The Regional Sales Director will lead sales of our Hospitality products and services in the east coast region. This leader will be accountable for developing the future talent pipeline needed to execute against sales growth targets. The Regional Sales Director must be highly skilled in navigating customer relationships, cross-functional collaboration and delivering results defined by our sales growth strategy for existing and emerging markets.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Talent / Culture
• Provides leadership to the regional team while fostering a culture of accountability, professional development, high-performance, and ethical behavior
• Facilitates ongoing direct report 1 to 1's and regional sales meetings to maximize sale performance
• Manages quotas and performance against defined incentive structure to achieve / exceed results
• Cultivates high sales team effectiveness and adoption of best practices
• Leads change initiatives by continuously assessing opportunities for improvement, championing change initiatives, and removing obstacles impeding growth
• Collaborates across Business Unit and Functional Area boundaries to meet sales objectives while respecting competing priorities
• Deeply understands the Company's value proposition, becomes an expert in product line and system offerings, and can effectively train a team of high-performing client sales associates
• Customer Relationships
• Establishes and maintains productive peer-to-peer relationships with customers and prospects
• Advocates for the customer while remaining company-first
• Effectively manages regional opportunity pipeline and actively engages to support direct reports in winning opportunity business within region
• Optimize the use of Salesforce to manage sales pipeline, velocity, and deal stage conversions rates
• Skilled in enhancing the end-user experience while helping reducing operational costs for clients
• Financials
• Demonstrates in depth understanding and ability to effectively navigate how contracts and business transactions impact the company's income statement, balance sheet, cash flows, and risk profile
• Executes with fiduciary duty and responsibility to the Company, particularly when dealing with customers, vendors, and other third parties
• Identifies and mitigates risk, with respect to transactions, contracts and other business items
• Ensures accurate forecasting across both short and long sales cycles for region
• Works with product teams, supply chain and sales teams to ensure timely and accurate forecasts that meet customer demand in a fiscally responsible manner
• Strategy
• Aligns regional sales team objectives with BU strategy through active participation in Business Unit strategic planning, sales strategy execution, forecasting, sales resource planning, and budgeting
• Activity identifies and helps prioritize new product development
• Maintains and leverages market knowledge regarding conditions of competitors including pricing, product offerings and market share to drive growth through appropriate market position

REQUIREMENTS

• Demonstrated success in achieving sales KPIs and generating year-over-year growth
• Four-year college degree, MBA preferred
• 5+ years of B2B sales experience (healthcare, education, hospitality, interiors or market experience preferred)
• 3+ years experience leading a sales team with track record of consistently achieving results
• Salesforce or equivalent CRM experience
• Willingness to travel up to 50-75% of time

MINDSET:

• Ambitious, creative, hard working and internally motivated towards high achievement
• Relies on extensive recent experience and judgement to plan and accomplish goals
• Critical thinking and problem-solving skills
• High integrity and business acumen
• Ability to work collaboratively and effectively in a team-oriented environment
• Ability to influence, negotiate and gain commitment at all organizational levels
• Demonstrated flexibility and adaptability; willingness to take risks and try new approaches
• Gets it done while also making the team better
• Be unfailingly respectful and recognize the value that internal and external collaborators bring to the table

PM21

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