Western Regional Sales Manager (SNM11001)
Location: Durham
Department:
Sales & Marketing
Mission Statement:
To obtain sustainable, repeatable business (Target = 3X revenue growth in 3 years) at focus account within our targeted vertical segments. Use a “one to many” approach to drive the in-direct sales force (Reps and Distribution) to a set of objectives that will help accomplish our revenue and design win targets within the vertical segments.
Desired Outcomes:
1.) Achieve revenue plan for 2011.
a. Penetrate additional top tier in focus
Vertical Segments
HMS: GDC4, ITT,
EW Jammers: Empower (West), Aethercomm, Sierra Nevada, ITT
2.) Manage the in-direct sales force
a. 30, 60 & 90 Day Plans for key reps
Aligned to Vertical Markets
b. Quarterly training on Apps Selling Guides for
Reps and distribution
c. Develop Account Penetration Plans for Tier 1
Accounts
3.) Top-Grade the Western Region and Asia Sales force
a. Access the current reps
b. Using the rep selection process, hire reps
For Texas/Oklahoma and Western Canada
4.) Forecast
a. Provide a 90% accurate forecast for the
Western Region territory.
5.) Become the “Voice of the Customer” and work
With Marketing to develop the future product
Roadmap.
a. Work with top tier customers to help define
Future product within the vertical segments
b. Develop a system to collect feedback vs. the
data from the last account call
6.) Use the company resources wisely
a. Prioritize all engineering work based on
Customer tearing
b. Help prioritize Apps boards based on strategic engagements
Planning:
- Design, implement and manage the sales team to both monthly and annual sales objectives in coordination with the company's business plan.
- Develop and execute comprehensive prospecting plan for the sales team based on the company’s product offering. This includes working directly with Director of Marketing to identify target verticals for prospecting and lead generation.
- Must be a role model for Strategic Sales. Develop and execute Strategic Account Penetration Plans
- Will spend 90% of the time calling on accounts in the Western United States and 10% of the time covering Asia