POSITION PROFILE

POSITION TITLE: Regional Sales Manager (2 Positions)

REPORTING TO: CEO

LOCATION: There are two positions/territories: one covers Southern California (Mexican border to approximately Fresno/San Luis Obispo) and the other covers the Mid-Atlantic/East Coast territory. The person must live in the territory. (Territory opening soon: Chicago area)

OUR CLIENT:

Our client's products bring an unprecedented level of performance and simplicity to the growing need for traffic monitoring on freeways, arterials and parking garages, and traffic signal controls at intersections.

A leader in ultra low-power wireless sensor networking, the Company has developed a family of vehicle detection products. Wireless sensor networking is a breakthrough technology that combines sophisticated networking software with highly integrated radio and sensor chips to enable sensing applications on a scale - and at a cost- unthinkable until now.

With this product, it is now possible to deploy vehicle detection at a much higher density and at a fraction of the initial installation and maintenance costs of currently prevalent technologies such as inductive loops, video cameras, and radar.

The Company has created two Regional Sales Manager positions to deal with continued and anticipated growth across the country. This is a great opportunity for a sales producer with strong direct selling skills and distributor partnering experience.

SCOPE AND RESPONSIBILITIES:

The Regional Sales Manager will provide sales and entrepreneurial leadership including direct control of major sales opportunities with cooperation and help from regional dealers. Duties include, but are not limited to:

Consistently achieve or exceed interim and annual sales goals for the region including:

· Work with the innovative state and local traffic management organizations and consultants in the to identify large sales opportunities.
· Lead and successfully complete large sales opportunities with dealer assistance.
· Assist dealers on other sales opportunities and build their competency.

Grow year-to-year sales from dealers and their customers in the Region by accomplishing the following:

· Assure that trials are completing successfully.
· Convert these successful trials into large implementation roll-outs.
· Establish trust and results so that subsequent business requires less time and effort.

Perform sales responsibilities in a professional and effective dealer/customer-aligned manner including:

· Clear and persuasive sales presentations, technical descriptions and system demonstrations.
· Clear communication and leadership with dealers so that they respect and appreciate our need to drive sales on large sales opportunities, with their assistance.
· Assurance that customer trials are thoughtful, structured, and documented so that they will result in product roll-out when successful.
· Successful handling of competitive bidding and contracting processes.
· Accurate and complete sales activity reports, status and predictable forecasts.
· Consistent use of the Company's sales process including Status Codes, Plan Letters and Trial Plans.

Assure customer satisfaction with the Company's products and support -as measured by references, referrals, and repeat business-including:

· Assure proper trial and installation expectations and completion against those.
· Resolve customer complaints.

Maintain regular contact with dealers and industry prospects in your region including:

· Extensive face-to-face contact with your dealers and key customers
· Strategic relationships with key state DOT's, research organizations, and universities in your region
· Partnering relationships with consultants, contractors and traffic vendors your region
· Formal and informal presence at regional and national trade shows such as ITE, ITS and IMSA

Assure Company awareness and alignment with customer and prospect needs and plans including:

· Dealer and customer awareness of the Company's products, capabilities, accomplishments and value
· Company awareness of dealer and customer challenges and pains
· Active dealer and customer involvement in requirements gathering, trials and testing

Secondary Responsibilities:

· Timely and accurate completion of reporting, administrative and meeting preparation/attendance duties.
· As requested, assist other Company functions with information or field tasks that they require.

EXPERIENCE REQUIRED:

o Must have minimum of five years of success in direct sales of high technology software/hardware products.
o Success in partnering with a dealer/distributor channel with maximum participation and sales results.
o Strong ability to qualify, organize, and pursue long sell-cycle sales opportunities with predictable results.
o Ability to demonstrate and sell technology products to engineers and other technical groups.
o Experience selling to state and local governments, where trials and competitive bidding are an essential part of doing business, is preferred.
o Knowledge and comfort with wireless and internet technologies.
o Strong persuasion skills including verbal and written communication.
o Persistent self-starter energy balanced by professional demeanor and attitude and ability to work in a team-based environment.
o Past sales of software products or systems related to the traffic/transportation industry or industry is desired.

PERSONAL ATTRIBUTES:

Proven sales leadership ability.
Communication skills must be crisp, effective, persuasive. Good listening is a must.
Ability to work from home office.
Ability to develop and present effective and professional sales presentations.
Ability to quickly analyze markets and identify opportunities for success.
Ability to work well independently and as a team.
Willingness to travel within the assigned territory.
Strong communication at all levels, and attention to detail, are essential.
Effective at planning, organization and follow-up.
Motivated, energetic, professional with a desire to succeed
Management of channel partners/dealers is desirable.

EDUCATION:

Four year engineering degree (EE or CE) or government traffic/transportation industry experience required. Degree and traffic industry experience would be ideal.

REWARDS:

In addition to a competitive salary, benefits and stock options, this is an opportunity to be an essential member of the sales team on the ground floor of an exciting technology with widespread potential application. Join a talented team and who works well together. Career growth opportunity for managing the sales team.

CONTACT INFORMATION:
To be considered for this opportunity, please email your resume, cover letter and salary history to:
Lisa K. Locke
Locke and KEY Executive Search
Phone: 510-533-2005
Fax: 510-533-2055
Email: lklocke@lockeandkey.com
Website: http://www.lockeandkey.com/