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Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you're someone with integrity, commitment, and a strong drive to deliver great products, we'd love to hear from you.
A key direct sales role on the EMEA Sales Team, the Regional Sales Manager - Corporate is primarily responsible for growing both existing and new business relationships for Ross Video in the corporate vertical (encompassing Finance, Healthcare, Insurance, Energy and others) either directly or through one of Ross' designated Channel Partners.
This role will manage and coordinate the sale of Ross Video products and services to Corporate customers in EMEA with the support of Ross' EMEA Inside Sales and Solutions Team and Marketing department. The Regional Sales Manager - Corporate is a customer-facing representative of Ross Video who directly manages a highly focused portfolio of Corporate accounts. This role is responsible for building strategic, long-term relationships with Corporate customers by conducting in-person and virtual site visits and meetings to promote the sale of Ross solutions. This is a hands-on sales position that involves developing an annual sales plan to accelerate growth of the Corporate vertical. The Regional Sales Manager - Corporate is expected to negotiate and close sales to retire an individual quota each fiscal year. In addition to their annual quota, this role will have monthly sales order targets and will participate in sales forecasting activities, including setting sales goals with integrators and business partners, where applicable.
Who you report to:
Regional Sales Director, Corporate - EMEA What we offer Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, development support and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got a pretty energizing environment here. What the job is all about: Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned portfolio Corporate accounts. Develops new sales opportunities and maintains existing corporate business through the delivery of on-site and virtual sales presentations to customers and business partners through the application of the Ross Way to Sell (RWTS) methodology. Creates and executes on an annual sales plans to accommodate Corporate and individual territory goals, including annual quota retirement and meeting monthly order targets for the assigned portfolio of Corporate accounts each fiscal year. In conjunction with the Sales Director, Corporate, this role manages the Sales forecast analysis and reporting for the Corporate accounts within their territory. Works collaboratively with the Inside Sales Teams and Regional Sales Teams, particularly where the Corporate customers have locally based business entities to ensure that customers are satisfied, and sales opportunities are adequately leveraged for Ross. Negotiate and close sales opportunities. Build and nurture relationships with ends users and customers. Develop and maintain sales forecasting activities and assists in setting of territory sales goals with business partners. Perform market analysis to define underlying and undiscovered customer needs and optimal pricing strategies for Corporate customers. Direct channel development activity in the territory, and coordinate sales distribution by establishing business partner territories, quotas and goals. Assists the Marketing department to develop and implement effective marketing plans that cater to the assigned strategic account portfolio and ensures that the sales and marketing of the applicable product lines follows the Ross Code of Ethics. Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion. Monitors and evaluates the activities and products of Ross' competitors and keeps up to date on industry trends and technological advancements to provide credible market insights to the broader sales team. Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the Corporate Sales Team. Supports the broader Sales Team's efforts at major trade shows (e.g. IBC) and other industry events. Who you are: Minimum 5 years' experience in a complex sales environment, with at least 3 years in a direct sales role responsible for selling A/V and live production equipment and solutions. Track record of achieving sales targets and annual quota retirement. Deep knowledge of Sales principles, methods, practices, and techniques. Proven track record in opportunity qualification, pre-call planning, call control, and account development. Demonstrated ability to build and maintain lasting relationships with customers and business partners. Extensive experience in sales forecasting, pipeline management, and strategic planning. Practical knowledge of the A/V and live production industry, including familiarity with key components used in audiovisual applications, unified communications, product lines, key accounts, and competitors of Ross Video. Experienced user of CRM software (ideally Salesforce.com) and ideally, practical experience producing complex quotes using these tools. Experience selling A/V & Live Production Equipment. Desire to learn and stay up to date on industry trends and technological advancements. Strong problem identification and objection resolution skills. Exceptional communication and presentation skills; written, in-person and virtually. Calm under pressure with the ability to work in a fast paced, dynamic environment. Self-motivated, with the ability to work independently in a remote work environment. Desire to gainfully contribute to a sales team environment. Proficiency in English required and bilingualism in German is considered an asset. Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events. Equity, Diversity & Inclusion At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that's something we're passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.
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Regional Sales Director, Corporate - EMEA What we offer Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, development support and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got a pretty energizing environment here. What the job is all about: Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned portfolio Corporate accounts. Develops new sales opportunities and maintains existing corporate business through the delivery of on-site and virtual sales presentations to customers and business partners through the application of the Ross Way to Sell (RWTS) methodology. Creates and executes on an annual sales plans to accommodate Corporate and individual territory goals, including annual quota retirement and meeting monthly order targets for the assigned portfolio of Corporate accounts each fiscal year. In conjunction with the Sales Director, Corporate, this role manages the Sales forecast analysis and reporting for the Corporate accounts within their territory. Works collaboratively with the Inside Sales Teams and Regional Sales Teams, particularly where the Corporate customers have locally based business entities to ensure that customers are satisfied, and sales opportunities are adequately leveraged for Ross. Negotiate and close sales opportunities. Build and nurture relationships with ends users and customers. Develop and maintain sales forecasting activities and assists in setting of territory sales goals with business partners. Perform market analysis to define underlying and undiscovered customer needs and optimal pricing strategies for Corporate customers. Direct channel development activity in the territory, and coordinate sales distribution by establishing business partner territories, quotas and goals. Assists the Marketing department to develop and implement effective marketing plans that cater to the assigned strategic account portfolio and ensures that the sales and marketing of the applicable product lines follows the Ross Code of Ethics. Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion. Monitors and evaluates the activities and products of Ross' competitors and keeps up to date on industry trends and technological advancements to provide credible market insights to the broader sales team. Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the Corporate Sales Team. Supports the broader Sales Team's efforts at major trade shows (e.g. IBC) and other industry events. Who you are: Minimum 5 years' experience in a complex sales environment, with at least 3 years in a direct sales role responsible for selling A/V and live production equipment and solutions. Track record of achieving sales targets and annual quota retirement. Deep knowledge of Sales principles, methods, practices, and techniques. Proven track record in opportunity qualification, pre-call planning, call control, and account development. Demonstrated ability to build and maintain lasting relationships with customers and business partners. Extensive experience in sales forecasting, pipeline management, and strategic planning. Practical knowledge of the A/V and live production industry, including familiarity with key components used in audiovisual applications, unified communications, product lines, key accounts, and competitors of Ross Video. Experienced user of CRM software (ideally Salesforce.com) and ideally, practical experience producing complex quotes using these tools. Experience selling A/V & Live Production Equipment. Desire to learn and stay up to date on industry trends and technological advancements. Strong problem identification and objection resolution skills. Exceptional communication and presentation skills; written, in-person and virtually. Calm under pressure with the ability to work in a fast paced, dynamic environment. Self-motivated, with the ability to work independently in a remote work environment. Desire to gainfully contribute to a sales team environment. Proficiency in English required and bilingualism in German is considered an asset. Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events. Equity, Diversity & Inclusion At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that's something we're passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.
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