The Regional Sales Account Manager is responsible for driving sales growth, managing key accounts, and expanding market presence within the assigned region. The role involves developing strategic customer relationships, identifying new business opportunities, managing the complete sales lifecycle, and achieving regional revenue and profitability targets for AV, IT Infrastructure, Unified Communications, and Managed Services solutions.
The ideal candidate should possess strong account management capabilities, regional market knowledge, and experience in solution-based sales within the AV and IT industry.
Requirements
Key Responsibilities
Regional Business Growth
- Develop and execute regional sales strategies to achieve revenue and profitability targets.
- Identify and acquire new customers across enterprise, corporate, government, education, healthcare, and commercial sectors.
- Expand the company's market share within the assigned territory.
- Build a strong pipeline of opportunities and maintain forecast accuracy.
Key Account Management
- Manage and grow relationships with strategic and high-value customers within the region.
- Serve as the primary point of contact for customer engagements and escalations.
- Develop account growth plans and identify opportunities for upselling and cross-selling.
- Ensure high customer satisfaction and long-term retention.
Solution Sales
- Understand customer business requirements and recommend appropriate AV and IT solutions.
- Work closely with Pre-Sales and Technical teams to design and present customized solutions.
- Lead customer meetings, solution presentations, and commercial negotiations.
- Drive opportunities from lead generation through closure.
Channel & Partner Management
- Develop relationships with OEMs, distributors, consultants, and channel partners.
- Identify opportunities through partner ecosystems and strategic alliances.
- Support partner enablement activities and joint business development initiatives.
Team Collaboration
- Coordinate with Sales, Pre-Sales, Project Delivery, and Service teams to ensure seamless customer experience.
- Support and mentor sales executives within the region when required.
- Participate in regional business reviews and strategy discussions.
Commercial & Operational Management
- Ensure profitability of sales opportunities through effective pricing and margin management.
- Monitor project execution and customer satisfaction post-sale.
- Work with Finance teams to ensure timely collections and receivables management.
- Maintain CRM updates, pipeline reports, and sales forecasts.
Market Intelligence
- Track competitor activities, market trends, and emerging technologies.
- Provide insights and recommendations to management for regional growth strategies.
- Represent the organization at regional industry events and customer forums.
Required Qualifications
- Bachelor's Degree in Business Administration, Engineering, Electronics, IT, or a related field.
- MBA in Marketing or Sales preferred.
- 5–10 years of experience in AV Solutions, IT Infrastructure, System Integration, Enterprise Technology Sales, or related industries.
Required Skills
- Strong understanding of AV, Collaboration, and IT Infrastructure solutions.
- Proven experience in regional sales and territory management.
- Excellent relationship-building and account management skills.
- Strong negotiation, presentation, and communication abilities.
- Experience managing enterprise customers and complex sales cycles.
- Proficiency in CRM tools and sales forecasting.
- Ability to travel extensively within the assigned region.
Benefits
• Health insurance coverage for employees and their families
• Retirement savings plan with employer matching contributions
• Opportunities for professional development and advancement within the organization
