Regional Sales Manager (US)
The Regional Sales Manager is a key member of the T2 Systems’ sales organization with a focus on growing the business in a defined territory covering the Municipal and Commercial markets, including Tier 1-3 Cities, Government Agencies, and commercial parking operators. The Regional Sales Manager is responsible for managing a pipeline of sales opportunities within their territory and developing sales strategies for all opportunities. They will have responsibility for prospecting within their territory, and working with the T2 Business Development and Marketing team to qualify and follow up on all inbound leads within their territory. The RSM will maintain and develop relationships with key parking industry contacts within their territory, including commercial operators, local and regional parking organizations, municipal government and police chief organizations and parking consultants.
The Regional Sales Manager will report directly to the Sales Leader for the Municipal and Commercial team and is responsible for meeting various sales metrics for basic activity, pipeline creation and bookings in conjunction with the team. The RSM will lead cross functional resources including Sales Engineering, Sales Operations, Product Management and Account Management, to execute wining sales strategies within their territories. The RSM will represent all of the T2 Solutions within the Municipal and Commercial industries: Permits and Enforcement; Multi-Space Pay Stations, Mobile Pay Solutions, LPR solutions; Citation and Collection Services and other solutions that may be developed and released to market as part of the T2 Systems product roadmap.
The Regional Sales Manager will be responsible for updating the appropriate CRM and other T2 Systems to reflect sales strategy, and operating within the sales process guidelines for T2 Systems. The RSM will work with T2 Product Management to provide feedback on market requirements, identify potential product development priorities, and to execute competitive strategies within their sales efforts.
The successful candidate must demonstrate a proven track record of exceeding sales targets in a complex selling environment. This individual will apply strong customer relationship management and strategic selling techniques to gain a clear understanding of the client needs and manage the sales process.
Essential Responsibilities
- Research and develop strategic plans related to target accounts with a focus on account acquisition.
- Manage opportunities throughout the sales process from discovery to deal closing, striving to exceed individual sales quota.
- Build and maintain a robust pipeline of opportunities, following up on sales leads and prospecting to discover new leads.
- Monitor, analyze, and communicate sales data, while participating in sales forecasting and planning.
- Develop and deliver sales presentations, product demonstrations, and proposals. Close sales in a professional and effective manner.
- Evaluate product & service marketability in terms of customer’s technical needs.
- Work with business development, marketing, support, and other internal departments to ensure sales growth.
- Provide input to internal marketing and product development teams and participate in the marketing, market planning, and technical development of products and services.
- Maintain an up-to-date understanding of industry trends and technical developments that affect target markets.
- Establish & maintain industry contacts that lead to sales, while keeping informed about reports on all competitive products and developments.
- Proactively obtain training on products, services, pricing models, and contracts.
- Maintain knowledge of and adhere to company organizational procedures and policies regarding pricing, deliveries, warranty service, sales terms, forecasts, records, reports, vacation scheduling, etc.
- Utilize Salesforce.com and maintains highest levels of data integrity.
- Attend trade shows and is able to travel as needed. Participate in education and training conferences on selling and marketing programs.
Education and Qualifications
- Bachelor's degree; and five (5) years of sales experience; or an equivalent combination of education and experience.
- Proven sales track record of meeting and exceeding sales targets.
- Experience managing large territories and diverse product offerings required.
- Experience with software sales preferred.
- Experience working with the public sector (e.g. municipalities, universities) preferred.
- Knowledge of the parking industry is preferred.
- Results-driven with a strong sense of ownership and accountability for achieving sales goals.
- Proficiency with CRM software (e.g. Salesforce) and other sales tools.
- Excellent negotiation, presentation, and communication skills, with the ability to convey complex solutions in a clear, compelling way.
- Ability to work independently and collaboratively in a fast-paced, high-growth environment.
Knowledge, Skills and Abilities
- Knowledge of the parking industry is preferred.
- Ability to write presentations, articles, routine reports, proposals, and correspondence.
- Ability to effectively present information and respond to questions from partners, prospects, customers, management, and staff.
- Territory plan development.
- Ability to define problems, collect data, establish facts, and draw valid conclusions.
- Ability to prioritize tasks and tactfully negotiate priority with end users.
- Ability to work under deadline pressure and extra hours if needed.
