08-25 Regional Sales Manager (Western Canada)

Purpose of position 
Manage day-to-day business on behalf of March Networks in a specified sales territory. This position has significant revenue impact on the company and will have a sales quota associated with it. The Regional Sales Manager will work closely with existing systems Integrators, VAR's and strategic business partners in the territory to maximize customer satisfaction and revenue targets. It is important for this person to execute on the company's end user pull-through strategy in each of our target vertical markets by applying solutions selling techniques for their end user customers. End user calls operate at 70% of the Regional Sales Manager’s time.

This position requires the Regional Sales Manager to use the resources given to meet corporate sales objectives and maintain customer satisfaction. They are the primary contact for accounts in the territory. This includes communicating all customer suggestions, complaints, and concerns to management.

Duties 

• Structure and manage relationships with new and existing systems integrators, VARs, and strategic partners.
• Drive channel sales by developing relationships and evangelizing solutions with channel partner sales teams. Identify and execute joint marketing programs to create new sales opportunities.
• Develop and expand partner services opportunities.
• Manage operational and administrative activities with partners.
• Provide sales and marketing support.
• Champion the interests and value of channel partners within the organization.
• Set short-term and long-term sales strategies.
• Have direct contact and relationships with key accounts in the territory.
• Perform sales training.
• Maintain and analyze list of regular prospect and customer calls.
• Demonstrate products to prospects and customers.
• Inform prospects and customers of sales promotions.
• Maintain prospect and customer records to help in preparing sales forecasts, market analysis and assessing competitor activity.
• Submit reports pertaining to sales activity, potential sale opportunities and market trends.
• Submit accurate rolling project forecasts looking out 360 days.
• Effective use of CRM tools. This is our business system going forward and needs to become a part of a daily routine for maintenance of accounts, account planning, and forecasting.
• Give constructive and quantitative information to help maintenance of product manuals.
• Give feedback to business development managers and product management regarding competitor pricing, markets trends and technology innovations in the field.
• Provide March Networks information to customers regarding products and applications.
• Maintain knowledge of industry trends through trade publications and information gathered through relationships.
• Participate and assist with trade shows, conventions, customer functions and industry-wide affairs as needed.
• Work closely with March Networks' customers and prospective customers and implement changes to make them more successful in their respective market areas.
• Maintain knowledge of the March Networks' product line and competitive product lines.
• Work and cooperate with all sales, customer service, technical and management personnel.
• Continually assess the ROI of all sales activities in the assigned region
• Develop and ensure sales channel growth.
• Uphold, promote, and exhibit company values when conducting business activities.
• Promote a positive company image through professional appearance and, behaviors, and show respect for customers, consumers and the communities in which we do business.
• Conduct business unit (territory) in a professional manner with the company's goals in mind at all times.
• Performs other related duties incidental to Sales Department

Education / Qualifications

• University degree. Related industry preferred.

Experience

• 3-5 years of successful sales background or experience in networks, client/server knowledge and CCTV/video surveillance work experience.
• Proven sales success track record.
• Extensive experience managing major accounts, large territories and personnel.
• Exceptional communication skills, excellent organizational skills.
• Proven track record in ensuring customer satisfaction.
• Solid understanding of commercial transactions and sales business. 
• Have sold and provided solutions for numerous business and technical clients.
• Strong written, project management and technical aptitude skills are essential.
• End user sales experience mandatory.
• Retail sales experience is a plus.
• Demonstrated skills and abilities in collaborative efforts with experience in team/project oriented activities.
• Demonstrated openness to new ideas and approaches.
• Excellent planning and time management skills.
• Strong understanding and appreciation of a diverse work environment.
• Ability to relate well to people and work in cooperation with others to effectively coordinate activities in order to accomplish tasks.
• Demonstrated ability to act independently upon information and make decisions that achieve optimal results.

Complexity 
This position involves interacting with key customers, dealers, end users and corporate personnel at various levels of management. Short lead times and demands from multiple sources create a high-pressure environment. The ability to use communication tools effectively is essential.

Responsibility
Maintain and strengthen the industry image of March Networks and increase market share through excellent service and professionalism in all industry contacts with customers and prospective customers

Apply Now
Please send your resume in confidence to opportunities@marchnetworks.com quoting position #08-25