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Summary / Role Purpose
The AR Regional Sales Manager (RSM) is responsible for driving revenue growth by leading and empowering the AR (Account Representative) sales team within the assigned territory. This role not only focuses on managing sales activities but also emphasizes developing ARs, ensuring their growth and readiness to meet corporate objectives. The AR RSM serves as the key liaison between ARs, local leadership, and global stakeholders to align strategies and optimize performance across all levels.

A successful AR RSM combines strategic account management with people development, balancing immediate revenue targets with long-term talent growth. They foster a collaborative environment that motivates ARs to excel and align with the company’s vision and values.

Key Duties and Responsibilities

• Revenue and Territory Management:
  • Oversees assigned accounts or territories to maximize sales revenue and meet growth targets.
  • Accurately forecasts annual, quarterly, and monthly revenue streams for AR-driven accounts, ensuring precise data entry in Salesforce.
  • Develops and executes long-term account strategies, incorporating AR-specific goals, renewal targets, and emerging opportunities.
• Team Leadership and Development:
  • Recruits, trains, and mentors AR team members, focusing on skill enhancement, career progression, and performance optimization.
  • Designs and delivers tailored training programs for ARs, addressing foundational sales skills and industry-specific strategies.
  • Provides continuous coaching on sales techniques, customer engagement, and leveraging Salesforce tools to drive efficiency.
  • Conducts regular 1:1s and team reviews to assess AR progress, provide actionable feedback, and celebrate successes.
• Collaboration with Local and Global Leadership:
  • Serves as the primary bridge between AR teams and local/regional leadership, ensuring alignment on business priorities and strategies.
  • Actively participates in leadership meetings to provide insights on AR team performance and advocate for resources to support growth.
  • Ensures effective communication and collaboration with other regional sales leaders to share best practices and address challenges.
• Strategic Growth Initiatives:
  • Establishes programs to address new customer acquisition, growth within existing accounts, and expansion into whitespace opportunities.
  • Drives key metrics such as MYL adoption and pipeline velocity in line with corporate objectives.
  • Leads targeted campaigns to address competitive pressures and promote AR-driven success stories within the region.
• Operational Excellence:
  • Maintains accurate records of team activities, customer interactions, and sales opportunities to support data-driven decision-making.
  • Implements proactive solutions for renewal management and new customer engagement, ensuring ARs meet/exceed quotas.
  • Ensures AR adherence to compliance, ethical sales practices, and company policies.

Minimum Education/Certification Requirements and Experience

• Education & Experience: Bachelor’s degree in technical, engineering, business or related field with 8+ years of experience of demonstrated success in technical sales positions OR 12+ years of experience demonstrated success in technical sales positions.
• Ability to analyze sales statistics and translate results into action
• Strong leadership capabilities, ability to motivate and inspire a team.
• Experience coaching others to effectively execute and drive sales
• Ability to build and maintain strong, professional relationships
• Ability to forecast, estimate revenue and profit trends.
• Creative problem solving, ability to resolve complex sales and customer issues
• Business acumen
• Strong negotiation skills
• Fluent in English and in the local language of the territory
• Travel: up to 50%

Preferred Qualifications and Skills

• Master’s degree or MBA
• Management experience
• Comprehensive knowledge of company's products/services and pricing practices.
• Knowledge of the specific territory, product line, or customer(s)
• Strong understanding of industry cycles and regulations
• Proficiency of sales fundamentals and 8 pillars
• Strong communication and organizational skills
• Strong time management, decision-making, human relations abilities
• Excellent executive presentation and persuasion skills