Job description
The Regional Vice President (RVP), is responsible for sales generation,retention and growth within the assigned geographic region.
The RVP must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members. The RVP will spend the majority of time working with salespeople and sales operations members of the team to coach, counsel, and mentor them in all aspects of sales effectiveness.
The RVP will play an integral role in the success of the group. Specifically s/he will be responsible for:
Attaining direct company sales objectives for the defined strategic markets
Working with the VP, EMEA to identify strategies and tactics as well as developing a strategic business plan to successfully achieve the targeted sales for these markets.
Driving the team on a daily basis to achieve stated goals and quotas. This will be accomplished by following account activity, close rates, time-to-close data and strong pipeline management.
Driving the team on a daily basis to achieve stated goals and quotas for renewal business; coaching the team for success in ongoing account and relationship management.
Recruiting, hiring, training and developing competent sales people consistent with business needs and company policies.
Managing both remote and local employees.
Successfully managing internal resources needed for success.
Communicating with his/her staff. Specific needs in this area are training, gaining best value for service offerings with each sale, and utilizing support staff appropriately (e.g., solutions engineers, RFP support).
Identifying and providing leadership to strategic sales opportunities with prospective customers and involving all appropriate company personnel
Coaching, mentoring and development of both team and individual performance.
Identifying and sharing in process improvement; communicating better means to achieve sales goals, promote efficiencies and generally enhance the working environment.
Actively participating in all sales management meetings
Reporting: submitting weekly reports to management that reflect closed business, forecasted business, pipeline development and other management issues or concerns.
Process improvement: includes support to implement compensation plans, quality assurance for sales presentations and customer communication via sales teams, and defining and delivering local events within the territory.
Performing other related tasks as appropriate.
SPECIFIC QUALIFICATIONS
A high degree of personal integrity
The ability to establish a clear and understandable vision for the assigned region
A proven track record of providing leadership to a large enterprise solutions sales force in the region with a history of delivering exceptional results
Demonstrable experience of motivating and inspiring a diverse sales force and recruiting and retaining high-quality enterprise-class solutions sales professionals
Bachelor’s degree in Business, Marketing, or Technology related area required. Advanced degree preferred.
10+ years of professional sales leadership experience, with 5+ years managing senior field sales reps.
Multi-cultural experience; Multi-lingual with strong English speaking and writing skills a must. The successful candidate will speak German and in addition a Scandinavian language and/or Dutch would be beneficial
Experience of working in and a good understanding of the education market and in particular the HE sector
Excellent management, coaching, and mentoring skills
Strong listening and communication skills and a style appropriate for the education market
In-depth knowledge of and experience using Solution Selling methodology
Travel: 60%