Purpose of this Position: The Regional Sales Manager (RSM) role is a high-impact, sales position responsible for driving new business acquisition and sales growth. This role entails direct selling responsibilities and the strategic management of a Regional Sales territory. The RSM is accountable for achieving sales revenue targets (Quota). They must be completely aligned with the company's go-to-market strategy. This role demands a proactive salesperson who thrives in a dynamic, results-driven environment, capable of multitasking. This individual must have in-depth knowledge of McLeod products and services. The ability to satisfactorily perform a high-level software demonstration to perspective customers is a requirement of the position. The RSM is expected to utilize Sales Services resources and other McLeod resources when they are needed to support their sales efforts.
Essential Duties & Responsibilities: Sales Execution
- Achieve or exceed individual, and divisional (Team) revenue quotas (monthly, quarterly and annually).
- Directly generate new business revenue through in-person and virtual sales presentations.
- Promote the sales of all applicable McLeod Software products to prospective customers. Especially those products that generate recurring revenue for the company.
- Maintain a personal activity level of 8+ on-site meetings and 8+ product demonstrations per month. This will be measured through required NetSuite reporting.
- Personally prospect 25+ calls per week, focusing on: Truckload fleets with 5-15 users, Broker-only firms with 5-15 users, Combination trucking/brokerage prospects with up to 19 users.
- Work with the Business Development Team to qualify leads and ensure follow-up conversions and meetings happen quickly & with a sense of urgency.
- Follow up on all assigned leads immediately and record lead scores (0-5) post-demo or opportunity conversion in NetSuite.
- Attend the bi-annual Sales Kick-Off and Summer Sales Meetings held at the corporate office.
- Attend Sales Services training sessions conducted by the Sales Services team to develop McLeod Software expertise and knowledge.
Reporting & CRM Accountability:
- Accurately report and track weekly closed deals (revenue, rep, product, next steps and the estimated booked Sales amount).
- Manage and maintain your own Top 100 target account list, visiting at least 50% annually, in addition to traveling for on-site meetings with active prospect opportunities.
- In addition to managing the normal pipeline, opportunity and forecast reports generated using the CRM the Regional Manager must maintain a Top 100 activity report that tracks weekly and monthly top 100 activity (on-site and remote meetings).
- Utilize CRM reports to track and maintain activity levels of 8+ on-site meetings and 8+ product demonstrations each month.
- Ensure timely and accurate use of NetSuite CRM for forecasting, opportunity management, cold call and demo tracking, and pipeline reporting.
- Ensure all team updates, forecasts, and activity reports are completed prior to management-established deadlines to prepare for weekly sales meetings.
Market Development & Industry Events:
- Engage actively with national and state trucking/brokerage associations in the defined territory.
- Represent McLeod Software at industry events, networking forums and company hosted events to build a stronger brand presence.
Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience: - Bachelor's degree in business, Sales, Marketing, or a related field is preferred.
- Minimum of 3+ years in B2B technology sales and within the transportation, logistics, or SaaS industries; or 3+ years of experience in an outside sales role, required.
- Exceptional communication, and presentation skills.
- Highly analytical with the ability to track metrics and drive data-informed decisions.
- Proficient in CRM software (e.g., NetSuite) and Microsoft Office Suite.
- Willingness and ability to travel extensively within the assigned territory, minimum travel expectation: 50%.
