Regional Sales Director

Overview

The Sales Director is primarily responsible to sell products, services, and solutions to new and existing customers directly or through sales channels and establishing and maintaining customer relationships. The Sales Director will take ownership of the people, the customer base, the sales functions and targets, and the future growth potential of their assigned region.

Location
:
Columbus, Ohio

• Developing and implementing plans for strategic accounts that exceed expectations in revenue, retention/growth, account profitability, and customer satisfaction/loyalty. Recommending improved products to customers, documenting how such changes will lower costs or increase efficiencies.
• Identifying, developing, and managing channel partners to achieve channel goals.
• Developing a complete understanding of the organization’s structure and key buying influences of assigned accounts.
• Performing client presentations articulating the value proposition of product/solution/service offerings. Arrange for demonstrations of equipment/product.
• Providing management with suggestions for improving volume, market share, and price levels.
• Coordinating with internal stakeholders by developing, presenting, or responding to proposals for specific customer requirements, including requests for proposal responses and industry-specific solutions. Provide information needed for the development of custom-made products.
• Researching and identifying potential customers for products or services, informing them about product advantages, availability, and pricing.
• Keeping informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. Attend trade shows and seminars to promote products or to learn about industry developments.
• Coordinate Customer RFI/RFPs, process quotes, and pricing contracts; including negotiations. Follow-up and report on customers’ wins/losses and forecast commitments via CRM.

• Bachelor’s degree in engineering; 5-8 years of successful experience in a technical sales position or equivalent combination of education and experience.
• Knowledge of and experience with purchase orders and contract terms and conditions.
• Knowledge about AGL technologies
• Knowledge of the post-acquisition process, and how to avoid risks and create change orders during the implementation phase.
• Possesses general knowledge of airport flight operations and airfield lighting systems. Familiar with FAA policies.