Regional Sales Director

Description

POSITION OVERVIEW

The Regional Sales Director (RSD) is responsible for the execution of our sales strategy in the assigned territory. The RSD will be responsible for all direct and indirect sales of Telit embedded cellular, short range, and positioning modules in the territory. The RSD will formulate and implement account strategies with our channel (distribution partners) to maximize sales results in the territory. General responsibilities include: leading our sales efforts in direct accounts, developing account plans and strategies for key accounts, supporting our channel partners’ sales efforts, prospecting new customers, qualifying leads and managing the territories overall performance. The individual will establish and maintain key relationships with channel partners, direct and indirect customers, and other industry participants while working with our connectivity group to extend Telit’s services offerings. The individual we are seeking must have relevant M2M or semiconductor “design in” experience and extensive experience in complex sales with a variety of decision makers within the target account. The position reports to the regional Vice-President of Sales and will work closely with our Sales, Marketing, and Applications Engineering teams.

MAJOR DUTIES AND RESPONSIBILITIES

The RSD will be responsible for all sales opportunities in the territory. The specific responsibilities of the position will include, but not be limited to:

Direct Sales:

• Meet and exceed sales targets; achieve maximum sales by creating end-user demand for Telit’s products through direct and indirect sales activities.
• Develop individual account plans and strategies for existing and new accounts that helps Telit to continue grow market share in the territory.
• Establish business relationships with all levels of management and functions (Engineering, Product Management, Sales) within direct accounts.
• Lead sales effort in later stage sales efforts through targeted customer visits to key decision makers, RFP response development, and the coordination of third-party solution providers.
• Identify and address customer objections during sales process and work with other members of the team to overcome customer objections.
• Monitor and manage your sales pipeline to ensure opportunities are being advanced and closed.
• Ensure account retention by providing a high level of customer and sales support directly or through designated channel partners.
• Work closely with our Application Engineers to coordinate technical support and technical training for our channel partners.
• Identify new sales opportunities for our m2mAir services offering, bringing in relevant personnel to support your sales activity.
• Proactively identify customer service issues. Escalate and actively participate in the problem resolution process within the Company.
• Work to expand our wireless connectivity offering with our current and potential customers

Account & Territory Management:

• Effectively manage existing channel partner network to ensure that sales objectives and targets are consistently met or exceeded in the assigned territory through regular pipeline reviews and quarterly business reviews (QBRs).
• Train channel partners in identifying, targeting, and developing sales strategies to effectively penetrate key accounts.
• Ensure that area channel partners are properly supporting Telit’s end users/customers. Validate through customer visits and strong customer relationships.
• Communicate on a daily basis with prospects, customers and channel partners to maintain a high degree of ‘mindshare’ within the territory and to provide a high level of sales support.

Other:

• Provide regular reports in a timely manner, including weekly activity report, monthly sales forecasts, visit reports, market maps and other reports as required by VP of Sales.
• Leverage CRM system to manage all customer contact. Track and manage a qualified pipeline of leads, opportunities, and contacts using Company’s CRM tool.
• Advise channel partners on market conditions and Telit’s competitors; gather market intelligence, product requirements and distribute within the Company.
• Other duties or tasks may be assigned on an as-needed basis by the VP of Sales in order to meet the overall objectives of the Sales Department or Company.

Requirements

BACKGROUND & EXPERIENCE:

The ideal candidate has worked in the M2M industry in some capacity, i.e. an MNO or MVNO in a M2M focused role or a semiconductor “design in” type of sales position. Should be familiar with working with electronic component distributors and manufacturer’s representatives. Candidate must be a go-getter who refuses to lose.

Minimum requirements include:

• Bachelor's degree (BA/BS) from four-year college or university.
• 10+ years of sales experience in M2M, semiconductor, or other related field.
• Must be able to show a proven track record of consistently exceeding corporate objectives and quotas.

Additional requirements include:

• Technically proficient with a successful background in long sales cycle/design-in semiconductor related product sales.
• A self-starter with a will-to-win.
• Must convey strong customer commitment and have a proven history in excelling in a fast-paced, professional environment.
• Exceptional work ethic. Uses time productively, is focused on right opportunities, maximizes efficiency, and meets challenging work goals.
• Must have excellent oral and written communication skills and be able to communicate effectively with people of diverse backgrounds and experiences.
• Must be able to work effectively without close supervision and function as a member of a team of professionals.
• Discretion, common sense and attention to detail are a must.
• Ability to anticipate, identify, and resolve problems and situations and recommend solutions.
• Track record of meeting and exceeding sales targets on a consistent basis.
• Familiarity with channel programs including design registration, ship and debit, etc.
• Knowledge of companies across several market verticals including but not limited to transportation, utility, security, point of sale, etc.
• Travel domestic and internationally 40% of the time.

ORGANIZATIONAL RELATIONSHIPS:

Member of Sales Department. Reports directly to the regional Vice-President of Sales. Works closely with Applications Engineering team and other members of Sales Department. Coordinates activities with Marketing, Finance and Products/Services.

COMPENSATION & BENEFITS:

• Competitive salary and incentive plan
• Matching 401(k) plan
• Medical insurance
• Disability insurance
• Life insurance

LOCATION: Home office in territory

ABOUT TELIT

Telit offers the world’s most comprehensive portfolio of high-performance IoT modules, connectivity services and software. Our innovative spirit, decades of experience, deep industry insights and unmatched IoT technology expertise is the foundation of everything we do. We help customers and partners who require best-in-class performance with our uncompromising engineering practices and design methodologies that exceed stringent environmental requirements and industry standards. Our IoT experts have pioneered a successful end-to-end system approach that assures that all the pieces work together seamlessly when connecting ‘things to apps’ - from device management to connectivity management and data management… and everything in between.