Position Profile

June 24, 2017

POSITION TITLE: Regional Sales Manager (Two positions: Southeast U.S. and Southern California)

REPORTING TO: Southeast reports to CEO/Interim VP Sales. Southern Calif reports to Director of Sales and Business Development.

LOCATION: Two positions are open
1-Southeast Territory, covering primarily Florida, but also the states of AR, TN, AL, GA, SC
2-Southern California, covering areas surrounding and including the counties of Los Angeles, San Bernardino, Orange and San Diego

OUR CLIENT:

The company products bring an unprecedented level of performance and simplicity to the growing need for traffic monitoring on freeways, arterials and parking garages, and traffic signal controls at intersections.

A leader in ultra low-power wireless sensor networking, the company has developed a family of vehicle detection products. Wireless sensor networking is a breakthrough technology that combines sophisticated networking software with highly integrated radio and sensor chips to enable sensing applications on a scale - and at a cost- unthinkable until now.

With this product, it is now possible to deploy vehicle detection at a much higher density and at a fraction of the initial installation and maintenance costs of currently prevalent technologies such as inductive loops, video cameras, and radar.

The company seeks a Director of Product Support to manage the product support group and manage large product deployments.

SCOPE AND RESPONSIBILITIES:
The Regional Sales Manager will provide sales and entrepreneurial leadership including direct control of major sales opportunities with cooperation and help from regional dealers.

Duties include, but are not limited to:

Consistently achieve or exceed interim and annual sales goals for the region including:

  • Work with innovative state and local traffic management organizations and consultants to identify large sales opportunities.
    · Apply sales expertise and business judgment to identify, inspire, lead, and grow the best possible dealer-partners or replace them with better direct selling or alternate channel alternatives.
    · Lead and successfully complete large sales opportunities with dealer assistance, as appropriate.
    · Assist dealers on other sales opportunities and build their competency.

    Grow year-to-year sales from dealers and their customers in the Region by accomplishing the following:

  • Assure that trials are completed successfully.
    · Convert these successful trials into large implementation roll-outs.
    · Establish trust and results so that subsequent business requires less time and effort.

    Perform sales responsibilities in a professional and effective dealer/customer-aligned manner including:

  • Clear and persuasive sales presentations, technical descriptions and system demonstrations.
    · Clear communication and leadership with dealers, so that they respect and appreciate our need to drive sales on large sales opportunities, with their assistance.
    · Assurance that customer trials are thoughtful, structured, and documented, so that they will result in product roll-out when successful.
    · Successful handling of competitive bidding and contracting processes.
    · Accurate and complete sales activity reports, status and predictable forecasts.
    · Consistent use of the Company sales process including Status Codes, Plan Letters and Trial Plans.

    Assure customer satisfaction with The Company's products and support -as measured by references, referrals, and repeat business-including:

  • Assure proper trial and installation expectations and completion against those.
    · Resolve customer complaints.

    Maintain regular contact with dealers and industry prospects in your region including:

  • Extensive face-to-face contact with your dealers and key customers.
    · Strategic relationships with key state DOT's, research organizations, and universities in your region
    · Partnering relationships with consultants, contractors and traffic vendors your region.
    · Formal and informal presence at regional and national trade shows such as ITE, ITS and IMSA.

    Assure The Company's awareness and alignment with customer and prospect needs and plans including:

  • Dealer and customer awareness of The Company's products, capabilities, accomplishments and value.
    · Company awareness of dealer and customer challenges and pains.
    · Active dealer and customer involvement in requirements gathering, trials and testing.

    Secondary Responsibilities:

  • Timely and accurate completion of reporting, administrative and meeting preparation/attendance duties.
    · As requested, assist other Company functions with information or field tasks that they require.

    EXPERIENCE REQUIRED:

    1-Must be a new account "hunter," with recent proven success in developing new markets and new accounts.
    2-Strongly preferred is successful sales experience with products related to the wireless industry, wireless technology and devices.
    3-Evidence of past sales successes, making/exceeding quotas, in the top tier of salespeople for the organization.
    4-Strongly preferred is someone who has successfully sold to state or local governments and knows the process involved.
    5-The ideal candidate will have worked at some point in a start-up environment and understands the fast pace, limited resources, energy requirements and teamwork.

    Additional background of the successful candidate includes:

  • Must have minimum of five years of success in direct sales of high technology software/hardware products.
    · Success in partnering with a dealer/distributor channel with maximum participation and sales results.
    · Strong ability to qualify, organize, and pursue long sell-cycle sales opportunities with predictable results.
    · Ability to demonstrate and sell technology products to engineers and other technical groups.
    · Experience selling to state and local governments, where trials and competitive bidding are an essential part of doing business, is preferred.
    · Knowledge and comfort with wireless and internet technologies.
    · Strong persuasion skills including verbal and written communication.
    · Persistent self-starter energy balanced by professional demeanor and attitude and ability to work in a team-based environment.
    · Past sales of software products or systems related to the traffic/transportation industry or industry is desired.
    · Customer partnering and problem resolution are also required.
    · Manager must also be able to organize and complete a large number of sales activities and present and demonstrate this wireless technology without pre-sales engineer help.

    PERSONAL ATTRIBUTES:

    Proven sales leadership ability.
    Communication skills must be crisp, effective, persuasive. Good listening is a must.
    Ability to work from home office.
    Ability to develop and present effective and professional sales presentations.
    Ability to quickly analyze markets and identify opportunities for success.
    Ability to work well independently and as a team.
    Willingness to travel within the assigned territory.
    Strong communication at all levels; excellent command of the English language.
    Attention to detail is essential.
    Effective at planning, organization and follow-up.
    Motivated, energetic, professional with a desire to succeed
    Management of channel partners/dealers is desirable.

    EDUCATION:
    College degree desired, but not mandatory. Degree and traffic industry experience would be ideal.

    REWARDS:
    This is an opportunity to be on the ground floor of an exciting technology with a widespread application potential. Join a talented team and who works well together. Additionally, The Company offers a competitive salary, 401k retirement plan, medical benefits, disability insurance and stock options.



    Lisa K. Locke
    Locke and KEY Executive Search
    Phone: 510-533-2005
    Fax: 510-533-2055
    Email: lklocke@lockeandkey.com
    Website: http://www.lockeandkey.com/