Regional Sales Manager

McLeod Software Headquarters
100 Corporate Dr
Birmingham, AL 35242, USA

Purpose of this Position: The Regional Sales Manager (RSM) role is a high-impact, sales position responsible for driving new business acquisition and sales growth. This role entails direct selling responsibilities and the strategic management of a Regional Sales territory. The RSM is accountable for achieving sales revenue targets (Quota). They must be completely aligned with the company’s go-to-market strategy. This role demands a proactive salesperson who thrives in a dynamic, results-driven environment, capable of multitasking.

This individual must have in-depth knowledge of McLeod products and services. The ability to satisfactorily perform a high-level software demonstration to perspective customers is a requirement of the position. The RSM is expected to utilize Sales Services resources and other McLeod resources when they are needed to support their sales efforts.

• Achieve or exceed individual, and divisional (Team) revenue quotas (monthly, quarterly and annually).
• Directly generate new business revenue through in-person and virtual sales presentations.
• Promote the sales of all applicable McLeod Software products to prospective customers. Especially those products that generate recurring revenue for the company.
• Maintain a personal activity level of 8+ on-site meetings and 8+ product demonstrations per month. This will be measured through required Net Suite reporting.
• Personally prospect 25+ calls per week
  , focusing on:
  Truckload fleets with 5-15 users, Broker-only firms with 5-15 users, Combination trucking/brokerage prospects with up to 19 users.
• Work with the Business Development Team to qualify leads and ensure follow-up conversions and meetings happen quickly & with a sense of urgency.
• Follow up on all assigned leads immediately and record lead scores (0-5) post-demo or opportunity conversion in Net Suite.
• Attend the bi-annual Sales Kick-Off and Summer Sales Meetings held at the corporate office.
• Attend Sales Services training sessions conducted by the Sales Services team to develop McLeod Software expertise and knowledge.

• Accurately report and track weekly closed deals (revenue, rep, product, next steps and the estimated booked Sales amount).
• Manage and maintain your own Top 100 target account list,
  visiting at least 50% annually
  , in addition to traveling for on-site meetings with active prospect opportunities.
• In addition to managing the normal pipeline, opportunity and forecast reports generated using the CRM the Regional Manager must maintain a Top 100 activity report that tracks weekly and monthly top 100 activity (on-site and remote meetings).
• Utilize CRM reports to track and maintain activity levels of 8+ on-site meetings and 8+ product demonstrations each month.
• Ensure timely and accurate use of Net Suite CRM for forecasting, opportunity management, cold call and demo tracking, and pipeline reporting.
• Ensure all team updates, forecasts, and activity reports are completed prior to management-established deadlines to prepare for weekly sales meetings.

• Engage actively with national and state trucking/brokerage associations in the defined territory.
• Represent McLeod Software at industry events, networking forums and company hosted events to build a stronger brand presence.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/

Experience:

• Bachelor’s degree in business, Sales, Marketing, or a related field is preferred.
• Minimum of 3+ years in B2B technology sales and within the transportation, logistics, or SaaS industries; or 3+ years of experience in an outside sales role, required.
• Exceptional communication, and presentation skills.
• Highly analytical with the ability to track metrics and drive data-informed decisions.
• Proficient in CRM software (e.g., Net Suite) and…