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13 days ago
Requirements and responsibilities
The Regional Vice President of Sales will be responsible for the overall direction, leadership, and evaluation of a sales team for a Glory Global Solutions Retail Markets sales region. The primary focus will be on increasing sales volume from new and existing accounts. This individual will provide hands-on guidance, mentoring, and direction to the sales team, and will lead the strategic approach to the marketplace as well as the tactical approach to goals and objectives to accomplish the long-term strategy of Glory Global Solutions. This individual will be responsible for leading effective sales strategies for multiple products serving multiple markets. Total travel to customer and prospective customer accounts is estimated to approximate 40%.Key ResponsibilitiesThe critical responsibility of this role is to follow the Glory sales management process. This process outlines the essential activities that have the most impact on generating successful sales results to achieve quota. They are: coaching sales representatives in developing a plan to achieve their quota, adhering to the sales process, achieving proper funnel health and pipeline management, providing accurate monthly forecasts and successfully completing assigned strategic annual KPIs. This will be accomplished in the following ways:Team Interaction:Weekly discussions with sales team members to cover: Sales Funnel Health and Timing – CRM – versus targets; Territory Management; Backlog – installation activity; Sales team effectiveness in all areas of sales process; Pricing deviations / proposals; Account tacticsMonthly review of forecasts and individual Personal Selling Plans (PSP) based on CRM data and subject to review with SVP, Retail Markets and other executivesMonthly review of major accounts coaching the team on strategy and tactics to winQuarterly performance reviews to include: Discussion with each team member related to overall performance; Celebration and recognition for top performers; Performance Improvement Plan development for team member’s <75% of quotaAnnual planning sessions with team members to include: Personal Selling Plans; Objectives; Account Assignments; QuotasMinimum 8 days in field with team members per month to: Coach – sales process, pipeline management, etc.; Mentor, develop team members; Develop executive level client relationshipsContinuously recruit for high performanceVisible Performance Metrics:Accurate ForecastsTop 10 deals – close plansTop 10 deals – opportunity strategy plans and reviews in place with SVPUp to date weekly sales funnel – CRM to be accurateProspecting metrics – event effectiveness and other demand creation effectivenessPublish monthly team performance rankingsAccurate/timely management of backlog: Weekly review with team members; Monthly review with Regional Service VP’s or as neededInternal Relationship Development:Attend RVP management meetingsActive and visible positive working relationship with service organization.Visible and active relationship development across the enterprise, to include appropriate utilization/deployment of support resources (Solution Experts, Project Managers, etc.)Optimize Executive involvement through the inclusion of Executive Management as appropriate in all aspects of the businessInteraction with other global account management teams as appropriateDeliver Financial Commitments:Quota achievementExpense management100% compliance with the Price Deviation Authorization (PDA) processAccounts receivable not to exceed 30 daysProper compliance to the proof of concept process: Agreement on POC objective and performance metrics; Agreement on “buy/no buy” criteria; Agreed upon exit plan (product removal process, dates, costs, etc.)Client Involvement:Active engagement in critical, “must win” accounts: Top 10 existing clients; Top 10 prospect clients; 5 additional accounts as identified as strategicSkills, Knowledge & ExpertiseEducation Level:Bachelor’s degree in business, marketing, finance or related area required; professional business experienceMBA or related Master’s Degree preferredQualifications: Outstanding coach and developer of talentMinimum of 10 years of sales experience with a proven record of consistently meeting or exceeding revenue targetsMinimum of 5 years sales leadership experience necessary including the ability to recruit, build, manage, inspire and retain a high-performance teamExperience leading a business segment through sustained growthDemonstrated success and commitment to using a structured sales processExperience and expertise in solution-based selling necessary; related industry experience desiredExperience selling through multiple and often competing channels necessaryProven project management skills with an ability to work with multiple and sometimes competing goals and objectivesStrong understanding of financial principles including budgeting, forecasting and pricing necessaryPrevious experience selling products which are Capital Expenditures vs. transactional productsConsultative/Value Solution Selling a mustComputer skills for proposals and presentations including PowerPoint and Excel requiredREQUIRED SKILLS AND COMPETENCIES Integrity, strong sense of ethics and professionalismExcellent leader and developer of people; able to take talent to the next levelAbility to work with a variety of personalities and stylesStrong relationship and team building skills both internally and externally; ability to quickly establish credibility and relationships, both internally and with clientsExceptional verbal and written communication skills, including strong presentation and facilitation skillsOutstanding organizational skills, with a strong attention to detailsExperience as a self-starter and multi-tasking, self-motivated, with a capacity to perform in a fast-paced environmentUnderstanding of planning, goal setting and working toward objectivesAbility/willingness to provide personal documentation needed for gaming industry licensesAbility to handle multiple projects and adapt to new situationsJob Benefits401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contributionHealth insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue ShieldMDLive – 24/7 Virtual Doctor plus a Nurse LineDental insuranceVision insuranceFSA / Dependent CareVoluntary Life InsuranceBasic Life insurance and AD&D – Company paidShort Term Disability / Long Term Disability / Employee Assistance Program – Company paidPaid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of servicePaid Sick days based on City/State requirementsPaid Holidays – 9 to 11 days based on start dateProfessional development assistanceEducation assistanceAdoption AssistanceLegal and ID Theft plansAnnual Bonus opportunityOpportunities for internal promotions/career advancementAbout GLORYGlobal Leaders in Customer Experience Automation With a culture rooted in innovation, each day Glory’s people are transforming our customer’s businesses. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. That’s a reputation we’ve earned by combining our pioneering software and hardware with our dynamic people. Because alongside our technology, it’s our people who are driving our successes.Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation.Glory ValuesThe Glory Values are our ethos of working together, diversity and innovation: a practical blueprint of how we work together. We live our values wherever we are – with both colleagues and customers. Glory Values help us meet new challenges and exceed expectations. And they help us further our skills and work with trust and respect.Customer Delight. We put our customers first.Integrity. We do the right thing, always. Innovation. We embrace new challenges and share the future. Speed. We move fast, that’s how we stay ahead. Diversity & Respect. We value the strength in our differences. Teamwork. We succeed together.