Regional Director of Sales

Updated June 2024

FLSA Classification: Exempt Workers Compensation Code: 8810

Reporting to: Vice President of Sales Location: Midwest 

JOB SUMMARY:

The Regional Director of Sales is responsible for all aspects of MARS Sales in the region and is the primary point of communication (direct sales model) with key accounts and prospects regarding the MARS product portfolio. 

Experience working in a startup and or high-growth environment is highly desirable. Strong priority management and time management skills with the ability to recalibrate quickly according to changing conditions are necessary. Success in this role will be defined by the ability of this individual to meet or exceed revenue goals and sales Key Performance Indicators (KPI’s) related to critical sales functions. 

The Regional Director of Sales reporting to the Vice President of Sales (VPS) will be expected to maintain and expand the customer base by continuously selling the MARS’ value to key existing customers and identifying new customer opportunities. 

CORE POSITION RESPONSIBILITIES:

• Providing weekly sales pipeline updates and monthly sales forecasting reports to the VPS and other as necessary and appropriate. Responsible for overseeing the administration and management of the sales pipeline, including various sales KPI’s, prospect tracking, key account management, and sales trip reports
• Developing relationships with new customers and establishing new business opportunities 
• Consistently meeting or exceeding agreed-upon quarterly and annual revenue objectives as MARS will evaluate the Regional Director of Sales performance against the KPI’s 
• Ensuring the highest level of support to the customer base by maintaining a personal presence with key accounts while continuously prospecting, penetrating, and developing new prospects 
• Lead sales presentations to key accounts, managing prospects through the MARS sale cycle, and closing new business deals 
• Assisting marketing and product management with product positioning and product strategy. This would include pricing for margin maximization, competitive strength, and marketplace analysis of key factors and buying influences of targeted customer accounts that drive product demand and requirements, as well as translating and prioritizing customer requirements for service enhancements and new product releases 
• Assisting marketing with developing a lucid and communicable “message” or corporate value proposition and proactive and effective lead generation programs aligned with the message in support of exceeding corporate revenue goals 
• Maintaining all customer and prospect-relevant activity up to date in the established Customer Relationship Management (CRM) tools (e.g., Salesforce) 
• Creating and maintain customer-centric support and long-term relationships 
• Ensuring coordination of all customer-related communications and activities, including meetings and conference calls 
• Supporting sales, marketing, and business development initiatives at industry conferences and exhibitions 
• Build plans and coverage strategies focused on key relationships, ideal customer profiles, sales areas or regions using a consultative selling approach 
• Other duties as assigned.

SKILLS/QUALIFICATIONS:

• The successful candidate will possess seasoned, hands-on experience managing the critical functions required for this position. This individual should be a student of strategic selling process methodologies such as Miller Heiman, Sandler, etc.
• The ideal candidate for this role will be someone with experience building and scaling a successful sales region in a dynamic, high-growth environment 
• This person should be a data-driven sales director skilled in the practical and effective use of sophisticated CRM system to help manage team sales tasks, pipeline, and closing data
• Effectively present information to prospects, strategic business partners, top management, public groups, and/or boards of directors/investors 
• Ability to thrive under pressure 
• Successful experience monitoring and evaluating progress against stated expectations, in addition to aligning and changing behavior with performance expectations 
• Ability to establish credibility and communicate market trends effectively throughout the MARS organization 
• Experience that shows sufficient presence and leadership to develop and maintain relationships with customers at various levels of their organization, strategic partners, executive staff, and other internal and external audiences 
• Ability to respond to common inquiries or complaints from customers, regulatory agencies, or business community members 
• The ideal candidate will have a track record of working successfully in a direct, value-added, solutions based business model 
• Complex solution selling on $250K+ and 12 mo.+ sales cycles 

COMPETENCIES:

• Self-motivated and self-managed with a high degree of creativity and analytical ability 
• Experience working in a startup or high-growth/high-volume environment; preferred
• Strong priority management and time management skills with the ability to recalibrate quickly according to changing conflicts 
• General knowledge of the water and water meter testing industry; preferred 
• Experience selling subscription-based software licenses coupled with long-term maintenance contracts via face-to-face DIRECT Channel 

MINIMUM POSITION REQUIREMENTS:

• Bachelor’s degree in Engineering, Business Administration, or equivalent required; MBA a plus 
• 8+ years’ successful track record in sales, and/or sales management, preferably in the water industry; meter testing and AMR/AMI products experience a plus 
• Must be able to travel extensively 
• Interpersonal communication skills with expertise in distilling complicated topics to a broader audience 
• Comfortable and experience dealing with multiple cultures and business practices
• Possess a global mindset
• Ability to work individually or as part of a team 
• Proficient in Salesforce, MS Office, PowerPoint, and Excel 
• Must possess and maintain valid driver’s license and any other endorsements necessary to legally operate vehicles used while assigned to this position

Work environment:

Work has frequent exposure to moving mechanical parts and outdoor weather conditions, occasional exposure to wet or humid conditions (non-weather), possible exposure to fumes or airborne particles. Due to high degree of travel, other work environments not classified above may also be encountered. 

Essential Physical Activities:

While performing the duties of this job, the employee will be required to stand, walk, and/or sit. Use hands to finger, handle, or feel, reach with hands and arms, stoop, kneel, crouch, or crawl, climb, balance, pull and/or lift heavy objects, talk or hear; see up close, see far away, and be able to lift up to 15 pounds at times.

Travel required: 

Yes. Extensive travel required.

Additional eligibility requirements:

• May be required to work overtime or alternative schedules based on project assignments.
• Must be able to operate a computer and associated software programs.
• Must be able to speak, read, and write the English language.

The information in this job description is intended to indicate the general nature and level or work performed by an employee in this position. However, this job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required of the employee for this job. Additionally, the employer reserves the right to edit or amend this job description at any time. 

Equal Opportunity Employer:

MARS Company is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. MARS Company is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Employee signature below indicates the employee's understanding of the requirements, essential functions and duties of the position.