What are the responsibilities and job description for the Regional Vice President of Sales position at PR Newswire?
JOB SUMMARY :
The position of the Regional Vice President or Sales Director is to lead a group of Account Directors to meet or exceed assigned company goals for the profitable growth of revenue and retention within the agency industry segment. The primary responsibility is to provide management direction to drive sales through effective coaching and leadership of their people including expectation setting (sales activity, behavior, and quota assignment), in-the-field sales skill coaching, territory management development, recognizing performance, holding their people accountable for non-performance, establishing account assignments and new hire recruitment / selection. In addition, he / she will be responsible for the retention and profitable growth of revenue within the set of strategic customer accounts. This key leadership position will serve as a partner to the rest of Cision to help sell, service and support our Enterprise Agency clients.
ESSENTIAL FUNCTIONS :
Analyzes assigned region / customer segment and develops a plan of action in conjunction with the VP of Enterprise Sales to grow revenue, and achieve or exceed their assigned quota (e.g., mix of acquisition, retention, and expansion sales required, as well as targeted services / products).
Assigns accounts to individual Account Directors optimizing the match between client needs, existing productive relationships, geographic location, and salesperson competencies.
Allocates the regional / segment total and new business revenue quotas to the sales team, and through one-on-one sessions establishes territory-specific plans of action (e.g., who to target, weekly call activity, required sales behavior, etc.).
Meets frequently with each sales team member to review selling behavior, progress to plan, forecasting and sales pipeline accuracy, and make any necessary adjustments.
Spends a minimum of three days per week in the field working with sales team members on execution of their territory plan. Uses field time to coach their sales team members (e.g., observe sales practices / skills, demonstrate appropriate sales practices / skills, and provide feedback on selling behavior from live sales call observations).
Recognizes outstanding sales activity / performance within and outside the sales team.
Holds sales team members accountable for achieving their quota, behavior and activity expectations / KPIs. Utilizes coaching to address performance issues, but readily applies all performance improvement process for those sales team members who lack activity or are not rapidly responding to skills coaching.
Works collaboratively with other sales and functional leaders to ensure that all accounts are sold / serviced in an effective and efficient manner, and in compliance with Cision’s sales process.
Fully satisfies the company’s and manager’s expectations related to sales reporting (sales activity, opportunity updates, customer profiling, etc.), and administration.
ADDITIONAL RESPONSIBILITIES :
RVP or Director must be located within New York or Chicago.
QUALIFICATIONS :
At least several years of successful sales management experience, with demonstrated ability to earn the respect of and lead others, and proven track record of achieving or exceeding quota, along with the ability to retain and grow top performers.
Ability to use technology and analysis tools (Excel, Outlook, Salesforce.com, web, databases) solution selling skills, to understand and apply market intelligence to sales strategy, to implement regional business plans and policies / procedures.
Ability to be in the field at least three times per week, with the potential for overnight travel, depending upon the location of one’s direct reports.
Highly developed analytical, organizational, selling, and leadership skills.
Keen interest in driving sales by coaching and developing others.
Excellent verbal, written, and presentation communication skills.
Ability to work effectively in high-pressure and multiple-task environments.
High attention to detail.
Strong interest in business news, public or investor relations.
High level of business and financial acumen.
Willingness to work flexible hours in accordance with company needs / workflow demands.
Bachelor's Degree and valid U.S. Driver’s License required.
ABOUT CISION :
Cision is the premier global provider of multimedia platforms that enable marketers, corporate communicators, sustainability officers, public affairs and investor relations officers to leverage content to engage with all their key audiences. Having pioneered the commercial news distribution industry 60 years ago, Cision today provides end-to-end solutions to produce, optimize and target content – from rich media to online video to multimedia – and then distribute content and measure results across traditional, digital, mobile and social channels. Combining the world's largest multi-channel, multi-cultural content distribution and optimization network with comprehensive workflow tools and platforms, Cision enables the world's enterprises to engage opportunity everywhere it exists. Cision serves tens of thousands of clients from offices in the Americas, Europe, Middle East, Africa and the Asia-Pacific region.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.
Cision Association, LLC is an Equal Opportunity employer - M / F / Veteran / Disability