Regional Sales Manager - North America

TITLE:  Regional Sales Manager – North America

REPORTS TO:  Director of Sales – North America

POSITION OVERVIEW:

The Regional Sales Manager – North America, reporting to the Director of Sales - North America, is responsible for sustaining and growing NVT Phybridge sales in his/her assigned region through activity with System Integrators, End Users, Distributors and Technology Partners. 

PRINCIPAL DUTIES & RESPONSIBILITIES:

Under the supervision of the Director of Sales – North America, the duties and responsibilities of the Regional Sales Manager – North America include, but are not limited to, the following:

Manages an assigned geographic sales area to maximize sales revenues and meet corporate objectives;

Performs sales activities on major accounts and negotiates sales price and discounts in consultation with the Director of Sales – North America;

Become knowledgeable on NVT Phybridge products and value propositions;

In conjunction with the Director of Sales – North America, develop a process to cover the territory and provide ongoing proactive support to the targeted GSIs, large regional security integrators, consultants and distribution branch offices while being mindful of the targeted expense budget;

Introduce new NVT Phybridge IP products to the market in the most effective manner;

Provide reactive sales support for analog and legacy NVT products;

Become proficient in presenting NVT Phybridge to customers face to face and via Microsoft Teams;

Conduct weekly and monthly business reviews with their Manager and review opportunity funnel as well as attend Sales meeting/conferences as required;

Manage, train and work with Distributor Reps and Systems Integrator sales teams to ensure proper mind share and emphasis is being placed on NVT Phybridge with the objective of achieving an agreed-to target;

Manage and optimize participation at regional road shows and tradeshows, including direct participation in booth duty;

Maintain an active pipeline of business and communicate regular updates to management;

Utilize and accurately maintain on a daily basis; Salesforce.com for key metrics and applications as required by NVT Phybridge management;

Provide on-going support for the highest producing integrators and distributors in the region;

Manage sales quotas and expenses per corporate directives;

Team with Technology Partners to increase revenue and market awareness;

Understand market trends and dynamics as well as NVT Phybridge competition;

Drive NVT Phybridge recommendations and specifications through activity with End Users and A&Es;

Meet or exceed monthly sales KPI targets (including calls, emails and meetings) and growth expectations; and

Manage project development with Systems Integrators and Distributors.

WORKING ENVIRONMENT:

Extensive travel required (estimated 1 to 2 weeks per month);

Hybrid model – work out of HQ office in Oakville minimum 3 days a week ;

Work normal business hours but may be required to do some work in the evenings or outside normal working hours.

REQUIRED SKILLS & QUALIFICATIONS:

Technical understanding of IP networks, including telephony and video surveillance system designs;

Demonstrate the ability to become competent with NVT Phybridge value proposition and products;

Great organizational skills;

Strong communication skills and able to communicate effectively with other sales personnel and end-user IT and business persons;

Excel in a fast-paced environment with the ability to work under time constraints;

Professional and articulate in both verbal and written communication;

Ability to maintain an active pipeline of opportunities on a regular basis;

Excellent business acumen;

Five (5) or more years of IP Network, or Telephony or Security sales experience including Integrator, Distribution, and End Users;

Track record of obtaining challenging sales goals and managing accounts within a designated region;

Excellent work ethic, high energy level, self-starter, and drive to be successful while maintaining a high ethical standard; and

Strong computer skills (Word, Excel, PowerPoint with Knowledge of Sales Force a plus).