Regional Sales Manager - Central and Western Region

Impact

The Regional Sales Manager is responsible for delivering assigned sales results by managing the sales activities of a team of area sales representatives focused on the mail consolidation segment of Pitney Bowes customers and competitive users for the entire central and western region.

The Job
The incumbent is expected to be capable of executing the strategic go-to market sales and marketing strategies and drive sales execution plans to achieve assigned sales and business objectives.

While delivering assigned team business results, the Regional Sales Manager is to make effective decisions to optimize the productivity of each sales representative and to optimize market share growth.

The Regional Sales Manager is responsible to ensure plans are in place to leverage existing talent, acquiring and developing new sales talent with capabilities required for optimizing the current region structure model, future staffing and succession requirements i.e., maintaining a certified competent sales team based on position requirements. The Regional Sales Manager is to ensure appropriate behaviors of Sales Representatives and sales support that have a positive impact on customers and the retention of high value Pitney Bowes customers.

The Regional Sales Manager is the team leader that builds and maintains relationships with the direct selling team, provides complete support for solutions, customer loyalty group, cross-business unit sales channels, customer service, customer marketing and third party vendors to formulate strategies, minimize channel conflict to optimize account development and cross-sell opportunities.

Objectives & Accountabilities:

Sales Quota Attainment - Achieve assigned team sales quota attainment including growth from current PB customers, competitive customers and non-users.

Solutions Attainment - Achieve solutions attainment and growth from current Pitney Bowes solutions users, cross-selling new simple solutions applications and taking solutions market share from competitive solutions users.

Market Share Growth - Improve market share growth in the mail consolidation segment. Specifically, and most importantly, grow market share in this segment by making significant progress in taking market share away from competitors and in-house mailers.

Training & Development - Ensure plans are developed and executed so that sales representatives are skilled in selling activities, complete territory and opportunity coverage, and building follow-on sales. Specifically, that highly focused sales activity planning and skills are established to fully cover territory potential required to grow market share. Deliver business acumen, selling skills, account development and sales training.

Responsibilities:

Pipeline Management & Forecasting - Ensure timely/accurate recording, tracking and reporting of sales activities and customer information through ongoing usage of sales automation tools by all sales representatives and sales support. Provide an accurate forecast of team sales results. Review and analyze the sales pipeline to provide an accurate forecasting of monthly results that roll-up to the sales team, region and global sales operations.

Succession Planning - Develop a staffing model that leverages existing talent and identifies the requirements for new talent to staff the sales team structure model. Formulate and execute a sales succession plan linked to the region and organization staffing requirements current and future.

Staffing & Hiring - Work with shared services to assist in sourcing and hiring required new talent that can consistently achieve sales, revenue, product mix and retention targets.

Direction and Execution - Based on strategic direction set by the company and the region, set clear individual expectations and measurements for each sales representative; make key decisions to ensure achievement of sales goals, staffing, organizational development, sales activity, pipeline reporting and customer information objectives. Personally utilize automated sales resource to analyze sales team execution plans, pipeline development required to achieve sales goals.

Coach and Develop - Verify all sales representatives have a personal development plan to ensure continuous improvement of performance. Ensure performance problems are addressed promptly through constructive, actionable feedback and documented performance management and corrective action plans. Create measurable performance improvement action/development plans for each sales representative utilizing performance improvement tools. Identify and remove team-selling impediments. Design and maintain incentives that will motivate the sales team to achieve optimum results.

Account Development Planning - Participate in developing and executing sales activity, account development plans with all sales representatives to fully penetrate the market segment. Coordinate activities among the sales team, support resources and support channels.

Communication - Work closely with region sales management, customer service, inside sales and customer loyalty group channel to communicate customer expectations, sales progress and solution requirements. Assist the Region Vice President (RVP) to champion the requirements to minimize channel conflict. Engage in cross business unit collaboration to ensure comprehensive solutions are presented and to leverage existing PB relationships to improve account penetration and the overall client experience.

Qualification

Qualifications

Experience - Strong successful personal sales history involved in account development and transactional sales. Minimum of five (5) years of proven sales success inside or outside Pitney Bowes involved in personal sales activities in a highly competitive environment with high volume of solutions selling. Ability to personally execute the sales process, developing new and building existing account relationships to achieve and exceed sales goals and business results. Proven success demonstrated by achieving 100% attainment of sales goals as a sales manager.

Education - Four (4) year college degree with a high-level of business acumen is required. Graduate or a Master of Business Administration (MBA) degree preferred. Strong knowledge of the mailing and print industry. Knowledgeable of competitive solutions and sales practices.

Specialized Skills - High-activity level sales activity planning, campaign management, partnering with and interfacing with multiple sales channels.
Sales activity planning and transactional selling
High proficiency level to completely support all simple solutions applications and sales opportunities required of the sales team
Proven personal sales experience and completely proficient in personally executing and supporting sales team members with account development and executing sales contracts and the transactional selling process
Ability to manage Sales Representatives with account relationships
Ability to lead, manage and personally execute the national sales execution process
Manages a variety, and multiple account relationships and Specialized/Primary team with sales support resources and channel partners
Project management, multi-resource and multi-channel team selling.
Excellent communication skills and ability to represent PB at highest levels with the sales team and customers at all levels.
Performance management, all levels, and high-level resource planning.
Strong analytical skills to solve business issues for internal and external clients

Sales Resource Groups - Managing high-activity sales representatives to meet PB objectives, including combinations of simple solutions and mailing application with PB customers, competitive users and non-users.

Technology - Hands on use of PC and various software programs. Proven use of Customer Relationship Management (CRM) tools to effectively assess sales activities, campaign management, account development, pipeline and forecasting tools. Frequent telephone usage. Has the ability to effectively communicate with employees and customers using a variety of technology and communication tools - i.e., email, web-meetings, Powerpoint, Excel, etc.

Work Environment/Physical Demands - Frequent travel, approximately 50% of time, to participate in the account development and the solutions selling process with senior sales representatives interfacing directly with customer/prospects as required - Ability to effectively work in an agile work environment using a variety of communication tools: working in a non-typical office environment remotely.

The Team

Within our Small/Medium Business (SMB) Solutions team, we provide a full range of mailing equipment and postage meters, maintenance and support services and supplies that enable our clients to efficiently create mail and evidence postage. We segment our SMB Solutions business between our North America operations, comprising the U.S. and Canadian businesses, and our International operations. We are a leading provider of postage meters and have approximately one million meters installed in North America and over three-hundred thousand meters installed elsewhere.

Pitney Bowes, a global technology company, provides shipping & mailing solutions, data management software, and location intelligence offerings, powering billions of physical and digital transactions in the connected and borderless world of commerce.
Helping clients achieve their greatest commerce potential are Pitney Bowes' 16,000+ passionate employees around the world, our relentless pursuit of innovation with over 2,300 active patents, and our focus on clients, who are at the center of all that we do - from small businesses to 90% of the Fortune 500

All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application process should access alternate application options via our Individuals with Disabilities link. Pitney Bowes is an Equal Employment Opportunity/Affirmative Action Employer that values diversity and inclusiveness in the workplace. Women, minorities, individuals with disabilities and veterans are encouraged to apply.