Regional Sales Manager

As a Regional Sales Manager at RES, your main responsibilities include achieving individual sales targets while coaching and managing a team of Client Solutions Managers. You'll actively engage in account planning, develop strategic relationships with stakeholders, prospect for new opportunities, and guide your team through the sales process. A key part of your role will be monitoring team performance, conducting training sessions, and ensuring that your team excels in meeting regional sales targets.

To excel as a Regional Sales Manager at RES, candidates should have at least a BS/BA degree, with a minimum of 3 years of experience in closing complex deals valued at $1M or more. Additionally, relevant experience in a sales management role is necessary, especially leading a high-performing team with a cumulative goal of $10M+ per year. Coupled with this, direct relation to municipal governments or relevant regulatory experience will give you a distinct advantage.

Important skills for a Regional Sales Manager at RES include exceptional negotiation abilities, strong analytical skills for identifying market opportunities, and the capacity to influence stakeholders. Leadership qualities are also key, as you'll need to inspire and coach CSMs while driving overall sales performance. Additionally, familiarity with environmental regulations and effective consultative selling techniques are highly valued in this role.

A typical day for a Regional Sales Manager at RES involves a mix of individual sales activities, team coaching sessions, and collaboration with internal and external stakeholders. You'll spend time prospecting, qualifying leads, negotiating deals, and working closely with your team to strategize on advancing sales opportunities. Additionally, you may engage with industry groups and regulatory personnel to reinforce RES' presence and influence in the market.

Candidates who possess experience in environmental regulations, have an established network within government entities, and a proven track record in consultative selling within the mitigation and climate resiliency sectors will stand out for the Regional Sales Manager role at RES. Additionally, successful experience with grant funding awards and strong relationships with relevant stakeholders will further enhance your candidacy.

When discussing your experience managing a sales team, focus on your leadership style, how you've coached team members to achieve their goals, and any specific strategies you've employed to improve sales performance. Providing concrete examples of team success attributed to your management will highlight your effectiveness as a leader.

To effectively prospect in a new market, explain your research processes, how you leverage existing connections, and tools you use for lead generation. Demonstrating an understanding of market trends and client needs will show interviewers your proactive approach and strategic thinking.

Discuss your negotiation strategies by outlining the importance of understanding client pain points, establishing value, and maintaining flexibility. Share specific scenarios where your negotiation skills led to successful outcomes, emphasizing win-win results where possible.

Motivating a sales team involves setting clear goals and providing necessary resources and training. You can share examples of motivational campaigns, recognition programs, or personal engagement strategies that have successfully driven performance within your past teams.

Highlight the various metrics you use, such as sales growth, team quotas, conversion rates, and customer satisfaction scores. Providing an example of how you've utilized metrics to adapt and improve sales strategies will showcase your analytical skills.

When asked about a complex deal, explain the steps you took to analyze client needs, the negotiation process, and the strategies you employed to overcome obstacles. Consider emphasizing the impact of this deal on overall business objectives.

Discuss strategies that you use to maintain relationships, such as regular follow-ups, personalized communications, and ensuring alignment of mutual interests. Share stories of successful collaborations that expanded your network and brought value to past companies.

Reflect on specific challenges you've encountered, whether in negotiations, market entry, or team dynamics. Discuss the tactics you used to overcome these challenges, what you learned from the experiences, and the outcomes that were achieved.

Describe your approach to prioritization, mentioning tools or methods you use for scheduling and managing time effectively. Providing examples of how prioritizing tasks led to increased efficiency and productivity in your previous roles will illustrate your organizational skills.

In your response, identify key elements such as strong leadership, a deep understanding of the industry, and the capacity to forge strategic partnerships. Discuss how each element contributes to achieving goals for RES and enhancing the mission of restoring resilient earth.