Regional Sales Director

3 weeks ago

San Jose, United States Trescal Full time

Job Description

Job Description Description: Who We Are As the world leader in calibration services, we provide precision calibration expertise in every industry, geography and instrument across the world. Trescal combines the power of an international group, a dense network of technical experts and responsive local laboratories. Become a part of Trescal and leap forward in your career path As a service company, our people are at the heart of what we do. We provide training programs, engagement with local communities and a commitment to improve the world around us, inch by inch.

The Position The Regional Sales Director’s responsibilities include managing a team of business development managers (BDMs), key account managers (KAMs), and inside sales representatives (ISRs) to improve and grow the Trescal assigned region’s revenue and profitability. This is done through identifying, developing, penetrating and selling into targeted accounts within the region’s target market segments (e.g. Life Sciences, Semiconductor, Aerospace/Defense, etc.). This leader will work closely with the Regional Operations Director to insure all regional sales key performance indicators (KPI’s) are achieved. The regional sales director will also be responsible for creating and implementing specific regional sales programs that will help grow both the top and bottom line of the region. By collaborating with the marketing team, this leader will also develop effective prospecting programs that help drive consistent funnel growth.

Reporting This position reports to the US VP Sales and Business Development and collaboratively works with the Regional Operations Director

Regional Sales Manager Responsibilities: ·

Overall Top Line Revenue

– Achieve the top line revenue KPIs on a monthly, quarterly, and annual level. ·

Retention of Key Accounts

– By leading the Key Account Managers in the area to implement specific account KPIs, and periodic business reviews, the Regional Sales Director will establish KPI’s for each account and Key Account Manager to help the team reduce the churn in the assigned region. ·

Organic Growth

– By leading the Business Development Managers and Inside Sales Representatives, the Regional Sales Director will establish KPI’s for each BDM and ISR that will achieve the organic growth targets in the assigned region. ·

Maintaining Sales Standard Work -

Conduct weekly funnel reviews for all open opportunities in a given month. Provide leadership, insight, and accurate forecasts for monthly bookings from the team. Update tracking tools for all sales KPI’s on a timely basis. ·

Account Profitability Oversight

– By working with the Regional Operations Director, the Regional Sales Director will help to identify low profit accounts within the region and create specific action plans to improve the accounts profitability. This includes, but not limited to – price increases, change in mix, change in markup, and – in the most extreme cases – recommendation to terminate service if all avenues to improve profitability have been exhausted. ·

Sales Team Integration

– Work with the Regional Operations Director to integrate the sales functions of any/all sales members from Trescal acquisitions. This includes the personnel, the processes, the tools and compensation in line with established Trescal policies. · Supervising individuals assigned to each key responsibility (BDM, KAM, ISR) · Compiling reports on sales team progress, goals, resource requirements and other key deliverables

Requirements:

· Bachelor's degree in business administration, marketing, sales, or related field. Relevant experience in lieu of a degree will be considered · 3-5 years proven sales leadership and process improvement experience. · Proficient in all Microsoft Office applications as well as CRM software. · Excellent business acumen when evaluating P&L’s with proven experience around improvement of gross margins with measured risk evaluation for any proposed improvements. · The ability to build rapport with key organizations outside the commercial team. · The ability to handle multiple responsibilities and competing priorities · Strong presentation, organization and leadership skills. · Exceptional customer service skills, able to recommend and prioritize projects, processes and programs that serve the customer · Excellent communication skills. The Ideal Candidate will be: · Steady under pressure with the ability to multi task · Ability to meet deadlines and targets as the role is results driven · Ability to travel as the role may require regular overnight stays.

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