Regional Sales Manager - Video/Access Control

The Regional Sales Manager acts as a primary contact for Pelco channel partners, including Platinum, Gold, and Silver level integrators and distributors in the assigned territory, proactively manages their relationships and deploys sales actions and strategies in order to grow business and meet territory revenue goals. Embraces and promotes Pelco values (Innovation & Excellence, Customer Focus, Integrity, Respect & Recognition, Collaboration, Ownership) in all actions to deliver on Pelco’s vision of making the world safer through our mission to deliver distinctive video solutions and world-class customer experiences. Candidates are encouraged to visit www.pelco.com to learn about our Vision, Mission and Values that are the cornerstone of Pelco.

Essential functions:

• Develop and execute territory business plans

• Build relationships with key personnel at channel partners who drive Pelco business

• Identify and understand customer challenges and recommend Pelco solutions

• Develop new opportunities with channel partners

• Support channel partners on joint end-user customer visits

• Provide Pelco product training

• Conduct product demonstrations

• Communicate key information on new products, announcements, and promotions

• Execute and support regional marketing events

• Develop and maintain healthy opportunity pipeline

• Conduct quarterly business reviews and monthly pipeline reviews with channel partners

• Provide accurate territory forecasting to sales leadership

• Assist channel partners with quotations and proposals

• Collaborate with Pelco colleagues including Business Development Managers, Vertical Managers, Inside Sales, and Technical Sales Engineering

• Meet/exceed assigned territory revenue targets

• Perform other related duties as assigned

End User Business Development

• Responsible for developing new business in designated market for end users

• Act as primary business development person in assigned territory to: identify key end users, identify development/sales opportunities and engage in prospecting/qualifying actions

• Define the growth strategy for his/her accounts and drives implementation

• Build relationships with key end users in assigned territory

• Support local requests from partners to visit potential end users

• Follow up on any potential leads or opportunities that come from marketing activities

• Conduct demos of products for any requested customers in assigned territory

• Execute local key end user events and within assigned territories

Qualifications:

• Bachelor’s degree in a technical or business area

• 5+ years’ experience in security solutions sales

• 3+ years’ customer facing experience

• Physical security experience (hardware and/or software)

• Excellent communication skills - written, verbal and interpersonal

• Ability to work cross functionally

• Listening and presentation skills

• Proven negotiation skills; ability to close business while achieving a high level of customer satisfaction

• Driven, resourceful, self-starter, with strong initiative

• Ability to thrive in a fast-paced, ever changing environment

• Excellent organizational and time-management skills

• High attention to detail

• Working knowledge of Salesforce.com and maintain good CRM hygiene

• Established relationships and demonstrated success with integrators and distributors

• Experience in prospecting for new business

• Track record of meeting and exceeding sales quotas

• IT and motor skills to be able to effectively demonstrate equipment and solutions to customers

• Travel extensively throughout your assigned territory as required. We would expect this to exceed 50% of your time (this may include travel on short notice from time to time)

• Have a valid driver's license and a clean driver's abstract (you may be required to provide your driver's abstract from time to time) and be able to drive your own vehicle for travel within the assigned territory

• North American travel, including travel by air, will be required from time to time

• This is a remote role working out of a home office