Regional Sales Manager - RTS Intercom

This is a remote role with up to 50% travel.

Job Description

RTS Intercom is seeking a highly driven, entrepreneurial Regional Sales Manager to accelerate growth within an assigned U.S. region while directly developing and managing a portfolio of Strategic Key Accounts.

This is a quota-carrying, hunter-oriented sales position for someone motivated by winning new business, building strong customer relationships, displacing competitors, and closing complex professional intercom and communications opportunities.

The successful candidate will combine regional sales development, Strategic Key Account management, and channel engagement, working closely with end users, system integrators, distributors, consultants, rental companies, technical sales, product management, and the broader RTS organization.

This is not a territory-maintenance role. The Regional Sales Manager is expected to actively create opportunities, develop pipeline, penetrate strategic accounts, and take ownership of opportunities from initial engagement through order closure.

Key Responsibilities

Regional Growth & New Business Development

• Own sales growth and Order Intake within the assigned U.S. region.
• Proactively identify and develop new customers, projects, applications, and market opportunities.
• Generate new business through direct prospecting, customer visits, networking, industry events, channel engagement, and competitive displacement.
• Target new logos and underpenetrated accounts across Broadcast, Sports, Rental & Staging, Live Production, House of Worship, Corporate, Government, and other strategic verticals.
• Develop opportunities from early-stage identification through technical validation, quotation, negotiation, and closing.
• Maintain strong visibility into upcoming projects, customer investment plans, competitive activity, and market developments.
• Continuously build sufficient qualified pipeline to achieve and exceed assigned sales targets.

Strategic Key Account Management

• Directly own and develop a defined portfolio of Strategic Key Accounts in addition to the broader regional sales responsibility.
• Create and execute structured Strategic Account Plans focused on long-term revenue growth, customer penetration, competitive positioning, and relationship development.
• Map key customer stakeholders, including technical influencers, users, decision makers, economic buyers, sponsors, and other relevant stakeholders.
• Develop relationships across multiple levels of the customer organization, from technical teams through executive decision makers.
• Understand each Strategic Key Account's installed base, business priorities, technology roadmap, investment plans, competitive environment, and future projects.
• Identify opportunities to increase RTS share of wallet and expand the RTS footprint within strategic customers.
• Develop multi-year opportunity roadmaps for assigned Strategic Key Accounts.
• Coordinate RTS commercial, technical, product, and management resources around strategic customers to maximize the probability of winning.
• Protect existing RTS business while proactively identifying competitive displacement opportunities.
• Conduct regular Strategic Key Account reviews and maintain clearly defined objectives, actions, opportunities, and growth targets.

Channel & Partner Development

• Work closely with RTS dealers, distributors, system integrators, rental companies, consultants, and other channel partners.
• Develop joint account and opportunity plans with priority partners.
• Drive proactive opportunity generation with partners rather than relying only on existing customer demand.
• Identify gaps in regional channel coverage and develop new relationships where appropriate.
• Support partners during strategic quotations, demonstrations, competitive evaluations, negotiations, and major project pursuits.
• Maintain direct relationships with strategic end users while effectively leveraging the RTS channel ecosystem.

Strategic Opportunity Management

• Take ownership of significant sales opportunities from qualification through closure.
• Develop clear win strategies for complex and competitive opportunities.
• Identify customer buying influences, decision criteria, competitive positioning, risks, strengths, and potential blockers.
• Establish concrete next steps and closing strategies for priority opportunities.
• Coordinate the commercial, technical, product, and management resources necessary to win.
• Maintain disciplined CRM management with accurate opportunity value, probability, timing, competitors, stakeholders, next steps, and expected Order Intake.
• Provide reliable monthly and quarterly sales forecasts.
• Maintain appropriate pipeline coverage against assigned commercial targets.

Customer & Market Engagement

• Become a trusted commercial partner by understanding customers' workflows, technical challenges, business priorities, and investment strategies.
• Represent RTS at trade shows, customer demonstrations, roadshows, industry events, and partner activities.
• Gather and communicate market intelligence, including customer trends, competitive activity, pricing developments, emerging technologies, and new applications.
• Identify white-space opportunities and communicate potential new markets or business models to the broader Growth organization.
• Collaborate with Business Development, Product Management, Marketing, Technical Sales, and other functions to convert market opportunities into sustainable revenue.

