Regional Sales Director
3 weeks ago
This role requires someone located in the Northeast.
The Regional Sales Director manages assigned sales territory to support the goal of Cass in achieving profitable sales growth and lasting relationships, through a focus of telecommunications expense management (TEM), wireless expense management (WEM), managed mobility services (MMS), audit, and business intelligence needs of new prospects and current clients.
PRINCIPAL RESPONSIBILITIES AND DUTIES:
Achieves annual targeted sales quota measured by total contract value:
Leverage Cass-generated leads, partner leads, and leads personally generated to establish a pipeline of sales opportunities equal to at least 3x annual quota.
Developing a thorough knowledge of Cass solutions in the telecom division, including how Cass has solved problems for other customers
Developing a thorough understanding of prospect needs by applying a needs analysis methodology in the selling process.
Consistently maintain the sales pipeline to reflect companies and key expenses, audit, and data processing information needs and the appropriate decision makers.
Submits timely, accurate, detailed, and quality proposals that focus specifically upon the objectives, goals and strategies of prospects.
Networking, participating in tradeshows and industry conventions, utilizing all internal tools, and cold calling to identify sales prospects.
Implementing market strategies, business development, and promotional plans originated from the Cass marketing department and executive management.
Manages multiple complex selling opportunities with large enterprise organizations within the assigned territory.
Presents the capabilities, features, and benefits of all products and services offered by Cass, to qualified decision makers.
Promotes prospect follow-up visits with key executives of the telecom division.
Develops pricing requests and proposals.
Continuously presents and upsells to existing clients to expand the service offering.
Supports channel partner sales activities to affect closed channel business.
Other duties as assigned.
KNOWLEDGE AND MINIMUM REQUIREMENTS:
Ability to communicate effectively with senior executives of major corporations, both verbally and in writing. Highly effective listening skills and the ability to discuss creative solutions to resolve issues.
Proven track record of sales success in a technical service environment offering complex custom solutions to executives of major corporations.
Self-motivated, high initiative, and results orientated team player with excellent follow-up skills.
Enthusiastic and professional demeanor exhibiting a high level of honesty and sincerity in interacting with prospects and customers so that a professional and trusting relationship can be formed.
Background in telecom expense management with knowledge and experience in management information systems (including financial systems) that support this industry or possess the ability to quickly get up to speed based on prior experience.
Proficiency in using the MS Office Suite of applications (e.g. Word, Excel, PowerPoint, Project).
Proficiency in using Salesforce.com CRM system.
Strong planning and organizing skills, with the ability to balance multiple tasks and changing priorities; must be able to meet prospect’s defined deadlines.
Proven leadership skills with demonstrated firmness and decisiveness.
Ability to prospect and qualify prospective clients effectively.
Ability to travel up to two weeks of every month and make multiple calls during travel period.
Willingness to perform necessary administrative functions to ensure all details are properly completed.
Proven ability to quickly learn new products, services, and information and apply this knowledge to the sales process.
Bachelor’s degree in business, or related field, or equivalent work experience.
3-5 years of sales experience, preferably in a service solution (non-product) environment.
Prior experience with TEM/WEM/MMS sales or I/T management in the telecommunications industry highly preferred but not required.
Familiarity with complex sales methodologies such as the challenger sales method.
APPLICATION PROCESS:
Please apply directly to this position via the “Apply” button. You will be required to create an account and provide your resume, contact information and other pertinent employment information. This process typically takes 20 minutes or less. Should we find that you meet the minimum requirement of the position, a member of our recruiting team will be in touch to start the interview process.
ABOUT OUR COMPANY:
Cass Information Systems, Inc. (NASDAQ: CASS) is a leading provider of integrated information and payment management solutions. Cass enables enterprises to achieve visibility, control and efficiency in their supply chains, communications networks, facilities, and other operations. Disbursing over $60 billion annually on behalf of its clients, and with total assets of $1.7 billion, Cass is uniquely supported by Cass Commercial Bank. Founded in 1906 and a wholly owned subsidiary, Cass Bank provides sophisticated financial exchange services to the parent organization and its clients. Cass is part of the Russell 2000.
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