Regional Sales Manager, Extended Access Technologies (EAT)

Full-time
HID Global
2020-02-10
Bangalore Asia PacificIndiaBangalore

Job Title:  Regional Sales Manager, Extended Access Technologies (EAT)

Department: Sales

Reports To:  Sales Director, South Asia/Middle East, EAT

Location:  India

 

The Sales Manager, HID Global, Extended Access Technologies (EAT) will drive sales and generate end-user demand in cooperation with HID Global OEM’s and integrators in the assigned geographic territory.

The primary objective of this position is to generate revenue growth of HID Global, EAT Biometrics products through the proper identification, qualification, account management and reporting in target vertical markets and regions

The individual selected for this role must have a record of establishing trusting, long-term relationships with key executives and a history of exceeding sales revenue targets.  This individual must have a good understanding of biometric security products, related infrastructure systems and have solution approach.

The individual chosen for this role will be responsible for establishing a broad footprint and appointing key system integrators/distributors for HID EAT throughout India through the development and execution of an approved business development plan that includes targeting key end-user accounts, identifying and removing sales obstacles and providing customer account management in conjunction with integration partners to obtain orders for HID EAT.

 

Duties and Responsibilities include the following:

  • Achieve annual sales goals through the identification, qualification and management of prospective customer opportunities and work with partners to identify and close new opportunities.
  • Develop and maintain a strategic and measurable plan to drive growth and ensure that the assigned revenue plan is met or exceeded.
  • Provide direction and management of customer sales and account management within assigned territory
  • Able to contact & familiarize decision makers from Government, Quasi Government and Private sectors with the key aspects of EAT Biometric products, solutions
  • Maintain a regular presence with channel partners to proactively ensure that the business relationship is maintained at all levels within the partner organizations
  • Identify and recruit potential reseller channel partners in markets where HID EAT is not represented
  • Develop and foster relationships with end-user reference accounts for HID EAT
  • Utilize HID Global company resources and team to provide appropriate value proposition and respond to complex requirements that cannot be met directly by HID EAT.
  • Work with other divisions within HID to identify new opportunities, develop solution approach and new market demand for HID EAT
  • Champion the local market needs as well as current and future customer needs within the HID Global organization.
  • Participate on weekly account management calls to review activity and provide account updates.
  • Provide ongoing communications on account activity and accurate forecasting of account opportunities and timing.
  • Work closely with HID EAT sales and marketing personnel to develop and support local marketing and lead generation campaigns
  • Work with manager to develop localized pricing policies, including volume discounts, terms and conditions for high profile customers and channel partners.
  • Prepare and deliver presentations as requested / required.
  • Keep abreast of any new developments or competitive information that may enhance or threaten growth initiatives for HID EAT and/or HID Global
  • Represent HID at industry associations, professional groups, work groups, etc.
  • Set an example of the work ethic and values of the territory sales group. Through personal example, establish the style and approach which will characterize HID EAT dealings with the marketplace in region.

 

Other duties and responsibilities may be assigned as deemed appropriate.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience             

  • B.S. or B.A. degree in a business or technical field.
  • 5 – 8 years of demonstrated relevant experience in sales with a proven track record in achieving revenue quotas and strategic growth goals. 
  • Well-rounded sales experience with proven ability to develop and grow a territory, negotiate and close deals through channel partners with a strong historical achievement against quota.
  • Significant experience with using CRM to develop, manage and forecast pipeline opportunities. 

Language Skills                  

  • Ability to effectively communicate in English verbally and in writing.
  • Ability to read and anticipate important business or market trends / drivers from journals, tradeshows, business publications, etc.
  • Ability to write and give presentations that conform to the prescribed business style and format.
  • Ability to present information to management and public groups as a “speaker”.
     

Reasoning Ability

  • Ability to define problems, collect data, establish facts and draw valid conclusions.
  • Ability to interpret technical instructions and to deal with abstract terms and variables.

Computer Skills     

  • Proficient in MS Office applications, such as Word, Excel, PowerPoint, etc.
  • Experience with using CRM to log account activity and sales opportunity.  Salesforce experience a plus.

Other Skills and Abilities

  • Ability to build a reputation as a “trusted advisor” for HID EAT.
  • Must possess excellent planning, prioritization, and organizational skills with the ability to adhere to deadlines.
  • Must be detail oriented.
  • Must be able to work effectively as a part of a team.
  • Must conduct business in a professional manner and appearance at all times.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

  • Employee works primarily in an office environment, within a well-ventilated area, and is exposed to moderate noise levels.
  • If the employee is home-based, the home office environment must be a well-defined work area separate from normal domestic activity and complete with all essential technology including but not limited to the following:  separate telephone, fax, internet service, printer, PC, etc. to effectively perform assigned responsibilities. 
  • Must be able to work sitting down or standing up for extended periods of time.
  • Must be able to hear and speak in order to communicate with clients, management, and other employees.

Work Requirements

  • Up to 50% travel and fieldwork.  Must be able to travel by automobile, train, airplane, etc. as needed throughout the African continent.
  • Up to approximately 50% travel and fieldwork.  Must be able to travel by rail, automobile, ship, airplane, etc. as needed throughout the African continent and Middle East.
  • International travel might be required from time to time. A candidate for this position employee must possess a valid passport or the ability to acquire one.
  • Must possess a valid driver’s license and a credit card.
  • Must be legally eligible to work in the country in which employed.