Key Performance Indicators

Performance will primarily be measured through:

• Order Intake achievement
• Revenue growth within the assigned region
• New-logo acquisition
• Strategic Key Account growth
• New opportunity and pipeline generation
• Pipeline coverage
• Opportunity conversion and win rate
• Competitive wins
• Strategic Key Account penetration and share of wallet
• Forecast accuracy
• Partner-generated opportunity development

Candidate Profile

We are looking for a high-energy, ambitious, commercially driven sales professional who enjoys creating and winning business rather than simply maintaining an existing customer base.

The ideal candidate:

• Demonstrates a strong hunter mentality and passion for winning new business.
• Is highly motivated by individual targets and performance-based compensation.
• Takes ownership and operates with urgency and accountability.
• Is comfortable prospecting, opening doors, and developing relationships with new customers.
• Has the ability to expand existing relationships into larger strategic business opportunities.
• Can build relationships from technical users and influencers through senior management and executive decision makers.
• Understands how to navigate complex customer organizations involving multiple stakeholders and decision makers.
• Enjoys competitive selling and can develop structured strategies to win against established competitors.
• Can effectively balance short-term opportunity execution with long-term Strategic Key Account development.
• Is comfortable selling technically complex solutions involving multiple stakeholders and longer sales cycles.
• Can work independently while collaborating effectively across a global organization.
• Demonstrates strong negotiation, communication, presentation, and relationship-building skills.
• Is disciplined in opportunity management, pipeline management, account planning, forecasting, and CRM usage.
• Is willing to travel regularly throughout the assigned region (up to 50%).

What Success Looks Like

Within the first year, the Regional Sales Manager will have:

• Built a strong and sustainable qualified opportunity pipeline.
• Established a consistent rhythm of new opportunity generation within the assigned region.
• Developed comprehensive growth plans for assigned Strategic Key Accounts.
• Built strong relationships with key stakeholders and decision makers within priority accounts.
• Created meaningful new opportunities beyond the existing RTS customer base.
• Expanded RTS penetration and share of wallet within Strategic Key Accounts.
• Won competitive projects and displaced competitors in targeted opportunities.
• Established productive relationships with priority channel partners.
• Delivered reliable forecasts and demonstrated clear ownership of the region and assigned accounts.
• Achieved or exceeded assigned commercial targets.

The mission is clear: create opportunities, develop strategic customers, win competitive projects, close business, and grow RTS market share.

Qualifications

• 3-7+ years of successful B2B sales, account management, or business development experience.
• Demonstrated track record of achieving or exceeding an individual sales quota.
• Experience developing both new business and Strategic Key Accounts.
• Experience selling professional technology, AV, broadcast, communications, networking, or other technically complex solutions.
• Experience working with dealers, distributors, system integrators, consultants, and end users.
• Knowledge of professional intercom, broadcast, sports production, live production, rental, or professional audio markets is highly desirable.
• Existing relationships within the U.S. broadcast, sports, production, rental, or professional AV ecosystem are a strong advantage.
• Proficiency with Salesforce CRM, including opportunity and pipeline management, account management, sales forecasting, activity tracking, and maintaining high-quality CRM data, is an advantage.
• Experience and/or formal training in Miller Heiman / Korn Ferry sales methodologies, particularly Strategic Selling® / Blue Sheet for strategic opportunity management and Large Account Management Process® (LAMP®) / Gold Sheet for Strategic Account Planning, is considered a differentiator.
• Bachelor's degree or equivalent professional experience.

Additional Information

The U.S. base salary range for this full-time position is $80,000-$100,000. This role is also eligible for commission, with total compensation ranging from $133,000-$167,000. Within the range, individual pay is determined based on several factors, including, but not limited to, work experience and job knowledge, complexity of the role, job location, etc.

In addition to base salary, full-time employees are eligible to participate in Keenfinity Group's (US) Health and Welfare Benefit Plans-including medical, dental, vision, disability, and life insurance-as well as the company's 401(k) plan, subject to the terms and conditions of the respective plan documents. Full-time employees are eligible to participate in Keenfinity Group's paid time off and sick leave programs in accordance with applicable policies.
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