Southeast Regional Sales Director – Public Safety & IBW
SUMMARY: The IBW Sales Director – Southeast Region will be responsible for driving the regional strategic and tactical elements to grow Westell sales in the Southeast US for In-Building Wireless product sales. This person must possess a strong sales focus on In-Building Wireless, Public Safety, and Cellular DAS equipment including: BDA’s, Fiber DAS, Passives, and related infrastructure. Being familiar with NFPA and IFC latest codes will be a plus. These efforts will include strategic and tactical product positioning, opportunity identification thru closing, revenue generation, and product forecasting. The person will also be responsible for developing and maintaining related market intelligence, System Integrator and Distributor relationships, as well as enterprise selling as needed. This is an individual contributor role that will be reporting into the VP of IBW Sales, and may require some collaboration with other Regional Sales Directors. This person will also need to establish a close working relationship with internal and external stakeholders to ensure success.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Identify, develop and close new business opportunities within their region. Working with customers to develop and offer product solutions to solve problems or address new areas of growth.
- Meet or exceed revenue goals by identifying opportunities, selling value, and closing deals for the company’s Public SafetyBDA’s, Fiber DAS, Passives, and related infrastructure.
- Grow regional revenue year over year.
- Support key national accounts assigned.
- Manage sales rep firms in the region.
- Develop, maintain, and evolve effective yet efficient region and account coverage plans.
- Responsible for owning, developing and maintaining related market intelligence, System Integrator and Distributor relationships, as well as enterprise selling as needed
- Using CRM, sales forecasting, planning and budgeting processes that are integrated with other planning processes employed within Westell to track sales prospects and forecast demand.
- Be the main interface between a large region and the Westell organization. Provide counsel to the VP of IBW Sales and Product Line Management.
- Represent Westell at trade conferences in the region.
- Performs other duties as assigned.
QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill, and/or ability required.
- Bachelor’s degree from an accredited institution, Master’s in Business Administration or equivalent preferred.
- 7 plus years of Technical sales or sales management experience in a business-to-business sales environment with a strong focus on Public Safety and Cellular DAS equipment Sales or wireless carrier sales.
- Minimum 5 years as a Sales Director or higher role.
- Experience analyzing competitive and market data and developing successful sales growth strategies. Past experience growing significant Public Safety and Cellular DAS sales.
- Proven sales experience, meeting or exceeding sales targets.
- Ability to communicate, present and influence all levels of the organization, including executive and C-level.
PHYSICAL DEMANDS: The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Required to sit, stand, bend and walk regularly; lift and/or move up to 50 pounds.
- Visual and auditory ability sufficient for written and verbal communication.
- The noise level in the work environment is usually moderate.
- Extensive travel to meet with and support customers and trade shows in the region.
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