Main Responsibilities and Required Skills for Regional Sales Director
A Regional Sales Director is a senior-level executive responsible for developing sales plans and strategies and overseeing the sales operation of a specific geographic region or territory. They manage and ensure successful execution of strategic, complex sales cycles and plan and forecast revenues. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Regional Sales Directors.
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Main Responsibilities of Regional Sales Director
The following list describes the typical responsibilities of a Regional Sales Director:
Achieve
Achieve Key Performance Indicators (KPI) as agreed with your manager.
Achieve or exceed sales objectives in their region.
Analyze
Analyze the regional potential, define and qualify the targets.
Analyze to determine the effectiveness of your sales strategy and goals.
Apply
Apply training and coaching effectively for individual and team development.
Assist
Assist in creating Request for Proposal (RFP) responses to potential clients.
Assure
Assure that quality of services meets internal and external customer requirements.
Attend
Attend and represent the company at industry conferences.
Build
Build and maintain a deep and comprehensive familiarity with Joint Academy's product platform.
Build and maintain relationships with new and existing Confluent partners.
Build and maintain strong culture within the team to boost morale across the organization.
Build a pipeline of opportunities and know how to move these opportunities along the sales pipeline.
Build business relationships with health care professionals.
Build key customer relationships with customers.
Build partnerships with our Channel Team to capture business referrals.
Build relationships with local and global technology and consulting partners.
Build relationships with prospects and internal stakeholders to grow new business.
Build strategic partnerships to further departmental and organizational objectives.
Build the next phase of Commercial market growth in Philippines.
Coach
Coach direct reports regarding strategies to drive closure.
Collaborate with
Collaborate with internal partners and Specialists to develop strategies.
Collaborate with other Mid-Market colleagues to lead outreach and direct sales opportunities.
Collaborate with pharmacy operations team to ensure superior customer service.
Collaborate with the executive team to develop short- and long-term strategic plans.
Communicate
Communicate clearly and effectively with contacts and always follow up.
Communicate sales vision, business plans, and organizational updates to your team.
Complete
Complete each year under expense plan.
Coordinate with
Coordinate with account managers, channel managers & channel partners as appropriate.
Coordinate with sales team when RSD support is needed with traditional sales accounts.
Create
Create and maintain a high-level relationship with local distributors and global partners.
Create immediate to long-range plans to carry out objectives established by top management.
Cultivate
Cultivate mutually beneficial relationships with strategic partners.
Define
Define and execute a regional sales plan to meet and exceed sales goals in new and existing accounts.
Deliver
Deliver product and other related seminars to WFGs and their Agents.
Design
Design, develop, implement and deliver training programs specifically designed for the WFG.
Determine
Determine, effectively prioritizes optimal resource allocation across Region.
Develop
Develop a deep understanding of customer needs, priorities and pain points.
Develop aggressive product sales pipeline to meet forecasted revenue targets.
Develop and communicates a vision for the organizational unit assigned.
Develop and execute successful sales campaigns.
Develop and maintain existing business relationships.
Develop and maintain lean account plan for Strategic Accounts.
Develop and maintain relationships with executives in the telecom, media and Internet domains.
Develop and nurture a network of internal stakeholders.
Develop clear targets and strategies to achieve growth targets.
Develop expertise in relevant CRM tools.
Develop genuine relationships with field leadership.
Develop, maintain and execute employer strategy and territory plan.
Develop, monitors and appropriately adjusts the annual budget for department(s).
Develop new business for refreshment and vending services to achieve sales targets.
Develop sales strategies to maximize sales revenue and meet established business targets.
Develop strategies and tools to support sales representatives with business challenges.
Develop strategies to create new opportunities where none previously exist.
Develop the Go To Market strategy for the respective territory.
Direct
Direct sales activities by establishing sales territories, quotas, and goals.
Direct the field implementation of Company sales, marketing and national account programs.
Direct the implementation of divisional sales and marketing programs.
Drive
Drive client success by assisting with issues and developing new ideas to enhance client experience.
Drive accountability at a territory level.
Drive sales results with target market of financial advisors in your respective region.
Ensure
Ensure a high level of expertise and service is delivered to all customers.
Ensure compliance and the highest ethical standards in all processes.
