Regional Sales Manager

11 - 15 years experience  •  IT Consulting/Services

Salary depends on experience
Posted on 02/22/18
Dallas, TX
11 - 15 years experience
IT Consulting/Services
Salary depends on experience
Posted on 02/22/18

Job Description

The Director, Account Leadership/Sales Management, drives the sales strategy definition and execution in the assigned territory and/or market, and leads long term growth for a portfolio of high revenue stream accounts for an area or territory. He/She manages, guides and coaches the sales team. He/She takes a leadership role in facilitating team sales and leveraging best internal thinking and resources to benefit Avanade and its customers. The Director oversees the adherence to the sales process, introduces and implements improvements to the process, and acts as an expert/advisor as required. He/She ensures sellers in their territory adhere to and comply with the sales process and CRM usage guidelines. This position is responsible for developing and maintaining a strong sales pipeline, meeting and exceeding sales, revenue and margin percentage sold (both individual and team), and meeting or exceeding customer satisfaction goals.

Key responsibilities include:

  • Continuously improves efficiency and effectiveness of the sales team by deploying the right people, in the right markets; minimizes and removes the distractions that optimize motivation and efficiency
  • Works withSales, Business Development Executives and Regional Executives (RE’s) to develop regional, territory and market sales strategy and operational plans
  • Provides leadership and program oversight, including account planning and management, territory planning, pipeline forecasting and development, and sales management
  • Manages customer pipeline, and oversees customer satisfaction efforts and monitoring in assigned territory
  • Designs, develops and improves tools and methodologies to forecast sales, deploy sales resources, manage pipeline, and track leads
  • Ensures sellers create the global standard 'account plan' document for their customers as needed, and reviews and guides accordingly
  • Develops partner relationships and oversees competitor intelligence research and reporting
  • Facilitates knowledge sharing, and leads a sales team in assigned territory, and provides support and guidance to sales team
  • Quickly prioritizes account opportunities to deliver the highest percentage of wins, accurately qualifying those opportunities that have true potential
  • Key architect of major sales deals, brings thought leadership/innovation to a team of sellers, and brings to the table experts from different areas to define innovative solutions
  • Ensures the sales process is followed, and ensures compliance with policies, rules and regulations


Qualifications

Years of Experience: 10-18years

Sales Management Experience: 7-10 years


Education: Bachelors degree in business, sales or marketing recommended


Other Skills/Knowledge:

  • Strong team management experience with a significant track record; proven leadership skills and ability to orchestrate resources and motivate teams
  • Thorough understanding of market potential and competition; strong strategic planning capability
  • Proven ability to communicate effectively with partners and customers
  • Comfortable with C suite executives and develops business relationships
  • Strong track record of selling complex IT projects and solutions selling
  • Advanced commercial, delivery and project and program management skills

Required Certifications: N/A


Requisition ID - 49375

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