Regional Sales Manager, Commercial Sales

Overview

The Regional Sales Manager is responsible for the planning, management and execution of all activities required to manage existing and new partner relationships. This includes executing joint channel business plans to increase product awareness, drive Crestron sales revenue and margin, as well as identifying market opportunities and growth areas within Crestron Sales Channels.

In managing dealer accounts, the Regional Sales Manager will act as a liaison between the Company’s channel partners and internal cross-functional teams as well as IT resellers in North America. This role requires up to 60% travel within the Northern California region, as well as to industry conferences and company events. Candidates must live in the Sales Territory; for this role you must live in the San Francisco Bay Area or Sacramento.

The Regional Sales Manager will work to grow revenue and market share by developing and executing joint partner business plans, enabling partners, and driving demand generation and pipeline for Crestron products.

• Develop and execute joint partner business plans with the goal to meet and exceed the company’s target growth and margin targets.
• Achieve/exceed established target revenues and gross margin and other key performance indicators.
• Review and understand market and industry factors to formulate appropriate business plan initiatives and accurate forecasts.
• Execute HQ or regional partner enablement initiatives, partner demand generation, account mapping, and other partner-facing initiatives to increase pipeline and close revenue.
• Support sales territory planning effort with Crestron end user teams and other channel teams.
• Implement product launch programs with specified channels;
  Drive the product placement and business management process within leading partner operations.
• Coordinate and support end-user focused channel marketing, inside and field sales activities.
• Become knowledgeable on all Crestron products and applications as related to products sold by channels in the territory/region.
• Deliver product and sales training with the appropriate channel partners to develop sales opportunities.
• Identify and pursue new opportunities with appropriate channel partners.
• Maintain accurate and timely account records as needed for efficient account management.
• Inform management of issues and trends that may affect business outcome and success of the sales team.

• Bachelor’s Degree or equivalent combination of education and experience.
• 5 years minimum AV industry sales experience; selling hardware, conferencing or communication solutions to distributors, resellers, value added resellers, service providers or carriers.
• Proven ability to build new business and meet or exceed sales quotas.
• Strong relationship building with executive or management personnel (internal and external partners).
• Understanding of Crestron core solutions, knowledge of Unified Communications software/hardware preferred, understanding Crestron core solutions.
• Must have experience in writing, successfully implementing and tracking a well-prepared sales plan.
• Strong aptitude to leverage technology and software tools to optimize performance.
• Successful group presentations experience is essential.
• Results oriented self-starter, energetic, determined to succeed, entrepreneurial individual focusing on departmental goals and objectives.
• Possesses excellent verbal and written communication skills, and works well with others in a team oriented environment.
• Ability to partner and collaborate successfully with colleagues to achieve goals.
• Ability to travel up to 60% - Must have valid U.S. Drivers  license with the ability to drive in every state of your territory.
• Candidate must live within the sales territory:
  Bay Area/San Francisco Metro or Sacramento.

Per applicable state requirements the annual pay range for this position ($150,000 - $200,000) consists of a base salary and target sales incentive (subject to performance), reflects the hiring range for candidates performing the role in those specific states. Also note, an individual’s offer may vary from this range as it may be impacted by additional…