Director, Regional Sales

WHO WE ARE

AVI-SPL is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.

Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.

• The Regional Director, Sales (RSD) is a member of AVI-SPL’s senior Sales Management organization and will provide leadership and guidance, development and management of the field sales leaders and the sales personnel in an assigned geographic region with the goal of managing the company’s growth expectations and business objectives while expanding market presence and wallet share and maximizing customer engagement.
• The RSD will establish strong relationships with Service and Systems Integration Line of Business leadership and work closely with the regional operational leadership, sales operations, sales vertical practice leaders, marketing, channel and other indirect sales leadership to enhance systems integration and service revenue, increase customer satisfaction and customer retention.

• Develop go-to-market strategies, leveraging company’s entire portfolio offering to promote new markets, increase existing customer wallet share, improve competitive position in region, while analyzing market conditions including pricing and competition to achieve organizational goals
• Active management of field sales leadership and their respective team member’s weekly sales activities, sales pipelines and customers to ensure the achievement of business performance targets and standards taking timely action, as necessary, to ensure targets are achieved
• Lead regular 1:1 meetings with field sales leadership, as well as other company practice leaders to develop and implement strategic sales plans, monitor business plans and enhance team alignment behind key strategic business goals of the region
• Direct sales forecasting activities, including regular sales commit calls and quarterly outlook, account and business reviews
• Work with EVP, Global Sales and SVP of region to establish annual territory and individual performance targets that align with overall business goals as well as deliver regular region performance reviews
• Direct staffing, training and performance evaluations with the goal to attract, hire, develop and motivate high impact field sales personnel capable of exceeding sales quotas with respect to the strategic objectives of the region
• Coordinate indirect influencer sales & channel development activity
• Provide input to Service and Systems Integration Line of Business leadership on solution and offering simplification and standardization to enhance profitability and improve sales efficiencies
• Meet with key clients, assisting sales leadership and personnel with maintaining relationships and negotiating and closing deals including strategically orchestrating opportunity presentations.
• Lead the field sales leadership and their teams around proposal creation and win strategy, including pricing and value add
• Work with SVP of region to manage sales expense budgets to meet company objectives
• Collaborate with the Marketing department on marketing tactics and market conditions and ensure appropriate delivery of marketing and sales tactics in region.
• Work closely with sales operations to utilize reports and tools to monitor attainment of regional sales & personnel goals
• Oversee the recruiting, interviewing, hiring, training and staffing of the sales team working with the field sales leadership
• Foster an environment that rewards accomplishment and encourages the advancement and retention of productive employees
• Other duties assigned as needed

• Ability to lead with confidence and create alignment among management and attract and develop staff
• Ability to direct a team towards a cohesive set of strategic objectives and…