team activities, individual pipeline, forecast and performance data on regular basis.
  • Develop, communicate and execute sales strategy with the objective to increase customer base, enhance customer satisfaction and profitable revenue growth.
  • Keep updated on the competition, their product offering, and any new happenings in his region which may impact his/her customers/prospects and plan out strategy along with his superiors to counter that.
  • Identify new market opportunities and create/implement plans to grow market share.
  • Review his/her region performance to see the progress made toward stated goals and objectives.
  • Coordinate with finance, legal, procurement and customer operations team as and when needed.
  • Fill up vacant positions and ensure the new hires get productive within 3-6 months’ time.
  • Provide senior management with all requested and required information including preparation of business plans, sales forecasts, projects, staffing, and any supporting justification required.

Time Allocation

  • 50%: Customer contact (phone and in-person selling along with sales representatives)
  • 40%: Coaching, Developing, and Mentoring sales representatives
  • 10%: Administration and Reporting

Key Performance Indicators

  • New business Sold
  • New Logos won
  • Renewals
  • Churn
  • Revenue growth
  • Gross Margin
  • Receivables

Skills and experience (“E” denotes Essential and “D” denotes Desirable)

Technical/Functional Skills:

  • E = Must exhibit excellent working knowledge of WAN, MAN, and LAN technologies and understanding of IP, Ethernet, and Telecom Services

Competency & Behavioral Skills:

  • E = Track record of past success leading sales teams
  • E = Team Person
  • E = Demonstrated experience developing and executing strategic plans
  • Internally is frequently demonstrating the ability to work effectively across organizational boundaries – finance, legal, procurement, customer operations, product and marketing, business leaders
  • Externally is frequently demonstrating the ability to work effectively with Customers, Partners, Vendors

Experience

  • College graduate; advanced degree desirable (e.g., MBA)
  • Minimum of 5 to 7 years’ experience selling telecom solution services for enterprise, SME segment with more than 15 years of overall sales experience
  • Minimum 5 years in sales management role
  • Leadership quality and can drive salesforce to get desired results
  • Firm understanding of relationship selling. Excellent communication skills a must
  • Demonstrated experience developing and executing strategic plans
  • Track record of past success leading sales teams
  • Demonstrated maturity in managing the business
  • Demonstrated ability to work effectively across organizational boundaries
  • Must be organized and technically proficient
  • Achiever and result oriented

For Management Positions

  • Number of people directly supervised: 6 – 10
  • Total size of the team: 6 – 10

Education (“E” denotes Essential and “D” denotes Desirable)

  • E = Bachelor’s Degree
  • D = MBA

Additional Requirements

  • D = Telecom Sales

Contact: careers@globalcloudxchange.com

Job Type : Full-time

Employment Type : Permanent