Regional Sales Manager RSM

Sales Nashville, Tennessee United States


Description

Regional Sales Manager

 

Summary of the Regional Sales Manager

The Regional Sales Manager position is an outside sales opportunity with a focus on understanding total market opportunity, identifying potential clients, developing relationships, driving the sales process, and closing new business. Successful candidates will possess excellent communication and organizational skills, a proven sales track record of success or leadership experience in Behavioral Health, and the demonstrated ability to work both independently and within a team.

 

Responsibilities of the Regional Sales Manager

  • Manage a full sales cycle including prospect identification, qualification, demo & close
  • Exceed quota on a quarterly and annual basis
  • Continuously build and maintain a high-quality sales pipeline – lead generation (including cold calling) required while also pursuing and managing leads provided by inside sales lead team
  • Design, plan, and implement a quality and needs-driven sales demonstration program (to include determining sales/demo objectives and designing demo scenarios to meet internal and external requirements)
  • Develop and maintain effective working relationships with coworkers in a team selling environment
  • Attend key trade shows in your region along with building relationships with current customers and state key influencers in behavioral health to drive overall market penetration strategy
  • Maintain detailed notes on deal progress using Salesforce.com
  • Communicate effectively with C-level prospects and customers
  • Meet or exceed all key performance indicators (KPIs), activity and performance metrics for the role

 

Qualifications of the Regional Sales Manager

  • Bachelor’s Degree, or equivalent
  • 7+ years demonstrated success working directly with behavioral/mental health organizations in a leadership capacity with strong knowledge/understanding around Electronic Health Records and demonstrated ability to develop business relationships and opportunities through relationship building and influence at the C-level. May consider individuals outside of behavioral health if they have successfully sold other types of enterprise level technology solutions into new markets (ideally complex, high value SaaS deals with long sales cycles in a healthcare vertical)
  • Strong strategic planning and activity implementation skills (critical thinking, researching, organization, prioritization, and action orientation) required to create and deliver robust territory plans including call activity, marketing campaigns, top account identification, quarterly forecasting, and pipeline management. A new customer acquisition sales mindset (versus account management) with evidence of exceeding sales quotas or other aggressive business goals for several years
  • Experience proactively engaging external prospects/leads, donors, or other “buyers” at both the staff/user and executive level
  • Experience in handling complex projects with many internal coordination points, multi-level/ multi-department external stakeholders and extended timelines

 

Preferred

  • 10+ years demonstrated success in SaaS sales or behavioral healthcare leadership roles
  • Familiar with standard computer technologies (SaaS) and architecture fundamentals

 

 

Knowledge, Skills, and Abilities of the Regional Sales Manager

  • Demonstrated ability to learn new information, follow designated methodologies. Must have desire/willingness to adopt and execute QSI lead generation and sales processes including cold calling activities
  • Demonstrated ability to uncover and access underlying business needs and develop compelling solution/sales messaging
  • Excellent influencing and negotiation skills
  • High attention to details, diligent in documentation and very organized
  • Competitive drive, self-starter, resourceful, collaborative, and coachable
  • Strong software skills, Word, Excel, and PowerPoint
  • Working knowledge of Salesforce or other CRM/Sales management tools