Position Description: Reporting to the VP of Sales and Business Development, the Regional Sales Manager is responsible for managing a territory to aggressively pursue and achieve an assigned quota (annually and quarterly) through sales of GlobeStar Product Software and services. You will maintain a high-level understanding of Connexall’s general product capabilities, features, benefits, and value propositions validated through periodic training and assessment. 

 

·    Capability to understand new technology and/or service offerings with little assistance and demonstrate applicability to targeted markets.

·    Ability to perform independent research to identify opportunities at new and existing customers.

·    Ability to quickly assimilate customer’s technical and business issues, analyze situations in real time, or subsequent evaluation and translate to capabilities of GlobeStar technology or product/service offerings.

·    Accurate and clear communication of technical issues to customers and other internal resources in both written and verbal form.

·    Ability to build strong relationships internally and with partners in order to leverage resources as required assisting in the progression of an opportunity.

·    Ability to work closely with pre-sales resources in customer situations to assess business problems, qualify and build value propositions.

·    Ability to work independently or as part of a team to develop a sales, account or territory strategy to maximize revenues.

·    Leverages the understanding and application of technology to the particular territory and vertical industries and uses this to creatively position appropriate GlobeStar products that deliver high customer value.

·    In conjunction with Sr. management, sets weekly goals and objectives based on territory plan and target quota. Is expected to review sales funnel activity on a weekly basis with Sr. management and maintain accurate and up-to-date sales tracking data in sales force automation system on a daily basis.

·    Ensures that a Draft Action Plan (DAP) is in place for each active opportunity greater than $50,000 at funnel stage “C”, “B”, and “A”.

·    Responsible for managing the sales pipeline and maintaining control of sales to ensure reasonable cycle length, sales volumes and win rate.

·    Builds and maintains a high level working knowledge of GlobeStar licensing and pricing policies and paperwork requirements and ensures compliance to them.

·    Negotiates contracts/bids and co-ordinates handling of other sales administration issues by internal resources within GlobeStar.

·    Participates in the creation of specific technology selling strategies with Marketing and BDM’s.

·    Generates strong customer references through execution of sales strategy and successful implementation of technology. 

Business Performance

·    Deliver against all Key Performance Indicators (KPIs)

·    Support BDM’s in delivering the agreed quarterly and annual revenue and yield targets for the market 

Business Management

·    Create an annual Growth Plan specifying growth targets, resource requirements, deployment and development plans for the teams for inclusion in the overall market growth plan

·    Develop business cases for investment decisions

·    Provide operational forecasts in the agreed format and within required accuracy targets and actively monitor and manage the sales pipeline

·    Drive the adoption and consistent implementation of GlobeStar sales processes and tools so that accounts and opportunities are comprehensively and accurately documented

·    Implement a simple win/lose review process within the team so that successes are celebrated and learning is distilled from losses

·    Conduct/participate in regular business reviews

·    Participate in strategic account and opportunity reviews with BDMs and Account teams as required

 

·    Excellent verbal and written communication skills

·    Completed University degree in Business, Marketing or other relevant discipline.

 

·    Occasional travel required (up to 50%)