Ensure consistency in field sales process / lead management, and SGL activities.
Ensure cooperative and collaborative communication and execution between all internal stakeholders.
Ensure that all activities fall within the corporate compliance guidelines.
Ensure that systems are in place to enable the business to operate in a legal and ethical manner.
Ensure that the assigned region meets or exceeds sales and profitability objectives.
Ensure that the team is hitting all metrics and quotas.
Ensure the compliant utilization of CRM tools by sales team and hold accountable for effective use.
Ensure timely and efficient execution of field-actions with the field.
Establish
Establish consistency in leadership / management principles and practices across the region.
Establish sales objectives and manage your team to consistently meet targets.
Execute
Execute the regional sales plan, gain market share and create added value.
Facilitate
Facilitate at least 90 combined sales demonstrations and meetings per quarter.
Facilitate others' participation in the continuous improvement program.
Follow-up
Follow-up on leads generated from events, partner / analyst referrals, and web campaigns.
Forecast
Forecast future departmental needs including human and material resources and capital expenditures.
Gather
Gather feedback and trends from our customers to feedback into our product and GTM strategies.
Generate
Generate new ideas to improve overall business performance.
Guide
Guide and make recommendations based on your experience and insights.
Guide field teams in the handling of OR.
Hire
Hire the best people in the market.
Identify
Identify, analyze, and scale best practices.
Identify and close sales opportunities with Fortune 500 companies.
Identify and recruit direct sales professionals.
Identify blocking issues and remediations.
Identify customer issues and resolve sales related difficulties.
Identify, develop, and implement effective sales plans and strategies.
Identify when plan adjustments are needed based on monthly and quarterly sales volumes.
Implement
Implement aggressively approaching strategies to identify, qualify and close accounts across domain.
Implement corrective actions where necessary.
Keep
Keep the company informed of market dynamics and competitive activity.
Keep the organization s vision and values at the forefront of decision making and action.
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Lead
Lead, coach, and develop subordinates to improve their leadership skills and exceed sales goals.
Lead Incubation Sales Teams.
Lead market development activities through discussions with KOLs and national networks.
Lead sales cycle where you are the main salesperson.
Lead, motivate and coach Regional Sales Directors to achieve sales goals.
Lead team through change.
Lead the proposal building process making sure the problem and solution are clearly articulated.
Lead the sector planning and review process.
Look
Look to expand successful accounts and grow the North American business.
Maintain
Maintain accurate records of all sales activities including salesforce.com.
Maintain appropriate systems for measuring and reporting all aspects of sales performance.
Maintain a proven record of consistently exceeding quotas.
Maintain a safe working environment and a strong customer focus.
Maintain effective communication and relationships with key external and internal customers.
Maintain fruitful relationships with existing and future customers / distributors.
Manage
Manage and accurately report regional sales pipeline and forecast on a weekly basis.
Manage and adhere to all company policies and Legal and Regulatory guidelines.
Manage and delegate activities that are key to the successful implementation of the business plans.
Manage and track customer and transactional information in a CRM system.
Manage a team of 5-7 Account Executives.
Manage KPI's to ensure team & each sales rep is well positioned for consistent and long term success.
Manage periodic strategic meetings between key accounts and senior management.
Manage record-keeping and reporting.
Manage sales directly in a specified geographic area or accounts.
Manage team budgets for salaries, travel, and entertainment.
Meet
Meet and exceed both sales and activity targets.
Meet and exceed sales and activity targets.
Meet established sales goals and objectives while maintaining sales budget.
Meet / exceed the assigned quota within the designated region.
Meet or exceed monthly / quarterly / annual sales goals.
Mentor
Mentor new pre-sales and sales managers.
Monitor
Monitor company-wide indicators such as market share and profitability.
Monitor costs of projects and of human and material resources within a department or unit.
Monitor external environment in area of technical or professional responsibility.
Motivate
Motivate Individuals and team to exceed targets through coaching and mentorship.
Negotiate
Negotiate contracts with external customers.
Negotiate contracts with senior management.
Negotiate new contracts with prospective clients.
Oversee
Oversee and ensure successful execution of strategic, complex sales cycles.
Own
Own recruiting, objectives setting, coaching and performance monitoring of sales representatives.
