Sales Director – West Region

Role Overview

• Develop and execute strategic plans to achieve overall revenue targets with Intelligent Transportation Systems (ITS) product portfolio
• Drives, manages, and executes the business and revenue of the regional sales team to achieve and surpass growth goals
• Partners with marketing, strategy, product, engineering and operations teams to deliver the best possible customer experience
• Develop, manage and report pipeline and funnel health as well as monthly, quarterly and full year goal attainment and any mitigating strategies and plans to ensure delivery of financial targets
• Analyze market and industry conditions to maximize existing successes and to secure new business opportunities aligned to the strategic plan
• Prepare forecasts, territory/industry management, and growth plans
• Assign quotas across the sales team to include breakdown by product lines
• Work collaboratively with the Channel Manager to establish and manage distributor networks and agreements
• Build and maintain strong relationships with customers while partnering with them to understand the business objectives and needs
• Effectively communicate value propositions through presentations and proposals
• Lead, mentor, and develop sales team, enabling empowerment and accountability
• Drive annual performance review process and goal setting and actively monitor performance against goals
• Establish and report on metrics to measure team performance, correct deficiencies where necessary
• Recruit, hire and train sales representatives
• Educate around product applications to meet client requirements and gain buy-in from internal teams, consultants, and clients
• Create and implement product training for sales that requires competency in the full portfolio
• Attend and present at external customer meetings and internal stakeholder meetings and follow up with external customers, as necessary
• Partner with cross-functional teams to support defining product roadmaps
• Organize and attend exhibits and other marketing events; work with Marketing teams on digital campaigns, webinars, events etc

Requirements

• Minimum of 15 years of related experience with a Bachelor’s degree; or 12 years and a Master’s degree; or a PhD with 8 years’ experience; or equivalent experience
• Previous experience securing contracts in Intelligent Transportation Systems preferred
• Demonstrable success including meeting or exceeding annual targets with growth
• Strong people leadership skills with a proven track record of building a high performing team
• Demonstrated ability to set and manage targets and goals driving empowerment and accountability
• Prior experience of working within a matrix organization; able to foster collaboration and communication with all stakeholders
• Salesforce experience desirable or experience with similar tools
• Motivated self-starter; keen business and technical awareness; ability to adapt to changing business needs
• Excellent interpersonal and negotiation skills
• Ability to prioritize work, complete multiple tasks and work under deadlines
• Ability to perform analytical work

Benefits

• Health insurance
• 401k Retirement Plan with a company match
• Paid parental leave (up to six weeks)
• Flexible Spending Accounts
• Company-paid disability (full pay and benefits for up to six weeks)
• Life insurance options
• Critical illness and accident coverages
• Award-winning well-being program including employer-funded lifestyle spending account
• Backup childcare, pet care, and pet insurance
• Virtual tutoring and a tuition reimbursement program
• Time-off policies to encourage rest and relaxation
• 11 paid holidays throughout the calendar year