Regional Manager, Sales at ennVee TechnoGroup Inc

Description

We are seeking a highly experienced Regional Manager to support ennVee's future growth plans on our Sales team! The Regional Manager, Sales primary mission is to identify new customers whose needs are a fit for ennVee’s service offerings, to generate qualified sales opportunities within these accounts and to bring these opportunities to closure. This is a quota-carrying position, and the Regional Manager, Sales is expected to meet or exceed sales quotas. This is a senior sales role that requires the ability to sell across the entire portfolio of services. The Regional Manager, Sales will be assigned a geographical region and with their own network, assistance from internal Sales (ISRs) and outbound campaigns and ennVee’s sponsored events. Reasonable expectation in to bring in 10 new customers within the first year.

Who We Are

ennVee is a leading global IT professional services firm committed to customer excellence and delivering quantifiable business results. Founded in 2002, ennVee excels at providing business and technology consulting services for enterprise business systems (Salesforce, Microsoft, Oracle E-business Suite, Oracle Cloud, JD Edwards, NetSuite, and SAP). Through automation-based delivery, ennVee helps companies digitally transform to modernize, become resilient, and create true market advantage.

What’s in it for you?

• Competitive Salary + Commission
• Annual Discretionary Bonus
• Vacation, Sick Leave, and Holiday Pay
• Employer sponsored Medical, Prescription, Dental, and Vision Insurance
• Employer paid Basic Life Insurance and Long-term Disability Insurance
• EAP - Health Advocate Services
• Supplemental Life and Short-term Disability Insurance
• 401k Retirement Plan with Match
• Monthly Communications Allowance
• Employee referral bonus program
  
  

What will you be doing?

• Develop and maintain thorough knowledge of sales pitches for all ennVee service offerings, including Professional Services, EBS JD Edwards, NetSuite, PeopleSoft Cloud and Managed Services. Understand the value proposition for each of ennVee’s service offerings and relevant competitive differentiators. Convey this information in a clear, compelling way to potential clients.
• Maintain an adequate volume of prospecting activity, including calls, emails, phone meetings and in person meetings, to continuously build new pipeline opportunities and replace pipeline that are moved to either closed/won or closed/lost. Generate an opportunity pipeline of between 200% and 400% of bookings quota.
• Maintain a consistent and thorough understanding of account base. Perform account research to understand customers’ business priorities, IT landscape, financial condition and decision-making processes. Identify and prioritize accounts with a combination of high win probability and large opportunity amount.
• Manage territory so that assigned accounts are grouped geographically in a way that permits efficient travel.
• Efficient use of time and expense budget. Document/communicate to pre-sales leads, Lines of Business and sales manager relevant information about customer pain points, IT landscape, timelines and incumbent vendors. Enable stakeholders to prioritize opportunities, to create appropriate solutions and to engage with prospects in a well-informed and effective manner.
• Maintain and update relevant contact information within CRM system. Keep contact information for customers updated. Add new contacts as uncovered through meetings, account research and other means. It is not necessary or practical to verify the data qualify of every existing contact within assigned account base.
• Capture information about the customer’s business, geographic presence, applications footprint, etc. by using the fields within CRM and other data capture fields identified by sales management.
• Properly document all activities, leads, and opportunities in the CRM system. CRM activity data is an accurate reflection of sales activities.
• Organize lists of target prospects in order to streamline prospecting activities and to facilitate targeted sales campaigns. Boost prospecting results through organization and operational efficiency.
• Leverage a wide variety of ennVee’s sales and marketing materials in an effective manner. Derive full business value from available sales tools. Identify ennVee marketing campaigns that are relevant to account base, promote customer attendance of marketing campaigns and follow up diligently on leads derived from marketing campaigns. Derive value (leads and opportunities) from marketing campaigns.
• Continuously update opportunity forecast amount, projected closed date, etc. Contribute to accurate sales forecasts and effective resource management processes.
• Attend on-site meetings with customers when appropriate. Progress opportunities and build customer relationships.
• Develop and maintain relationships with customer contacts. Foster long-term business relationships, develop account base to facilitate career progression.
• Develop and maintain relationships with Oracle sales representatives. Gain access to leads and insight into Oracle product direction.
• Demonstrate a basic sales proficiency including:
• Ability to speak clearly and concisely on the phone
• Professional writing skills
• Ability to speak intelligently about ennVee and the services we offer
• Basic knowledge of IT systems and how they relate to business processes
• Ability to understand and articulate business concepts
• Knowledge of customer prospects’ reporting structures and decision makers within the organizations
• Exhibit organizational and leadership skills. Be self-directed, responsible and proactive.
• Exhibit self-confidence but also the willingness to compromise and to identify areas for personal improvement. Contribute to a work culture that is focused on results and low on ego.
• Demonstrate an ability to work well within a team environment. Be ready to mentor and assist colleagues, even when doing so is not part of formal job duties. Resolve conflicts amicably. Contribute to a pleasant, respectful and collegial work environment.
• Demonstrate the highest level of business ethics and professionalism by consistently conducting fair and open business dealings with customers while faithfully representing ennVee’s business interests. Engage only in legal and ethical business dealings. Seek to succeed by highlighting ennVee’s strengths rather than by disparaging competitors. Expect this same level of business ethics from customers and colleagues.
  
  

RELEVANT SCOPE MEASURES

Sales Quota: 1.5mm Bookings Quota

Line of Business Alignment: Function as a generalist sales representative for ennVee, selling across various service offerings and lines of business, into a base of Named Accounts.

Requirements

Bachelor's degree in a relevant discipline is preferred.

Core Competencies

Motivation to Succeed

Commitment and Integrity

Customer Service and Satisfaction

Relationship Building

Ability to Change and Adapt

Continuous Learning

Technical competencies: CRM Software

Professional Competencies

Business Development

Planning and Decision Making

Logistical Coordination

Negotiation