Own regional sales number, revenue targets and sales projections.
Participate in
Participate in demand planning to monitor forecast versus plans.
Participate in regional and national trade shows, and sales meetings.
Perform
Perform administrative functions, including processing contracts and paperwork.
Perform related functions and responsibilities, on occasion, as assigned.
Perform special tasks as needed.
Plan
Plan and forecast revenues in consideration of ongoing sales activity.
Plan and manage the CRM sales effort for assigned region.
Prepare
Prepare reports / proposals and deliver presentations.
Present
Present company and product capabilities.
Present sales, revenue and expenses reports and realistic forecasts to the management team.
Provide
Provide feedback and input for product / service enhancements.
Provide input into resource allocation decisions across Region.
Provide key market insights and field feedback to marketing and leadership teams.
Provide market feedback to the product and marketing teams for future product development.
Provide regular sales reports, forecasts and communication with sales and marketing management.
Provide strategic and tactical feedback to marketing.
Provide support for marketing activities and events.
Provide the foundation for team effectiveness by creating and maintaining team processes.
Provide the WFGs with product support and special quotes.
Provide training, coaching, and development of Account Specialists in all phases of their work.
Recruit
Recruit and hire the inaugural team of sales representatives in designated geography.
Recruit, coach and develop organizational talent.
Recruit, hire, and retain qualified Account Specialists.
Recruit, lead small global incubation sales teams targeted at specific opportunities.
Report
Report directly to VP of WW Security Sales and leads a team of Sellers and BDMs.
Report on the status of goals on a weekly basis.
Review
Review each team member's performance regularly, identifying skills and areas of improvement.
Schedule
Schedule and conduct meetings with existing and potential clients.
Set
Set strategic direction for the Region.
Shape
Shape deal strategy to create new opportunities where none previously exist.
Share
Share information and makes recommendations to leadership.
Show
Show quantifiable sales progress and benchmarks throughout the sales process.
Supervise
Supervise the development of strategic accounts within the territory.
Support
Support and shape deal strategy to create new opportunities where none previously exist.
Support B2B marketing efforts.
Support reps with strategy and onsite client meetings.
Support sales management peers through active sharing of ideas, techniques and approaches.
Take
Take responsibility for overseeing accurate forecasting.
Target
Target and close new opportunities through leads, referrals, campaigns and prospecting.
Track
Track invoices, POs, SOWs and contract paperwork.
Travel
Travel as required within the assigned sales territory and region.
Uncover
Uncover opportunities for business impact with our solutions.
Understand
Understand clients' business objectives and vision.
Understand the competitive landscape and customer needs so you can effectively position Workday.
Uphold
Uphold ethics and values and lead by example, absolute integrity.
Use
Use and scale best practice from across the wider UK Marketing Cloud and Salesforce business.
Use best business practices to ensure success in areas of responsibility.
Utilize
Utilize internal R&D data to support Company differentiation and fit for customers.
Utilize Salesforce as a CRM to maximize penetration success.
Visit
Visit customers with field sales personnel to ascertain sales effectiveness.
Work with
Work as a team for the most efficient use and deployment of resources.
Work closely with a multitude of Channel Partners to drive transactional growth.
Work with Company's management to enhance and develop team's vision, objectives and priorities.
Work with Marketing to develop proactive approaches to competitors' new products and services.
Work with team members individually as needed while always promoting a healthy team environment.
Work with team members to develop an individual development plan.
Work with the Inside sales team to maximize penetration into the territory.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Regional Sales Director:
Managing Complex Sales Cycles from Start to Finish
Revenue Attainment
Sales Leadership
Sales Management
Sales Force
Coaching
Saas
Leading Teams Within Complex, Team-Based Sales Environments
Selling Methodologies
Team Selling Environment
Enterprise Sales
Management
Business Applications
Corporate Finance
Most In-demand Soft Skills
The following list describes the most required soft skills of a Regional Sales Director:
Written and oral communication skills
Leadership
Presentation
Self-starter
Organizational capacity
Interpersonal skills
Self-starter attitude
Work in a dynamic environment
Agent of change
Change leadership
Delivering results through others
Fast-learner
Well above-average written and verbal communication
Problem-solving attitude
Listening
Negotiation
Analytical ability
Results-oriented
