Director of Regional Sales

ROSS; Markham; On-site; CAD 100,000 - 150,000; Full time

Job summary

A leading software company is seeking a Director of Regional Sales to manage and lead a team focused on exceeding sales objectives. The successful candidate will have 6+ years of experience in software sales, including management of multiple salespeople. Responsibilities include developing sales strategies, managing performance, and ensuring customer satisfaction. This role is based in York Region, Markham, Canada.

Qualifications

• 6+ years of successful experience selling software and services, preferably SaaS.
• 4+ years of successful sales management experience managing multiple salespeople.

Responsibilities

• Manage Regional Sales Executives to exceed revenue goals.
• Develop and maintain a sales and marketing plan for the assigned region.
• Provide training and coaching for sales team effectiveness.

Skills

Team leadership

Revenue generation

Sales process implementation

Contract negotiation

Communication skills

Time management

Education

BA/BS in business or technical field

Tools

Microsoft Office

Sales Force Automation tools

Web meeting tools (e.g., WebEx)

Job description

Our client, an award-winning software company, is recruiting a Director of Regional Sales. The role requires meeting and exceeding quarterly and annual sales objectives for the assigned region and leading a team of Mid Market and Small Business Sales Executives.

Responsibilities

• Overall management of Regional Sales Executives in the assigned region.
• Direct activities of Regional Sales Executives to ensure revenue goals and objectives are exceeded.
• Participate in sales, strategy, and coaching calls.
• Coach and mentor Regional Sales Executives to effectively sell client solutions and services.
• Ensure a high number of weekly new prospect calls and meetings.
• Document all sales contacts and activities and maintain up-to-date Opportunity records using the client’s SFA tool.
• Select, manage, train, and coach departmental personnel.
• Identify and support opportunities for training and professional development of department personnel.
• Provide regular informal and formal performance feedback to direct reports.
• Conduct performance appraisals in accordance with corporate guidelines.
• Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.
• Develops and maintains a business, sales and marketing plan for the assigned region.
• Establish department measurements to forecast monthly, quarterly, and annual revenue numbers.
• Manage resources to meet expense targets within the assigned budget and provide input in the development of the annual department budget.
• Effectively present client’s Travel Booking and Employee Spend Management Solutions.
• Assist Sales Executives with negotiating and closing new business.
• Develop strategies to generate cost‑effective sales leads, working with marketing and the market development team.
• Identify and manage key metrics to measure pipeline growth, conversion rates, and performance against the sales plan.
• Establish and monitor monthly, daily, and weekly metrics such as net new pipeline, number of calls, contacts, and new contracts.
• Develop sales strategies that link prospect’s business drivers to client solutions.
• Maintain processes that generate strong customer satisfaction, working with Account Management.
• Develop and maintain strong alliance partnerships within the assigned region.
• Provide constant feedback to executive sales management on the regional territory environment.
• Contribute to overall Canadian team strategy and goals.
• Work effectively in an open office environment, fostering teamwork.
• Establish feedback mechanisms to cross‑functional departments to improve services.
• Share input with other departments on preparing sales materials and technical publications.
• Assist Sales Executives in preparing Pre‑Sales Consultants and Service staff for customer demonstrations and presentations.
• Create and continually improve a streamlined sales process for faster sales cycles and higher close rates.
• Work closely with marketing to automate the sales process online.
• Comply with all corporate policies.

Position Requirements

• BA/BS in a business or technical related field from an accredited college or university.
• 6+ years of successful experience selling software and services (SaaS experience strongly preferred).
• 4+ years of successful sales management experience in software and services, managing multiple salespeople in a multi‑state region.
• Ability to pass a background check.

Job Specific Specialized Knowledge & Skills

• Demonstrated ability to lead a team of salespeople to performance in excess of sales objectives.
• Consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.
• Develop and maintain effective business, sales, and marketing plans.
• Implement a successful sales process that generates revenue.
• Knowledge of software direct and re‑seller sales channels.
• Create sales presentations, messages, position statements, and other collateral.
• Strong knowledge of industry travel and entertainment products.
• Accurately forecast revenue monthly, quarterly, and annually.
• Successfully manage a regional budget.
• Communicate and sell key elements of standardized contracts and negotiate complex contracts.
• Maintain an effective follow‑up system for information requests.
• Resolve complex, diverse, and occasionally unprecedented situations.
• Excellent verbal and written communication skills.
• Excellent time management and follow‑up skills.
• Read, analyze, and interpret contracts, proposals, and other sales‑related documents.
• Create and present sales programs to diverse audiences.
• Very proficient in Microsoft Office, Sales Force Automation tools, and web meeting tools such as WebEx or Raindance.
• Perform in a dynamic and fast‑paced environment.
• Flexibility in work schedule.
• Requires approximately 20% travel over the course of a year.

Value Competencies

• Displays passion for and responsibility to the customer.
• Hires, develops, and rewards great people.
• Displays leadership through innovation in everything you do.
• Displays a passion for what you do and a drive to improve.
• Displays a relentless commitment to win.
• Displays personal and corporate integrity.