Regional Sales Manager

Position Summary:

The primary responsibility of this position is to lead a sales team to consistently develop and maintain client relationships built on trust and accountability, while providing solutions, sales, and services to meet or exceed the company’s overall sales goals.

Duties and Responsibilities:

• Understand how to qualify accounts to prioritize selling efforts.
• Initiate sales process by prospecting, scheduling appointments, making presentations, and understanding account requirements.
• Fully use Customer Relationship Management (CRM) tools by entering data for all meaningful customer contacts, quote preparation, maintaining accurate records, and producing reports.
• Close sales by building rapport with key decision makers, explaining and demonstrating product and service capabilities, overcoming objections, and preparing contracts.
• Expand sales in existing accounts by introducing new products and services, and developing new applications.
• Contribute to the market strategy by monitoring competitive products and customer reaction.
• Recommend the best-fit product for customer needs by identifying pain points.
• Travel approximately seventy-five (75) percent of the time or more, depending on workload.  Work during evenings and/or weekends will be necessary for customer demonstrations, bid openings, industry-related trade-shows, training sessions, seminars, and Company sales meetings.  
• Maintain territory demo equipment and manage the customer evaluation process promptly.
• Become proficient in the operation of all product offerings, including computer database and workstation setup, in order to demonstrate products, train customers, and certify officers and instructors as needed. 
• Develop a strong working knowledge of competitive products and how they compare to the Company's product offerings.
• Assist management as needed to ensure territory sales activities are as efficient as possible.
• Dress in business professional attire and professionally conduct business to maintain the Company’s high standards of professionalism, integrity, and reputation for excellence.
• May be required to work outside the normal business hours.
• Other duties will be required as assigned.

Equipment to be used:

Computer, telephone, calculator, copier, portfolio, specific equipment.

Typical Physical Demands:

• Sit, stand, lift, bend, and reach.
• Drive a car/SUV day or night. 
• Travel via car or airplane.
• Frequently lift ten (10) pounds and occasionally lift and/or move up to sixty (60) pounds and occasionally lift and/or move in excess of sixty (60) pounds using lifting aids, technologies, or appropriate assistance.

Typical Mental Demands:

• Ability to read and comprehend instructions, correspondence, and memos. 
• Ability to effectively present information to customers and other employees of the Company.
• Work with a wide variety of individuals at levels ranging from technical experts to law enforcement officials to end users.
• Maintain a working knowledge of products and services.
• Action-oriented, constantly changing environment.
• Track rapidly changing competition and market forces.
• Ability to work in a fast-paced environment with key performance indicators of video sales performance.

Working Conditions:

Work from home, business office, or travel to customer sites and other company-sponsored activities.  

Travel:

• Position requires overnight travel approximately seventy-five (75) percent of the time or more, depending on workload.   
• Typical workweek will include eight (8) hours per day, five (5) days a week.
• Must work some evenings and weekends.
• May be working twenty-five (25) percent in a home office setting and seventy-five (75) percent traveling to customer and/or other sites depending on workload.

Education and Experience:

• Four (4) year post-secondary degree or equivalent experience required.
• Minimum of five (5) years of technical business-to-business (B2B) sales and/or account management experience in a position that required extensive travel while managing multiple projects.
• Experience selling traffic safety equipment, video solutions or past law enforcement experience.
• Experience selling technical solutions to governmental agencies a plus.

Skills:

• Career orientation toward selling that focuses on continuously improving performance, meeting objectives and producing positive results.
• Develop universal territory strategy for growing sales with state level and large metropolitan agencies.
• Demonstrates initiative by perceiving sales opportunities and pursuing them expeditiously.
• Develops and builds relationships with influential customer contacts to expand KSI’s sales.
• Understands customer needs and responds promptly and appropriately; seen by the customer as a valued partner.
• Ability to effectively troubleshoot and diagnose problems.
• Can persuade, convince or influence others to see Company’s viewpoint or accept a Company-suggested course of action.
• Acts as a customer advocate with the Company by recognizing and responding to customer’s perspective, situation and needs.
• Projects confidence in own and Company’s ability to meet challenges and make the right decision(s) toward meeting customer needs.
• Can deal positively with adversity.
• Comfortable working with state level and large metropolitan agencies.    
• Previous experience using sales automation and/or SalesForce CRM software a plus.
• Proficient in Microsoft Office suite.
• Must be self-motivated, detail-oriented, organized, and have the ability to work with minimal supervision.
• Exceptional oral and written communications skills.
• Strong Teamwork skills.
• Must possess excellent phone voice and etiquette and customer service skills.

Miscellaneous Qualifications:

Presentation Skills both in person an via virtual meetings, Internal Communications, Informing Others, Verbal Communication, Closing Skills, Motivation for Selling, Consultative Selling, Sales Planning, Territory Management, Prospecting Skills, Persistence, Meeting Sales Goals, Strategy development; Local, Regional and State Purchasing Processes, Ability to work in a high pressure environment, Work well in a team environment including all facets of a manufacturing Company.

Benefits

• Benefits are available on the first day of employment.
• Company-sponsored life and short-term disability insurance.
• Comprehensive health, dental, and vision insurance.
• Health Savings Account when paired with a high deductible medical plan.
• 401k retirement savings plan with an employer match of up to 4%.
• 100% employee-owned company through an Employee Stock Ownership Plan (ESOP) after meeting eligibility requirements.
• Paid time off, including Vacation, Personal or Discretionary (Sick), and ten (10) paid company holidays.
• Tuition reimbursement for pre-approved courses.
• Climate-controlled work environment.
• Consistent weekday schedules provide exceptional work-life balance.