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Regional Sales Manager - Prairies
Cartel Communication Systems Inc.Alberta, Canada, CanadaIl y a 8 jours
Type de contrat
- Temps plein
Description de posteReports to the Chief Operating Officer Internal collaborators : Engineering; Project Services; Sales; Administrative Services External interactions : Key contacts within client organizations, vendors, industry contacts, talent market Location : Based out of Edmonton or Calgary, Alberta, with the requirement for travel to / from HQ and within the Prairies Region Travel : in the first year, anticipate one week out of three weeks to meet with key clients, key project sites and other Cartel offices Get yourself connected with the Cartel team. Visit HQ, meet the staff, and establish internal relationships. Observe the “Cartel Culture” and become a believer in the vision and capability. Build a list of existing contacts and connections within the Prairies Region. Make contact, introduce your new role and establish meetings. Has “shadowed” key people in Projects and Engineer to understand current projects, deliverables, priorities, and processes. Established working relationships with the Key Collaborators, engineering team members, operations team members, and administration team; understands the Cartel culture and team synergies Acquired working knowledge of cost accounting and reporting for each project, with sensitivities to the company’s requirements for accuracy and real-time data input. Familiarized with Syspro, VeriClock and other internal process / system tools. Book 20-25 meaningful meetings with distinct clients to discuss their business and current needs. Understands the Cartel business, its philosophy, key drivers, the business cycle, key clients, active projects, and how projects are managed Organized joint follow-up meetings with the client, COO and Vendor community as needed You will draft a regional plan that shows target clients, their opportunities, and the associated revenue. You will operate independently. Plan your day in the context of uncovering business and opportunities to drive your regional plan. You will need to be the primary driver for your opportunities. You will be able to bring marketing, operations and engineering departments together to help you with your proposal. Your regional plan will start to solidify, and you will identify the areas of support and staffing you anticipate needing in the coming 6-18 months. You will have secured $350,000.00 in Purchase Orders and / or Contracts You will clearly articulate Cartel’s value proposition in Public Safety, Transit and Health Care markets You will clearly understand, at a sales level, the primary technology offerings for the above three defined market spaces You will be booking 4-6 meaningful client meetings per week Your regional sales plan will now be finalized and forward-looking for the next 12-18 months. You will have a distinct section in your plan which strategically addresses and defines each of the following markets in your region and the opportunities that lie within : You will have booked $2 million in Purchase Orders and / or Contracts Your regional plan will identify and describe the approach to achieving “The Big Number” Internal Resources External Resources Competitors Market Conditions Macro Economics and Outside Influences Maintains professional and technical knowledge by attending educational workshops, reviewing product publications, and attending sales and product training seminars. Stays apprised of technical advancements in the industry. Actively shares knowledge with direct reports on new or developing technical innovations that will be key to Cartel’s ongoing competitiveness and the success of ongoing and future project design and deliverables.
Position Purpose and Summary
The Regional Sales Manager – Prairies plays a pivotal role in driving business and supporting customer relationships in the Canadian Prairies Region. The role is demanding and challenging but is perfect for a talented self-starter. As a generalist, you will be building the Cartel business by networking within our markets in your geographic region. You will be working with others in the sales team to estimate and cost out solutions, and you will be comfortable driving throughout the territory to develop and grow our business.
The Big Number
- Responsible for generating $3.5 million in new business per year
The People
The Place
The Performance Expectations
First month :
First three months :
By the end of six months :
By the end of year one :
o Public Safety
o Transit
o Health Care
o Where is the revenue located?
o What are the key accounts?
o Who are the key contacts within the accounts?
o What are the impediments to booking this revenue?
Success Measures
Client Engagement : As the face of Cartel in the Prairie Region, your ability to mine opportunities and build relationships within the targeted market segments is key to Cartel’s regional expansion and overall corporate growth. You will be seen by the clients as the “go-to person” to solve their business communication needs. Your technical expertise and capability provide clients with trust and assurance that they are receiving the best solution for their budget.
Deliverables : You will deliver Cartel quality proposals demonstrating technical competency, product quality and alignment with client budgetary expectations. You will manage the proposal team, which will consist of members of the Engineering, Operations and Sales departments. You will be skilled and confident in producing estimates (labour, BOM and subcontract components). Initially, estimates will be a collaborative effort with the senior management team with a migration toward branch independence. You will be comfortable deploying equipment and performing a limited amount of field activity in support of your projects and contracts. You will have developed a solid regional sales plan that describes your region's opportunities, revenue, competition, challenges, and markets.
Communication : Communication across the project team, with internal teams, and with the client is timely, clear, and responsive. There is a timely flow of information internally and externally, with updates on progress at the field level from week to week. You will be able to deliver regular updates to the senior management team on the success of your region and will clearly explain your progress against the objective.
Team development : Capable of clearly articulating and providing insight into hiring needs / requirements for the Prairies Region.
Professional Development