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发帖数: 22 | 1 Position Summary Statement
The role of the Regional Sales Director (RSD) is to retain and grow the Dow
Jones revenue for a specific region.
The RSD will manage a team of salespeople responsible for retaining existing
contract revenue and increasing revenue from both existing and new
customers. The roles within this team will include a combination of the
following, depending on geography and industries covered:-
• Relationship Managers (RMs) – managing existing contract revenue
via phone and email
• Senior Relationship Managers (SRMs) – managing existing contract
revenue via phone, email and face-to face
• Sales Executives (SEs) – securing revenue from “new to company
” prospects via phone and email
• Senior Sales Executives (SSEs) - securing new revenue streams
from existing customers and “new to company” prospects via phone, email
and face-to face
• Senior Sales Specialists – securing revenue for role-specific
solutions
• Customer Value Executives (CVEs) and Trainers – driving adoption
and ensuring training provided for Dow Jones solutions
In larger regions, the RSD may also manage a Regional Sales Manager (RSM)
who will in turn take first-line sales management responsibility for part of
the sales team.
An RSD’s success will ultimately be judged based on the revenue performance
of the sales team under their management. Driving this revenue performance
will require a focus on the team, the revenue, and on customers.
To develop a team of high-performing salespeople, the successful RSD will
need to have a people focus which will be reflected in diligent goal-setting
, closely tracking revenue performance and behaviours, and disciplined
performance management of all team-members.
The RSD will need to focus on financial performance through closely tracking
individual opportunities and threats for their team’s customer and
prospect base. Close attention will be paid to future revenue performance of
the team, to ensure accurately forecasts for new business and withdrawals
are made to management.
Focusing on customers, the RSD will directly engage with clients or
prospects where this can have a positive effect on the region’s revenue
performance. The RSD will also analyze overall market trends for the
geographies and industries they oversee.
Key Responsibilities
1. Team Focus
• Conduct regular staff meetings, including pipeline reviews with
salespeople and monthly revenue updates with the regional team
• Work with the sales teams to identify growth opportunities and
retain business
• Work with SSEs and SEs to develop appropriate prospecting lists
• Direct, coach, support, or delegate based on an
assessment of the development level of the person
• Address performance problems promptly, involving HR and senior
management as appropriate
2. Revenue Focus
• Set aggressive goals for both team results and activity
• Be continually aware of key metrics, including:
individual and team revenue performance, progress versus financial targets,
and historical / required future activity levels from team
• Prepare accurate revenue forecasts each month
• Analyze financial reports, pipeline reports and the Risk Radar
report to determine areas of opportunity and threat
3. Customer Focus
• Stay informed of industry trends, competition and changing
technology
• Build strong relationships with senior level executives at
customer organizations in order to retain the business and look for
expansion opportunities
• Collect “field intelligence” on what’s working (and what isn’
t), plus specific client feedback on Dow Jones products and people
• Assist the team with individual sales situations where necessary;
this will include working with individual sales personnel on specific
account strategy to sell in new business and/or retain existing business
4. Leadership
• Create and execute a plan for the assigned sales team which
ensures a high level of performance by team-members
• Positively influence the extended sales team, including DJCS,
Marketing, Product and Senior Management
Skills & Experience
Management and Leadership
• At least three years of sales management experience, leading a
B2B sales team selling complex solutions to high value clients
• Ability to lead, manage and build a sales team to accomplish team
goals and sustain high team morale
• Ability to coach staff to improve their skills and strengthen
their performance.
Sales Expertise
• Five years’ solutions sales experience, preferably with direct
experience in the online information industry
• Previous multi-million dollar revenue responsibility in a selling
role
Communication
• Ability to maintain effectiveness when working closely with
people of diverse cultures or backgrounds
• Consistently demonstrate key skills such as listening,
questioning, fact-finding, resolving account issues, and resolving client
requests or concerns
• Able to modify communication and leadership style based on the
needs of the situation and the person
If you are interested in this job, please feel free to forward your resume
to n************[email protected] or contact 0086-13811923880 for more details. |
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