Regional Director Client Services and Sales

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Mountain View, CA

Why You’re Dying to Work Here

Return Path is a growing, thriving, Inc 500 company full of smart, motivated people.  Our 150+ employees are a tightly-knit, super-focused and incredibly dedicated team.  We work hard, and we’re passionate about making email work better for both businesses and consumers.  One of our primary goals is to provide a challenging, exciting, fair, rewarding, and growth-oriented environment for all employees.  We are recognized as industry leaders and innovators.  How do we do this?  Well, we have the internal architecture to optimize our talent and turbo-evolve its development.  This role will support our competitive position in the following ways:

The Impact You’ll Have at RP

The Regional Director is responsible for successfully managing and developing a sales/services team and revenue goal in a specific geographic region.  This leader must excel at managing two distinct and closely related functions – client services and sales.  The client services function oversight includes managing a client services team of 3-5 and will be responsible for account management and development, retention, client satisfaction, strategy and revenue growth.   The sales component includes managing 2-3 sales reps responsible for revenue growth, quota attainment, territory management and development.

Specific responsibilities include:

  • Team management - Ensure full team interaction, engagement, and support of common revenue and client satisfaction goals.Ensure existing team members have the appropriate development plans and resources to become leaders in their own right.  Also work with all team members to identify areas of improvement and work with them on executing a plan for improvement, utilizing cross-functional resources when necessary.
  • Client engagement/planning/strategic development - Lead a team of account managers that will service and support existing clients.  Ensure ongoing development, revenue growth and profitability of the existing base of business.
  • New business development, territory management - Lead the sales team to meet and exceed bookings targets for the territory.
  • Product input - Act as the voice of the market and the client to the internal product development team.
  • Budgeting and forecasting - Responsible for managing a specific geographic region profitably and predictably. Including identifying when increased revenue justifies adding new members to the team and developing the next layer of talent from within the existing pool whenever possible.
  • Cross functional facilitator - Work with Regional Directors as well as other department members across the organization to determine information sharing process flow and the best way to support our customers with the information available.
  • Escalation point for clients – Act as a senior escalation point for any client.  Including the authority to extend, expand contract terms and assist in sensitive negotiations.
  • Return Path public representative - As needed, will attend user groups, seminars, post blogs, and other industry events.

What You’ve Done

  • Experienced and successful team manager, specifically for a sales, and/or client services team – coaching, motivation, development.
  • A strong track record of managing team and individual performance,  developing existing team members, working with their strengths and providing coaching to improve their areas for development.
  • Managed, large strategic sales, ideally through implementation.
  • Managed, retained and grew large strategic accounts.
  • Experience managing high growth – new revenue and client development.
  • Excellent written, verbal, presentation and listening skills.
  • Strong organizational and productivity skills including salesforce.com
  • Excellent time management skills
  • Experience working cross-functionally to get things done. 
  • Excels as a leader, but is also a productive contributor in a team environment.
  • Email marketing or related experience.

JOB SPECIFIC COMPETENCIES

  • CUSTOMER FOCUS - Builds customer confidence, is committed to increasing customer satisfaction, sets achievable customer expectations, takes a proactive approach to customer service; assumes responsibility for solving customer problems, ensures commitments to customers are met, solicits opinions and ideas from customers, responds to internal customers.
  • MANAGEMENT OF ACCOUNT MANAGEMENT - Oversees the account management strategy and tactical plan for team, which includes giving guidance on managing accounts and overseeing client and revenue retention and satisfaction levels.  Ensures timely and accurate reporting on critical facets of the business (revenue, retention, incremental opportunities).  Actively provide product and market feedback to the appropriate internal groups.  Maintain an extensive network of industry contacts.
  • PROCESS MANAGEMENT - Creates and manages processes to streamline workflow, adapts to continuous changes, prioritizes tasks, develops good work procedures, manages time well, handles information flow.
  • PRODUCT KNOWLEDGE - Knows and explains product features/benefits and competitive position, understands/sells the full product line, understands customer's business operations and needs, understands/responds to the competition, applies market knowledge.
  • TERRITORY MANGEMENT -   Oversees the business development strategy and tactical plan for team, which includes managing new business development and overseeing client retention and satisfaction levels.  Ensures timely and accurate reporting on critical facets of the business (bookings, revenue, retention, incremental opportunities).  Actively provide product and market feedback to the appropriate internal groups.  Maintain an extensive network of industry contacts.
  • SALES ADMINISTRATION - Actively uses salesforce.com to manage territory, record opportunities and manage the pipeline.  Consistently provides information back to the organization regarding market conditions, competitive intelligence and prospect needs and inquiries.

Additional details & application here.  (Tell 'em J.D. Falk sent you.)


Posted by Return Path over 2 years ago

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