Regional Sales Director

Description:

Reporting to the Vice President Sales and Marketing, the Regional Sales Director - EMEA will be responsible for managing all the FT Sales Functions. This includes but is not limited to, managing a team of International Sales Directors to execute sales strategies that consider all Forensic Technology’s released products and services which maximize the company’s revenues and brand of each region. In collaboration with the Sales Operations and Director of Marketing, the Regional Sales Director EMEA will lead efforts to develop, define and implement collaborative strategies including market analysis, market presentation, and key collaborative opportunity pursuits. The Regional Sales Director will ensure that Forensic Technology’s product realization schedules reflect market and customer needs/expectations; that product lines are targeted to optimal geographic customer bases, and that data from the voice of the customer is leveraged to Forensic Technology’s advantage.

Roles and Responsibilities:

Ensuring that the region under their responsibility delivers or exceeds targeted sales while respecting set margins.
Coaching each Sales Director and ensuring that all cooperate to ensure FT reaches its overall business goals and provide day-to-day leadership of functional personnel for career development, performance objective setting and overall mentoring.
Building and leading the short and long-term strategy development, growth and value creation to meet corporate growth and business goals.
Work collaboratively with the VP Sales and Marketing to facilitate the development of personnel talent across the sales team.
Actively soliciting the “voice of the customer” data while owning and facilitating the entire customer relationship management process from A-Z.
Ensure that overall customer expectations are appropriately managed in accordance with FT’s customer relationship philosophy.
Establishing, monitoring, and adjusting Sales Segmentation Plans for the region (sales per region, sales per product, established margins).
Establishing, and monitor margins per region and per product line and, provide regular and accurate revenue forecasts on a rolling monthly basis as well as quarterly and yearly.
Drive revenue opportunities in different Markets in the EMEA region to include the successful negotiation and closing of sales contracts while respecting profit objectives.
Work with the full spectrum of decision makers to align budgets in target markets.
Develop relationships with the appropriate regional organizations and governments to gain insight on policy directions and funding opportunities.
Assign and adjust market and product responsibilities to optimize travel time and cost.
Along with the VP Sales and Marketing and the Director of Marketing, gather and develop market intelligence, competitive intelligence, and pricing; championing best practice and setting clear expectations of the approach, standards of performance and behaviors expected in their execution.
Work closely with the Senior Leadership Team to ensure the accuracy of order forecasting and reporting.
Represent FT and develop relationships at senior levels with strategic customers, government bodies and partner companies for FT.
Research and analyze current market segments for volume and growth, customer need, technology development and competition.
Evaluate and recommend adjacent markets as targets for pursuit.
Provide customers with an awareness of different financing programs that may facilitate their buying decisions.
Ensure the effectiveness of the sales process including pursuit plans (game plans), gate processes and CRM.
Ability to develop strong relationship within colleagues, sales force (employees), customers and new partnerships.
Optimize Sales Incentive Plans (SIP) with the sales team to focus appropriate efforts and rewards in line with the FT philosophy.

Key Leadership Competencies 

Strong market knowledge and presence within Forensic Science, Law Enforcement and/or Public Safety.
Experience with the Senior Level Government sector (B2G) and critical detection technologies mandatory.
Have both a Customer and Marketing shared focus.
Work well under pressure and known to build strong team / relationship to manage customer expectations.
Demonstrates experience and vast knowledge of working within:
multi-cultures (understanding of cultural variances across different markets / audience)
new business models (routes to market)
strategic channel partners
intermediaries and governance.
Proven open team/employee leadership, ability to motivate as well as strong capacity to impact and influence.
Great communication skills: written, oral and group presentation.
Ability to think strategically coupled with excellent analytical skills.
Broad understanding of emerging technologies (software, hardware, network) and their potential relevance to FT’s products & services.
High energy level. Results-driven. Positive attitude.
Proven ability to work through conflict, build trust and influence outcomes through outstanding interpersonal skills at all levels.
Strategic thinker, who recognizes business opportunities and their potential impact on the overall business.

Qualifications And Experience

University degree in Management, Sales, or any related field.
10+ years of management with business development and sales in the global market.
Demonstrated experience achieving sales targets.
Proven experience in international sales and management within law enforcement and government agencies.
Excellent communication and presentation skills, both verbally and written in English and Arabic. Any other languages are considered a strong asset.
Customer focused approach; the ability to manage and be responsible for high profile customers.
Great sense of urgency and ability to prioritize complex projects accordingly.
High energy level, results driven and positive attitude.
50-60% travel required.