Regional Sales Manager

Summary

Responsible for securing design wins, profiling target defense programs, and selling the organization s products in a specified region or major geographical area. Provides ongoing support to product distribution and/or manufacturer’s rep channel. In-directly manages activities of internal sales staff and contract sales representatives.

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

• Capable of counselor selling by technical collaboration with customers to architect embedded systems by matching GMS products and services with customer system-level problems
• Responsible for securing design wins for GMS products within the designated territory
• Responsible for forecasting and achieving sales goals by selling GMS products within the designated territory
• Manages the customer-side interaction to disposition GMS backlog, and all other customer-facing activities including complaints
• Interfaces with customers directly in parallel with GMS manufacturer’s representatives ( Reps )
• Actively involved in Sales Reps’ sales orientation and development/implementation of sales training programs
• Assists GMS Reps with organizational skills, account strategies, territory planning and administrative responsibilities to ensure a high level of customer satisfaction
• Develop and increase sales revenue to meet assigned targets
• Responsible for creating, updating via defined tools and achieving forecast for both bookings and design wins
• Maintains and documents sales activity in CRM, and creates other reporting documentation as required by management
• Responsible for quoting and proposal creation, working with management setting win-capture strategy for successful proposal and/or quotation outcomes
• Directs management of in-house sales staff and outside independent Sales Reps
• Assist Reps with contract negotiations, closing the sale and developing marketing plans for contract accounts in conjunction with GMS management and Marketing department(s)
• Attends trade shows and customer-specific events
• Participates in education and training conferences on selling and marketing programs
• Coordinates and assists in leading States Rep sales meetings, including site selection and agenda preparation
• Maintains a high level of knowledge regarding GMS products and overall product line strategies along with industry knowledge of the target customer base
• Stays up to date on new products, services and other general information of interest to customers, including first-hand knowledge of accounts, territory, market trends and relevant competition
• Monitors competitive activity and develops new methods of attaining Sales Reps and assisting Sales Reps in attaining new accounts
• Implements sales policies and practices consistent with GMS work instructions
• Troubleshoot problems regarding products provided, and works collaboratively with GMS internal stakeholders and appropriate departments
• Other duties as assigned

• Bachelor s degree or equivalent experience
• Five-plus years of sales experience in a technology, hardware, or electronics-related organization with a minimum of 3 years field sales experience
• Strong leadership and management experience with a track record as a hands-on sales manager

• Fundamental knowledge of technology, electronics, and relevant-to-GMS embedded systems—or has related experience that can transfer to GMS situations in context
• Sales development and deployment, including using relevant tools such as , BGOV, GSA, or other CRM tools
• Experience in creating and implementing successful employee sales training and development plans/programs
• Experience managing large territories and diverse product offerings
• Coaching/mentoring experience with less senior sales staff, in multiple departments
• Direct experience in DoD, federal, government, commercial market server, or other related embedded industry experience is required

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge,…