Regional Vice President of Sales – Retail (Central)

The Regional Vice President of Sales will be responsible for the overall direction, leadership, and evaluation of a sales team for a Glory Global Solutions Retail Markets sales region. The primary focus will be on increasing sales volume from new and existing accounts. This individual will provide hands-on guidance, mentoring, and direction to the sales team, and will lead the strategic approach to the marketplace as well as the tactical approach to goals and objectives to accomplish the long-term strategy of Glory Global Solutions. This individual will be responsible for leading effective sales strategies for multiple products serving multiple markets. Total travel to customer and prospective customer accounts is estimated to approximate 40%.

The critical responsibility of this role is to follow the Glory sales management process. This process outlines the essential activities that have the most impact on generating successful sales results to achieve quota. They are: coaching sales representatives in developing a plan to achieve their quota, adhering to the sales process, achieving proper funnel health and pipeline management, providing accurate monthly forecasts and successfully completing assigned strategic annual KPIs. This will be accomplished in the following ways:

· Weekly discussions with sales team members to cover:

o Sales Funnel Health and Timing – CRM – versus targets

o Territory Management

o Backlog – installation activity

o Sales team effectiveness in all areas of sales process

o Pricing deviations / proposals

o Account tactics

· Monthly review of forecasts and individual Personal Selling Plans (PSP) based on CRM data and subject to review with SVP, Retail Markets and other executives

· Monthly review of major accounts coaching the team on strategy and tactics to win

· Quarterly performance reviews to include:

o Discussion with each team member related to overall performance

o Celebration and recognition for top performers

o Performance Improvement Plan development for team member’s <75% of quota

· Annual planning sessions with team members to include:

o Personal Selling Plans

o Objectives

o Account Assignments

o Quotas

· Minimum 8 days in field with team members per month to:

o Coach – sales process, pipeline management, etc.

o Mentor, develop team members

o Develop executive level client relationships

· Continuously recruit for high performance

· Accurate Forecasts

· Top 10 deals – close plans

· Top 10 deals – opportunity strategy plans and reviews in place with SVP

· Up to date weekly sales funnel – CRM to be accurate

· Prospecting metrics – event effectiveness and other demand creation effectiveness

· Publish monthly team performance rankings

· Accurate/timely management of backlog:

o Weekly review with team members

o Monthly review with Regional Service VP’s or as needed

· Attend RVP management meetings

· Active and visible positive working relationship with service organization.

· Visible and active relationship development across the enterprise, to include appropriate utilization/deployment of support resources (Solution Experts, Project Managers, etc.)

· Optimize Executive involvement through the inclusion of Executive Management as appropriate in all aspects of the business

· Interaction with other global account management teams as appropriate

· Quota achievement

· Expense management

· 100% compliance with the Price Deviation Authorization (PDA) process

· Accounts receivable not to exceed 30 days

· Proper compliance to the proof of concept process:

o Agreement on POC objective and performance metrics

o Agreement on “buy/no buy” criteria

o Agreed upon exit plan (product removal process, dates, costs, etc.)

· Active engagement in critical, “must win” accounts:

o Top 10 existing clients

o Top 10 prospect clients

o 5 additional accounts as identified as strategic

· Bachelor’s degree in business, marketing, finance or related area required; professional business experience

· MBA or related Master’s Degree preferred

· Outstanding coach and developer of talent

· Minimum of 10 years of sales experience with a proven record of consistently meeting or exceeding revenue targets

· Minimum of 5 years sales leadership experience necessary including the ability to recruit, build, manage, inspire and retain a high-performance team

· Experience leading a business segment through sustained growth

· Demonstrated success and commitment to using a structured sales process

· Experience and expertise in solution-based selling necessary; related industry experience desired

· Experience selling through multiple and often competing channels necessary

· Proven project management skills with an ability to work with multiple and sometimes competing goals and objectives

· Strong understanding of financial principles including budgeting, forecasting and pricing necessary

· Previous experience selling products which are Capital Expenditures vs. transactional products

· Consultative/Value Solution Selling a must

· Computer skills for proposals and presentations including PowerPoint and Excel required

· Integrity, strong sense of ethics and professionalism

· Excellent leader and developer of people; able to take talent to the next level

· Ability to work with a variety of personalities and styles

· Strong relationship and team building skills both internally and externally; ability to quickly establish credibility and relationships, both internally and with clients

· Exceptional verbal and written communication skills, including strong presentation and facilitation skills

· Outstanding organizational skills, with a strong attention to details

· Experience as a self-starter and multi-tasking, self-motivated, with a capacity to perform in a fast-paced environment

· Understanding of planning, goal setting and working toward objectives

· Ability/willingness to provide personal documentation needed for gaming industry licenses

· Ability to handle multiple projects and adapt to new situations