Regional Sales Manager

JOB SUMMARY

We are seeking a Regional Sales Manager (RSM) who will be responsible for the development and performance of all sales activities in an assigned territory which will include regions outside of the United States. The RSM provides leadership towards the achievement of maximum profitability and growth in line with company's sales strategy and sales. They establish sales plans and strategies to expand the customer base and ensures development of training and educational programs for Channel Partners and clients. This role is a remote-based position. This role will report to the National Sales Director.

ESSENTIAL JOB FUNCTIONS

1. Sales Strategy

• Develops a business plan and sales strategy for the region that ensures attainment of regional and company sales goals and profitability.
• Initiates and coordinates development of action plans with assigned Channel Partners to penetrate new accounts, market segments, and new product launches.
• Assists in the development and implementation of marketing plans as needed.
• Set strategic direction for accounts and opportunities in sales pipeline.
• Ability to direct, manage and utilize Doble resources to advance partnerships and sales opportunities.

1. Reporting

• Actively maintains Salesforce.com with updates related to identifying the pipeline of opportunities through complete sales process.
• Gathers appropriate information in collaboration with Channel Partners and/or other sales resources within the team to create monthly sales forecast.
• Provides timely feedback to senior leadership regarding performance, by maintaining an evaluation dashboard for each sales Channel Partner and utilizes the Miller Heiman methodology for influencing sales channel partner change objectives.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Sales Engineers, Business Development Managers, and Channel Partners.

1. Sales Support Activities

• Creates and conducts proposal presentations and RFP responses.
• Assists in the preparation of proposals and presentations.
• Represents Doble at exhibits and conferences.
• Make sales and retention calls to key clients.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Routinely evaluates pricing provided to customers, bid results and evaluates the competitive environment, and provide feedback to the marketing and sales organization to help develop sales strategies and ways by which to successfully close orders.

1. Budget

• Controls expenses to meet budget guidelines.

1. Compliance

• Ensure that staff remains in compliance of the legal requirements of laws and policies such as Foreign Corrupt Practices Act (FCPA), Sarbanes-Oxley Act, polices of the US Office of Foreign Assets Control ("OFAC"), US sanctions policies and localized trade laws and/or polices.
• Review all sales contracts to ensure legal compliance and that Doble and the client will be able to fulfill all the obligations of the contract.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Perform related duties as assigned by the Regional Sales Director and/or Senior Leadership.
• Ability to manage time, priorities, travel, and management and company requirements.

QUALIFICATIONS

EDUCATION:

• BS or BA in Engineering, Marketing or related.
• A combination of industry experience, education and training may be considered equivalent to a four-year degree.

REQUIRED EXPERIENCE:

• Minimum of 5 years' work experience in with responsibilities for sales, business development, or marketing with a proven history of successfully and regularly meeting sales targets. Note: 2 years of industry work experience in a field technical customer facing role may be used towards the 5 years minimum requirement.
• Sales/Business Development experience in the High Voltage testing or monitoring equipment and service industry especially in the utility market space.
• Ability to independently plan and organize one's own activities.
• Experience in using a CRM system such as Salesforce.com on a regular basis.
• Experience or ability to manage and direct the work of others.
• Strong services orientation and attention to detail.
• The ability to travel domestically & internationally up to 50%; passport will be required.
• The ability to work in a team environment.
• English fluency in both written and verbal communications.
• Proven success prospecting, building a pipeline, moving opportunities through the sales process; proposing, presenting, and discussing solutions with C-level and other decision-makers.
• Working knowledge of Microsoft Office Suite.

PREFERRED EXPERIENCE (Not Required):

• Previous management experience, managing or leading sales with manufacturer's representatives, distributors, and other channels to market.
• MBA preferred.
• Experience in selling or marketing high technology products and services.
• Received training through a sales methodology program such as Miller Heiman.
• Reside in the assigned territory.
• Reside within reasonable distance of major airport for the purpose of travel

KNOWLEDGE, SKILLS & ABILITIES:

• Creativity: ways of articulating value to users and differentiating the Doble against competitors.
• Industry Knowledge: use depth of industry knowledge to determine the product strategy and positioning while monitoring industry developments closely and translating those into the overall sales strategy.
• Analytical Skills: Work with channel management and solutions management to collect and analyze market data from internal and external sources to produce quantitative analysis covering market size, growth rate, competitor information, and key success factors. Analyze competitive product offerings, internalize market dynamics, prioritize customer needs, and translate that into a tactical roadmap for sales.
• Energy: must thrive in a sales-driven, fast-paced team environment.
• Self Management: Proven ability to drive and manage initiatives with management input as needed.

PHYSICAL REQUIREMENTS:

While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers, and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job. Must be capable of lifting 30 pounds. Must use assistance when lifting more than 50 pounds.

Actual base salary offered to the hired applicant will be determined based on their work location, level, qualifications, job related skills, as well as relevant education or training experience.
Salary Pay Range Minimum $118,270 - Midpoint $147,837

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

We are an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply.

The Americans with Disabilities Act of 1990 (ADA) prohibits discrimination by employers, in compensation and employment opportunities, against qualified individuals with disabilities who with or without reasonable accommodation, can perform the "essential functions" of a job. A function may be essential for any of several reasons, including: the job exists to perform that function, the employee holding the job was hired for their expertise in performing the function, or only a limited number of employees are available to perform that function.