SIAE MICROELETTRONICA is looking for a:
Regional Sales Manager (East Cost)
POSITION OVERVIEW
The Regional Sales Manager (RSM) will be a driving force within SIAE's North American Sales Team. The individual will be responsible for establishing business relationships to win new business within the territory as well as provide exceptional service to our existing customers. Success in this position will require a self-disciplined, self-motivated individual with an entrepreneurial spirit and the ability to grow sales through strong communications and leadership.
Plan and execute channel sales strategy to achieve revenue, profit, and growth targets.
Spearhead the recruitment, enablement and development of new partners and channels across the region while managing channel partners and complex channel relationships.
Develop a sales strategy to meet and exceed assigned quotas.
Reports to the VP of North America.
JOB RESPONSIBILITIES
Proactively prospect opportunities and grow sales funnel of customers to support SIAE sales quotas.
Secure input from all necessary solution stakeholders within the customer business.
Adapts solutions, as necessary, to grow and close sales opportunities.
Coordinates closely with internal support staff, and service resources to align solution design with customers' requirements to close business
Manages and solves customer objectives to ensure SIAE receives the purchase orders.
Meets assigned targets for profitable sales growth in assigned product lines, market areas, and channels.
Provides coaching and professional development to team-members to enhance their product knowledge, sales acumen, and sales skills.
Opportunistically pursues additional business development opportunities within customer business. Collaborates with all aspects of sales to ensure these opportunities are effectively covered and advanced.
Builds customer loyalty by engaging in pre and post-sales support.
Maintains Forecast accuracy on opportunities and up-to-date and accurate sales records in Salesforce.
Provides constructive and meaningful intelligence on the competition, customer requirements, market trends and product features within the SIAE organization.
Conduct sales presentations and participate in industry trade shows.
Maintains technical proficiency, competitive knowledge, and industry trends.
Manages "cross-functional" activities involved in the sales cycle such as presales, services, and customer support.
Use the tools available, such as Sales Force, to provide business information in support of sales activities.
Ensure partners have up to date knowledge of SIAE products, features, roadmap, etc.
Work internally with Product Management, Services & Customer Service teams to exceed partners and customer expectations.
Provide guidance to channel partners in relation to product knowledge, technical specification, and design parameters.
Develop outstanding customer and partner relationships.
Overcome objections and be an expert on the competition.
Take ownership of partners in territory ensuring they are properly trained and lead with SIAE Products and services.
Develop territory plan for success and keep it updated for each quarterly business review (QBR).
Ensure 100% customer satisfaction in assigned territory.
Share best practices throughout the SIAE sales organization.
Stay current on industry trends and be considered an industry expert.
Prepare timely and accurate expense reports. Be frugal with expenses.
Develop business proposals that address SIAE customer needs and are considered best in class.
Maximize SIAE market penetration in sales territory.
ACCOUNTABILITIES AND PERFORMANCE MEASURES
Achieves assigned productivity and profitability metrics to meet sales quotas.
Maintains deals through-put in early deal-sales process steps.
Achieve product growth targets for the assigned geography, channel, and account base.
Maintain high customer satisfaction ratings that meet company standards.
ORGANIZATIONAL REPORTING
Reports to the VP of North America Operations.
Works closely and collaboratively with the VP of marketing and SIAE PLM's.
QUALIFICATIONS
Proven strong Organizational, time management skills and multitask ability.
Proven achiever, goal and results oriented.
Minimum six years of sales experience in the broadband wireless industry in a business-to-business, large/strategic customer segment.
Extensive Knowledge of Microwave and Millimeter wave transmission systems from 6GHz – 38GHz along with 60GHz and 80GHz systems.
Four-year college degree from an accredited institution or equivalent work experience.
PC proficiency, technical writing skills, Case Management, and CRM experience (Salesforce preferred), MS Office Suite (Excel, Word, PowerPoint).
Ability to adapt quickly to changing situations and adjust models in response to business events.
Ability to manage time and resources effectively, meet deadlines and execute strategic objectives. Excellent verbal and written communication skills, including the ability to communicate both internally with the company and externally with customers.
Self-motivated, high integrity, professionalism, and with the ability to work well with others and eager to be successful, resourceful problem-solver.
TRAVEL REQUIREMENTS AND WORKING CONDITIONS
This position includes outside travel to customers' premises in the United States, its Territories.
Willing to travel 50%-60% of the working schedule.
May Requires occasional Travel to Company HQ in Milan Italy.
This position Includes on-site sales training for Distributors, RE-sellers, and customers.
Ability to obtain a US Passport for travel to US Territories, Canada, Caribbean, and Italy.
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