Director of Sales - USA East (Job Req #2024-155)

Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.

Ross Video is a rapidly expanding broadcast industry solutions provider. The Director of Sales for the USA is a key member of the USA Sales leadership team and is directly responsible for driving sales throughout the USA. This individual is responsible for achieving quarterly/annual sales goals, building strategic business relationships, and implementing all sales and channel strategies for the USA. This position works closely with the VP Sales, USA & Canada and is part of the front line group that works hand in hand with Ross customers and business partners.

Who you report to: Vice President of Sales, North America

What we offer:

Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best.

Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, professional development support and a ton of fun social activities and events!

Best of all, you will be part of the Ross Video team, and we’ve got a pretty energizing environment here.

What the job is all about:

• Serve as a key member of the USA sales leadership team that drives the region’s strategic sales growth.
• Responsible for the overall hiring, motivation and management of USA Regional Sales Managers (RSMs). Working with the VP Sales, North America, this includes recruitment, mentoring, coaching and evaluating team members while driving a culture of performance.
• Attend trade shows and industry conferences to increase sales through improved levels of product knowledge and further develop industry contacts via networking.
• Participates and contributes to sales opportunities driven by the RSMs, including face to face customer meetings and relationship development.
• Devise and deploy sales goals and objectives focusing on existing and new business and channel partnerships within the USA, including the preparation of sales quotas and budgets.
• Lead the USA RSM team to consistently achieve quarterly and annual sales targets by managing a stratified client pipeline to ensure key prospects are identified, prioritized, and pursued to meet financial goals.
• Report and share information with the VP Sales, USA & Canada to ensure they are kept up-to-date on past, current, and predicted sales performance and customer relations.
• Collaborate with the USA Sales leadership team to develop short- and long-term strategic plans, including the preparation of annual business plans.
• Help develop and implement a sales channels plan.
• Create training and development plans for direct reports, including contributing to the evolution of the Ross Way To Sell, and ensuring the RSMs are following RWTS practices.
• Manage Sales Professionals to keep contact and opportunities database up to date.
• Prepare weekly/quarterly sales forecasts, trip reports, weekly update meetings.
• Prepare and deliver quotations and proposals.
• Coach Sales Professionals on developing WinPlans. Periodically review WinPlans and provide assistance with closing deals.
• Prepare and deliver high level presentations to networks, business partners, and industry associations.
• Develop and maintain sales forecasting activities and assist in setting of territory sales goals with integrators and dealers, where applicable.
• Monitors and evaluates the activities and products of the competition by reviewing articles in trade publications to keep abreast of technological developments in types of professional equipment merchandised.
• Exudes the behaviours identified within Ross Video’s Culture Statements, as well as our company’s Code of Ethics.
• Performs other related duties as required.

Who you are:

• Bachelor’s degree in business administration, marketing, sales, or a related field preferred
• 10+ years of sales experience with 5+ years in a sales leadership position
• Strong experience in all aspects of sales, including growth strategies, distribution channel management, account development, and business planning
• Outstanding consultative selling abilities and excellent interpersonal skills at the executive level
• Success closing large, complex sales in terms of dollar value and using multiple channels.
• Budgeting and forecasting skills
• Excellent verbal and written communication skills
• Strong business acumen
• Demonstrated knowledge of accounting and financial practices
• Strong problem identification and problem resolution skills
• High level of proficiency with the Microsoft Office productivity suite
• Understanding of the Broadcast / Media Technology Market (Live Production experience an asset.
• Existing knowledge and use of Ross Video products, or experience selling hardware and software based technology.
• Extensive experience working with CRM’s such as Salesforce.
• Willing to Travel up to 40% of the time
• Valid Passport
• Valid Driver’s License & a clear driving record

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Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.