ROLE OVERVIEWThe Regional Sales Manager is responsible for leading the commercial strategy and sales performance across an assigned region, driving sustainable revenue growth through both new business acquisition and expansion of existing client relationships. As a member of the global Park IP Commercial organization, this role combines people leadership, sales management, and strategic business development to achieve regional revenue objectives.
The RSM leads, coaches, and develops a high-performing sales team while maintaining executive relationships with key customers and supporting complex commercial opportunities. Working closely with Marketing, Operations, Solutions, and Executive Leadership, the role ensures consistent execution of the sales strategy and delivers an exceptional customer experience.
Travel will be required to support client meetings, industry events, and business development activities.
MAIN RESPONSIBILITIES - Lead, coach, and develop a high-performing regional sales team, fostering a culture of accountability, collaboration, and continuous improvement.
- Establish clear sales objectives, monitor performance against KPIs, and support team members in achieving or exceeding individual and regional revenue targets.
- Conduct regular pipeline reviews, sales coaching sessions, and performance discussions to maximize team effectiveness.
- Support recruitment, onboarding, and ongoing development of sales talent.
- Develop and execute the regional sales strategy aligned with global commercial objectives.
- Drive new business acquisition while identifying opportunities to expand existing customer relationships.
- Support the team in managing complex enterprise opportunities and participate directly in strategic sales engagements when required.
- Ensure consistent achievement of regional sales quotas, pipeline generation, and revenue growth objectives.
- Build executive-level relationships with strategic clients, partners, and key decision-makers.
- Support the team in developing tailored commercial solutions that address customer business challenges.
- Oversee the successful execution of major proposals, contract negotiations, and commercial agreements.
- Act as an executive sponsor for key customer relationships where appropriate.
- Partner with Operations, Solutions, Program Management, Marketing, and Executive Leadership to deliver integrated customer solutions.
- Collaborate with global commercial leadership to define regional priorities, value propositions, and go-to-market strategies.
- Share market intelligence, competitive insights, and customer feedback to support business planning and product development.
- Ensure accurate pipeline management, forecasting, and opportunity tracking through Salesforce.
- Monitor regional sales performance and provide regular reporting on forecasts, pipeline health, and commercial activity.
- Drive data-driven decision-making through sales analytics and performance metrics.
- Represent Park IP at customer meetings, executive briefings, conferences, and industry events.
- Strengthen Park IP's market presence and identify new commercial opportunities through industry engagement.
REQUIREMENTSExperience- Bachelor's degree or equivalent professional experience.
- 7+ years of enterprise B2B sales experience within Legal Services, Intellectual Property, Legal SaaS, and/or Legal Localization Services.
- Previous experience leading and developing high-performing sales teams.
- Proven track record of consistently exceeding regional sales targets through both personal contribution and team performance.
- Experience managing complex enterprise sales cycles and strategic customer relationships.
- Strong experience developing regional sales strategies and executing go-to-market initiatives.
- Experience working within multinational or global organizations is preferred.
Technical Skills - Strong experience using Salesforce or another enterprise CRM platform.
- Experience managing sales forecasting, pipeline reporting, and performance analytics.
- Experience developing commercial proposals, pricing strategies, Statements of Work (SOWs), and enterprise contracts.
Competencies- Strong leadership, coaching, and people development skills.
- Strategic commercial mindset with the ability to identify and capitalize on market opportunities.
- Excellent consultative selling, negotiation, and executive relationship management skills.
- Strong analytical and decision-making capabilities.
- Exceptional communication and stakeholder management skills.
- Results-driven with the ability to inspire and motivate high-performing teams.
- Ability to work effectively across global, cross-functional, and multicultural environments.
