Regional Sales Director - Americas

This position is the enterprise’s sales ambassador and “face to face” contact for key accounts in the North American market, as well as for U.S. based decision makers for worldwide key accounts. With personal responsibility for a portfolio of major accounts, the Sales Director for the Americas will also lead a current staff of three Account Executives and two “Platform Partner” professionals, all based in the U.S., to service the growing portfolio.  Also working with the Vice President of Global Sales and other functional activities within SRS Labs, the Sales Director for the Americas will focus on increasing revenue/profitability, developing existing and new key accounts, and introducing new services and programs.

Location: Orange County, CA USA

Reporting Relationship:
Typically reports to the VP Sales

Key Functions and Expectations of the Sales Director for the Americas:

General Job Description :

• Personally managing a portfolio of major accounts and to manage multiple key accounts simultaneously.
• Working with multiple senior executives in companies (at the highest levels).
• Over time and consistent with the building of the key account business base, support the building of the staff within SRS Labs necessary to ensure a growing number of key accounts receive the appropriate degree of support and attention in order to maximize the business potential of each. The potential staff functions to be developed may include but not be limited to the following:
• Marketing - Market Analysis
• Consultative Program Designs
• Contracts, Pricing, and Data/Information Management
• Management Reporting
• Partnerships & Alliances
• Providing leadership, guidance, support, and mentorship to a subordinate staff of three Account Executives focusing on regional territories and two “Platform Partner” professionals focusing on major semiconductor development partners.
  

Specific responsibilities, both personally for key accounts and through the subordinate team include:

• Responsibility for the creative design and implementation of strategies and programs that ensures the growth of the key account base, and therefore, growth in revenue and profitability.
• Achieving individual and team revenue, services and budget goals; Overachieve sales and product focus goals.
• Operating the key account base as a cost-effective business.
• Effectively dealing with critical path issues on a regular basis.
• Ensuring incremental growth in product line sales to key accounts.
• Pursuing new leads toward the development of new long-term key accounts.
• Building relationships, prospecting new accounts, retaining and growing current accounts and presenting new programs and services to the account base.
• Providing feedback regarding competitive trends, customer requirements and/or concerns and issues stated by the customer.
• Establishing teamwork and communication across the SRS Labs organization.
• Staying current on industry changes and information and the qualification and continual update of key account profiles.
• Working with the Vice President of Global Sales to solicit necessary support for key sales calls.
• Managing a defined travel and expense budget.
• Reviewing plan for key accounts on a monthly basis.
• Developing and maintaining computer skills.

12 MONTH MISSION CRITICAL OBJECTIVES:

• Implement a fully developed sales plan and ensure a complete monthly progress review.
• Demonstrate progressive improvement in key account contract-closure rate.
• Ensure consistent improvement in market segment penetration with key accounts.
• Maximize retention of existing and continuing clients.
• Exceed sales goals for key accounts and regional territories.

Experience and Professional Skills:

The Sales Director for the Americas position requires:

• 7-10+ years of field sales experience in a technology environment
• Sales management experience is highly desirable
• Experience with international sales is highly desirable
• Proven experience developing sales in high-volume key accounts; experience managing multiple key accounts simultaneously is desirable
• Software Licensing experience highly desirable
• Demonstrated success reflecting:
  • Proven ability to achieve revenue and budget goals, individually and within a team
  • Excellent sales skills
  • Effectiveness in consultative selling and relationship building
  • Excellent presentation and negotiation skills
  • Proven skills in account prospecting and management
  • Strong organizational and time management skills
  • Information management experience

Education:

• Bachelors Degree in Business or a technical field with MBA or equivalent business experience also preferred.

Apply at careers@srslabs.com

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