Regional Sales Director, Field SalesJob ID REGIO06092 Date posted 12/03/2019 Location Maryland Additional Locations Virginia, USA Position Type Full-Time
Provide area regional sales leadership and accountability to drive consistent best in class performance while ensuring the daily execution of the company sales strategies. Profit accountability for top line revenue performance and profitable revenue growth. Dotted line sales management responsibility; ensures consistent use of the PSAV value proposition and sales processes to ensure maximum event capture. Cultivate and maintain relationships with both key hotel personnel and end-user clientele. Lead and develop Regional Account Managers, property-level sales leaders and teams. Partner with regional and location level operational leadership to ensure profitable revenue growth and achievement of company KPI’s. This would include but not be limited to assisting in business development activity such qualifying new opportunities, account planning, relationship and account management.
Key Job Responsibilities
Provides sales leadership to assigned PSAV hotel locations and Regional Account Managers. Leads the sales team in cultivating and maintaining relationships with key customers and hotel personnel. Sets company sales expectations and holds team accountable through proactive regular engagement with sales teams. Guides team in evaluating customer proposals and developing specific approaches and sales strategies for various customer types. Coordinate the sales approach and resources within their regions and across servicing divisions to maximize PSAV’s capture rate, city-wide events, and referral opportunities. Ensures that sales people effectively present and demonstrates PSAV’s value proposition, new technology solutions and core capabilities to our customers.
Leads the sales talent process by working with Field Management and HR to select and hire sales professionals in each venue. Collaborate with operations leaders to assess, develop, motivate and mentor sales staff. Work with the training team to help develop and execute sales training to build confident and competent sales teams and drive consistency in sales process. Set realistic quotas and hold individuals accountable for their achievement. Conduct/inspect sales planning and forecasting activity, manage sales processes and administration utilizing CRM and other tools. Manage all sales training efforts to ensure consistency and relevance. Work with salespeople to prepare and present clear, compelling and persuasive sales presentations including proposal and RFP responses. Ensure team members effectively present and demonstrate PSAV’s value proposition and core capabilities to our customers.
In partnership with venue team members, support key PSAV customer relationships, including our venue partners. Evaluate customer proposals, and develop specific approaches/sales tactics for various customer types. Coordinate the sales approach and resources at the venue level to maximize PSAV’s capture rate, area wide events, and referral opportunities. Actively engage with customers to assist in closing business.
Act as the revenue leader of their assigned territory. Drive Results by implementing financial management initiatives including: goal setting, operational planning, forecasting, flow-through, discount management, labor billing, proposal preparation, lead importing, new product/service offering and event profitability. Partner with Finance Leaders to discuss financial performance and develop and ensure execution of strategies for improvements. Collaborate with Finance to implement venue pricing strategies. Review revenue performance and pipeline management with Venue Leaders, measuring key performance indicators and develop strategies for improvement. Collaborate with aligned RVPVs and Venue Leaders to develop and deliver business reviews. Ensure revenue forecasts are completed in a timely and accurate manner.
- Bachelor’s degree preferred or equivalent experience
- 6+ years sales experience
- Prior sales experience in audiovisual, technology or hospitality experience preferred
- Knowledge of sales process required in addition to the ability to read and decipher financial reports and records
- 3+ year of supervision or leadership experience
- Technical aptitude, computer proficiency and CRM knowledge required.
- Superior communication and presentation skills
- Motivating Others
- Building Teamwork
- Business Acumen
- Process Management
Work is performed from a home or regional office base, with significant time spent in a hotel/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust. The working conditions will vary between moderately quiet to noisy volumes. Team members will use high-end audiovisual equipment and electrical components, and will be exposed to heights via lifts and ladders. Team members may be asked to work in multiple hotel locations. Working times may include irregular hours and on-call status including days, evenings, weekends and holidays. Team members must adhere to appearance guidelines as defined by PSAV based on an individual hotel or a representation of hotels in that city or area.
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