Regional Sales Manager (New York)

Come join a top company to sell and market products for our client in the telco video & broadcast sectors.  Responsible for the development of new customers as well as existing account management. Responsible for establishment of key and strategic relationships with customers, focusing on the development and execution of business plans to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership with both potential and existing customers. 

 

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ESSENTIAL FUNCTIONS:

 

· Direct management of multiple key accounts within territory, including marketing and sales.  

· Maintain customer satisfaction and have overall accountability for business growth within account base.

· Prospect and protect the installed base.

· Identifies market potential through lead generation, qualification.

· Initiates sales process by scheduling appointments; making initial presentation; understanding account requirements.

· Closes sales by building rapport with potential account; explaining product and service capabilities; overcoming objections; preparing contracts.

· Expand sales in existing accounts by introducing new products and services; developing new applications.

· Achieve regional sales operational objectives by contributing information and recommendations to overall strategic plan by monitoring competitive products and feedback from market.

· Timely and accurate completion of business activity reports and forecasts.

· Updates job knowledge by participating in educational opportunities: reading professional publications: “maintaining personal networks�: participating in professional organizations.

· Forecast sales and attain quotas.

· Deliver sales presentations to customers.

· Manage short-term, mid-term, and long-term opportunities.

· Work with Channel Partners to close deals.

· Deliver business value to customers and build on customer relationships, with an understanding of the customers’ business drivers and alignment.

· Travel frequently to visit customers and potential customers, to sales meetings in the corporate office, and to trade shows.

· Use SalesForce.com to for lead generation.

· Position solutions and articulate strategies to senior customer executives,

· Other duties as assigned.

 

 

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REQUIREMENTS:

 

EDUCATION: 

 

· Bachelor’s Degree or a High School Diploma and 10 years of experience 

 

EXPERIENCE :  

 

· Experience working with Channel Partners, prospecting, forecasting sales, conducting sales presentations, and managing opportunities.

· Minimum of 5 years of direct selling experience of video products to high-end accounts.  

· Experience in engaging resources including the Product Managers to drive sales.

· Experience with broadcast video applications.

 

KNOWLEDGE, SKILLS, AND ABILITIES:  

 

· Strong oral and written communication skills in English.

· Strong understanding of the business and technical challenges of video telecommunications.

· Good basic quantitative skills.

· Ability to organize complex responsibilities and follow through with them

· Proficiency with MS Office, SaleForce.com.

· Current driver’s license and good driving record. Ability to travel as required.

· Ability to deliver business value to customers and build on customer relationships.

· Strong technical and business knowledge with complimentary skills to understand the customers’ business drivers and align to product line.

· Negotiation skills using a win/win philosophy.

· Must be an aggressive self-starter with ability to build executive relationships, articulate  product and business strategies, and create the demand and close deals.

· Sound knowledge of solutions in video space.

 

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PREFERRED KNOWLEDGE, SKILLS, AND ABILITIES: 

 

· Broadcast experience.