Regional Sales Director

-Located in Eastern Canada

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 embedded cellular, short-range and positioning modules in the territory. The RSD will formulate and implement account strategies with our channel 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 channel partners performance in territory. The individual will establish and maintain key relationships with channel partners, direct and indirect customers, and other industry participants. The individual we are seeking must have relevant M2M or semiconductor “design in” experience and extensive experience in complex sales. The position reports to the regional Vice-President of Sales and will work close to Operations, Field Application team as well as all the needed organization.

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 by creating end-user demand for our products through direct and indirect sales activities.
• Develop individual account plan strategies for existing and new accounts that help grow market share.
• Establish business relationships with all levels of direct account management and functions (Engineering, Product Management, Business Development, Marketing, Supply Chain and Sales).
• Lead later stage sales efforts through targeted customer visits, RFP response development, and the coordination of third-party solution providers.
• Identify customer objections during sales process and work with other members of the team to overcome those objections.
• Monitor and manage 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 Application Engineers to coordinate technical support and technical training for channel partners.
• Identify new sales opportunities for Connectivity and Platform service 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.

Account & Territory Management:

• Effectively manage channel partners in territory ensuring sales objectives are consistently met or exceeded through regular pipeline reviews and quarterly business reviews (QBRs).
• Train channel partners in identifying, targeting, and developing sales strategies to effectively penetrate key accounts for all our products.
• Ensure that area channel partners are properly supporting end users/customers. Validate through customer visits and strong customer relationships.
• Communicate daily 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.
• Advise channel partners on market conditions and 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 to meet the overall objectives of the Sales Department or Company.

BACKGROUND & EXPERIENCE

The ideal candidate has worked in the M2M / IoT industry in some capacity (i.e. a semiconductor “design in” type of sales position or a focused MNO / MVNO business development role. Should be familiar working with electronic component distributors and end device OEM, ODM and CM partners. 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 another 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.
• 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 50%-60% 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.