Job SummaryThe Director of Regional Sales is a senior sales leader responsible for leading a regional team that sells the Landis+Gyr portfolio (AMI, Software/Solutions) direct to utilities. They own the creation of the regional sales strategy and lead and coordinate the planning, organization, implementation and execution of a sales plan, including the budget and forecasting to achieve assigned revenue goals for the region. They are accountable for the management of Key Account Executives and Strategic Sales Directors and will also help drive the business development strategy. This individual will play a critical role in the Region's ability to meet revenue and sales targets and will require a strong sales leader with a proven background in building and managing a sales team. They will also build the leadership capability and operating rhythm needed for the region to scale through other leaders, not only through their own direct involvement.
Primary Statement of DutiesPositioning- Researches and analyzes competitive conditions, customer needs and market trends. Designs strategies to capitalize on market opportunities.
- Comprehends complex customer needs and specifications and envisions how Landis+Gyr's portfolio of solutions meet those needs.
- Makes recommendations to management regarding product development, customer requirements, trends, etc.
- Understands and effectively communicates the company's value proposition and technology, including Landis+Gyr product differentiation.
Leadership- Ensures sales team performance by setting clear expectations and holding direct reports and, over time, front-line managers accountable for results.
- Accountable for people management, team leadership and mentoring.
- Builds a consultative selling capability and process within the sales organization.
- Sponsors and ensures effective training for sales staff, working with managers and enablement to deliver it, and ensures consistent guidance on pricing, procedures and communication.
Leading Leaders and Building Sales Capability- Builds coaching capability across the region. Develops senior sellers and future front-line managers to coach through questions and diagnosis rather than prescribing answers, and inspects the quality of coaching, not only the results.
- Runs a disciplined regional operating rhythm of pipeline, forecast and deal reviews. Requires evidence-based deal assessment and holds the region accountable for commit accuracy and stage hygiene.
- Owns regional pipeline health and generation. Sets coverage expectations and ensures leaders hold their teams accountable for building and advancing qualified pipeline.
- Sets clear performance standards and applies them consistently across teams. Manages leading indicators and drives timely, fair performance improvement and consequence decisions.
- Builds the leadership bench. Defines role profiles, uses structured interviewing, ensures strong onboarding, and creates career paths and succession plans that retain top talent.
- Multiplies talent through individualized development plans, skill gap diagnosis, and stretch assignments that prepare senior sellers for expanded scope.
- Translates regional strategy into territory, account and resource decisions. Leads cross-functional partners (product, solutions, contracts, delivery) to support the region's largest opportunities.
- Cascades priorities downward and advocates upward. Builds a trusting team culture where healthy debate happens, and communicates the region's performance, risks and resource needs to executive leadership with a clear business case.
Customer/Relationship Management- Establishes an intimate understanding and knowledge of key customers and proactively identifies and creates key relationships.
- Ensures that customers are well satisfied with Landis+Gyr products and services.
- Drives Landis+Gyr presence at key sales events.
- Ensures customer requests, complaints and problems are resolved, and engages directly on executive-level escalations.
Process- Leads and coaches Key Account Executives and Strategic Sales Directors through sales cadence: Discover, Lead Qualification, Pre-Sale Strategy, Execution and Post-Sale activities.
- Ensures CRM data quality and reporting discipline across the region so pipeline and forecast are reliable, and holds direct reports accountable for it.
- Responsible for overall pricing strategy: AMI/Solution Opportunities, V+, Special Pricing, Customer Rewards Matrix, etc.
- Oversight of customer contracts, with contract administration owned by the appropriate contracts and legal partners.
- Keeps management informed of sales activities, changes in competitive conditions, impediments and significant problems.
Education and Experience- Bachelor's Degree.
- 10+ years relevant field sales experience, utility industry strongly preferred.
- 5+ years of sales team management.
- Experience leading through other leaders, or building and scaling a repeatable sales operating rhythm, preferred.
- Experience in software sales preferred.
- Experience selling technical solutions and/or systems in a business-to-business environment, software sales experience preferred.
Knowledge, Skills and Abilities- Strong knowledge of distribution utility system.
- Ability to think strategically and plan over 1-2 year timespan.
- Strong leadership and coaching capability.
- Ability to develop other leaders, coaching them to coach, and to hold them accountable to consistent standards.
- Analytical mindset.
- Seeks opportunities to increase existing and new customer sales for all products and service.
- Ability to develop new and strategic accounts through effective planning and execution.
- Strong communication skills: presentation, written, electronic and telephone.
- Strong organizational and problem-solving skills, negotiation.
- Relationship management skills and ability to quickly address customer issues.
Landis+Gyr is a global leader in energy management solutions, operating in over 30 countries and headquartered in Switzerland. We are thrilled that you've considered Landis+Gyr to be a part of your professional journey. As a part of the L+G family, employees are offered a comprehensive and competitive package of benefits including medical, dental and vision coverage, life insurance, and a 401(k)-retirement plan featuring a generous company match incentive. Additionally, we offer three (3) weeks of Paid Time Off (PTO) as well as eleven (11) paid holidays. We also offer a tuition reimbursement program, optional pet insurance, supplemental medical coverage and a host of other perks to ensure the health, wellness, and enrichment of our team members.
Pay is in the range of
$124,400 - $194,381 per year. The position is eligible for a 401(k) match and consideration for an annual bonus. The actual base salary offered depends on a variety of factors, which may include, as applicable, the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, and certifications or other professional licenses held. All candidates are encouraged to apply.
Job Title: Director Regional Sales, Central 1Requisition ID: 22274
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