Regional Manager, Commercial Sales

Regional Manager, Commercial Sales

Santa Barbara, CA

Under the direction of the regional Vice President the Regional Manager is expected to maintain and grow regional revenue for assigned territories in support of meeting company business goals. The Regional Manager leads a team of Account Executives, as well as sells Yardi solutions and develops strong client relationships within the assigned territory. The Regional Managers supports and assists the team’s execution of full sales cycles from lead-generation to closing, meets individual sales goals, participates in relevant marketing events, develops a deep understanding of all accounts associated with assigned sales team, and ensures proper executions of team’s essential functions.

ESSENTIAL RESPONSIBILITIES

Management

  • Manages a team of Account Executives, ensuring proper execution of sales strategy to meet team sales goals
  • Identifies and develops strong relationships with all key decision makers and develops a deep understanding of the business needs for the key accounts assigned to your team
  • Serves as a resource to review deals, address escalations, assists in negotiations and RFP responses
  • Provides training to team members to ensure their proper execution of sales cycles and utilization of CRM and sales tools
  • Reviews team account and pipeline reports weekly, performance reports monthly, and meets with individual Sales Executives monthly or more frequently when needed to ensure proper individual execution
  • Mentors and develops the assigned sales team members
  • Expands and improves team product knowledge and demonstration skills
  • Ensures all team members complete required training and annual certifications in the timeframe specified in the training guidelines
  • Provides coaching and counseling and implements performance improvement plans if needed
  • Meets monthly with regional Vice President to ensure proper team execution

Sales Individual Contributor

  • Utilizes extensive knowledge of all assigned Yardi products, clients/prospects, industry conditions, and competition to present value propositions to maintain a sufficient pipeline and meet individual sales goals
  • Researches, calls, and qualifies each account in an assigned territory
  • Identifies and develops strong relationships with all key decision makers and develops a deep understanding of the business needs for every assigned client/prospect
  • Conducts in-person meetings with executive level leadership prospects/clients to deliver roadshow or product demonstrations at the frequency and standard required
  • Executes full sales cycles, including lead-generation; discovery and goal-setting; pricing, packaging, and positioning; RFP management; negotiating; and closing
  • Utilizes internal yCRM diligently, recording all client activities, sales opportunities, and forecasts per training guidelines
  • Completes annual certifications for assigned products per training guidelines
  • Reviews individual account and pipeline reports weekly, performance reports monthly, and meets with management monthly to verify proper execution of sales strategy within the assigned territory
  • Participates in marketing events to promote Yardi Systems and our products/services

EDUCATION/QUALIFICATIONS/EXPERIENCE

  • Bachelor’s Degree or commensurate experience
  • Five plus (5+) years successful sales experience
  • One (1) year successful sales management experience
  • Experience in leading and motivating a team
  • Experience successfully managing a multi-state territory
  • Proven success in effectively applying sales cycle management principles such as cold-calling; lead-generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure
  • Proven presentation and demonstration experience
  • Proven record of generating sales results in the technology / software industry
  • Prior experience selling products and services in property management (multifamily, commercial or applicable industry)
  • Prior experience using Client Relationship Management (CRM) tools to track and manage prospect/client activity
  • Experience interviewing and hiring skilled sales professionals

DESIRED EDUCATION/QUALIFICATIONS/EXPERIENCE

  • Yardi domain experience
  • Industry expertise in property management and accounting principles

REQUIRED SKILLS/ABILITIES


  • Ability to understand and demonstrate technical products
  • Proactive, engaging personality
  • Excellent written and verbal communication skills
  • Commitment to utilize corporate sales tools and complete ongoing training
  • Highly ethical and disciplined professionalism
  • High responsiveness with proven client-centered commitment and focus
  • Proven strong ability to meet critical deadlines and prioritize multiple tasks in a fast-paced environment
  • Up to 50% travel required

*eo
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Location

Santa Barbara, CA

Business Unit
Global Solutions
Department
Sales
Employment Type
Employee- Full Time