Hexagon

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Regional Sales Manager

Regional Sales Manager

Req# ID 
2017-3548
Division 
Hexagon Safety & Infrastructure US
# of Openings 
1
Job Locations 
US
Category 
Sales/Account Management
Travel % 
50%
Relocation 
No

More information about this job

Overview

Hexagon Safety & Infrastructure provides mission-critical and business-critical solutions to governments and service providers. A global leader, proven innovator, and trusted partner, our software and industry expertise help improve the lives of millions of people through safer communities, better public services, and more reliable infrastructure. Visit hexagonsafetyinfrastructure.com.

 

Hexagon Safety & Infrastructure is part of Hexagon, a leading global provider of information technologies that drive quality and productivity improvements across geospatial and industrial enterprise applications.

 

Hexagon’s solutions integrate sensors, software, domain knowledge and customer workfl ows into intelligent information ecosystems that deliver actionable information, automate business processes and improve productivity. They are used in a broad range of vital industries.

 

Hexagon (Nasdaq Stockholm: HEXA B) has more than 18,000 employees in 50 countries and net sales of approximately 3.1bn USD. Learn more at hexagon.com.

Responsibilities

The Regional Sales Managers (RSM) will report to the Director of Sales and have full accountability for all accounts and prospective customers within their respective geographic domain of responsibility. In principle, the expectation is that RSMs should function as General Managers of their territory, less P&L responsibility. This will include the acquisition of net new logos (agencies), as well as expansion of the current customer account base. They will serve as the primary (or single) point of contact with Customers (and prospects), including but not limited to: commercial; contractual; service; and maintenance related matters. RSMs will manage the customer relationship and generate new demand for our product offerings through an in depth understanding of customer needs and opportunities to better serve their respective communities. RSMs will collaborate with the Customer Care, Strategic Account, Application Engineering, Project Operations (Delivery), Strategic Programs and Product Center teams to ensure we are leveraging all Hexagon Safety & Infrastructure assets to meet and exceed our customer’s expectations.

 

As such, it is critical that RSMs maintain high visibility, touch (in person visits) and intimacy with our Customers and Prospects. The RSMs own Customer Satisfaction and it is their responsibility to keep the Customer/Prospect informed in what and how the Company is fulfilling its obligations and delivering value to the Customer. RSMs need to have a broad understanding of our solutions and market differentiation. RSM should be maintaining a territory plan that includes account segmentation (Strategic, Growth, Emerging and Maintain) to keep in balance the growth of our current account base while also developing new relationships with prospective customers. The expectation, is that RSMs are active in their territory and visiting with Customers/Prospects on a continuous frequency and basis.

 

Operating as a “General Manager”, the primary business objective of the RSM is for profitable growth in their respective territory. This includes selling “value” to our current customers and developing new customers in parallel. This requires effective planning, segmentation, focus and execution. It also requires leverage of the company’s resources, assets and market differentiation. The RSM must be the most knowledgeable person in the Company in regard to the needs of their customers and prospects. The RSM is the conduit in how the Customer interacts with the Company.

Qualifications

  • Executive Relationships (primary point contact, commercial, executive meetings, delivery issues, service requests, contractual, etc…)
  • Territory Management (“Top Line” General Manager operating model)
  • Prospecting (new customer acquisition, leveraging customer relationships, alliances, etc…)
  • Customer Segmentation (Strategic, Growth, Emerging, Maintain)
  • On Site Visits (Strategic: monthly; Growth/Emerging: quarterly; Maintain: semi-annual)
  • Target Customers/Prospects (time allocation 60/40 guideline)
  • Demand Generation (marketing, conferences, alliances, cold calling, etc…)
  • Sales Forecast (close date, stage, probability, SFDC notes, etc… 24-hour accuracy)
  • Customer “Landscape” (organization, application/technology architecture, contracts, etc…)
  • Customer Requirements (decision drivers, timing, budget, functionality, operations, etc…)
  • Customer Value (business case, political influence, legislation, etc…)
  • Budget/Affordability (competition, buying habits, fiscal budget/timing, etc…)
  • Functional Design (high level solution conceptual design)
  • Selling Value (product differentiation, improved public safety, TCO, etc…)
  • Customer Engagement (demos, executive meetings, webcast, conferences, etc.)
  • Bid and Proposal Reviews (sales strategy and customer background)
  • Winning Strategy (market differentiation, value proposition, Price to Win)
  • Close Plan (when, how, who, what to Contract and PO)
  • HSI Executive Engagement (introduce company executives, escalation point, peer-to-peer, etc.)
  • Customer Negotiation (price, terms, SOW, MSA, etc…)
  • Contract Acceptance (signature, purchase order, etc…)
  • Customer Expansion (add-on, cross sell, upsell)
  • Administration (expenses, Salesforce, timesheets, etc…)
  • Territory will include: GA, SC and NC