POSITION SUMMARY: BASIC FUNCTION
The Regional Director of Enterprise Sales is responsible for direct sales activities such as developing and managing Client Executives and other internal resources to facilitate the sales process. This role is responsible for establishing and maintaining effective communications with appropriate executives and management to ensure proper sensitivity to sales needs, and maximizing sales revenue to meet company objectives. The Regional Director of Enterprise Sales also individually manages a portfolio of accounts.
ESSENTIAL DUTIES & RESPONSIBILITIES
Manages sales activities to maximize sales revenues and meet corporate objectives:
Accurately forecasts annual, quarterly and monthly revenue streams.
Develops specific sales strategies and plans to ensure revenue growth in all of the company's products.
Provides periodic results assessments of sales staff's productivity.
Directs professional account management activities.
Coordinates proper company resources to ensure effective and efficient sales.
Performs sales activities on accounts and negotiates sales price and discounts through the VP of Sales.
Communicates with team members to keep up-to-date with daily issues and activities.
Individual management of enterprise accounts.
Manages and develops sales and sales support staff:
Manages personnel activities (i.e. hires, trains, coaches, appraises, rewards, motivates, disciplines, recommends termination as necessary) of staff.
Educates sales unit in terms of sales tactics.
Evaluates effectiveness of Sales, Client and Channel Executives; recommends necessary changes.
Establishes and manages effective programs and/or seminars to address the following issues:
New account sales and growth to existing customer base through sales force.
Sales of emerging products and complex IT-outsourced solutions.
Improve company and customer presentations.
Pro-active competitive strategies and targeted sales campaigns.
Proper use and level of sales support.
Management of expenses of the area at a reasonable level and within budget.
Resolves business/financial issues on contracts.
Regular, predictable attendance is essential for satisfactory performance.
KNOWLEDGE, SKILLS & ABILITIES
Excellent knowledge of company's products, pricing practices, and selling skills.
Effective management skills with ability to lead the company's sales efforts.
Excellent time management, verbal and written communications, decision making, human relations, presentation and organization skills.
Able to be highly confidential.
Proficient with computers to include the utilization of Microsoft programs such as Word, Excel, Power Point and Outlook.
Able to work in a team environment.
Manages stress and/or fast-pace effectively
Professional appearance and presentation required.
EDUCATION & EXPERIENCE
Bachelor degree required or equivalent education and/or work experience usually obtained with 7-8 years' related sales experience.
Minimum 10-15 years data center industry experience.
Minimum 5 years, preferably 8, as a Sales Manager role.
PHYSICAL REQUIREMENTS
Ability to drive a vehicle.
Primarily sitting with some walking, standing, and bending.
Able to hear and speak into a telephone.
Close visual work on a computer terminal.
Dexterity of hands and fingers to operate any required computer keyboard, mouse, and other technical instruments.
Able to lift and carry up to 20 lbs.
WORK CONDITIONS
Typical office environment with extensive daily usage of a computer or workstation.
Frequent travel to client sites.
SPECIAL REQUIREMENTS
May require working outside normal working hours.
Current valid state-issued driver's license and car insurance.
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