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Zone Manager, Northern Europe
2 months ago
About the Role:
We are seeking a highly motivated and experienced Sales Leadership professional to join our team as a Zone Manager, Northern Europe. As a key member of our sales leadership team, you will be responsible for managing a team of Regional Sales Managers (RSMs) and driving revenue growth in the Northern Europe region.
Key Responsibilities:
- Recruit, Hire, Onboard, and Retain Top Sales Talent: Inspire, empower, coach, and motivate Regional Sales Managers to achieve exceptional results.
- Deliver Net New Revenue Targets: Ensure company revenue goals and objectives are met quarter over quarter and year over year.
- Forecast Revenue and Sales Performance: Accurately forecast quarterly and annual revenue numbers for the assigned region.
- Execute Sales Strategy: Ensure strong execution of the field-level sales strategy by the RSM team.
- Drive Sales Growth through Distribution Partners: Support distribution partners' sales and marketing efforts to drive revenue growth.
- Be a Blackline Safety Expert: Provide field-level support, conducting end-user calls with RSMs, and be a subject matter expert on Blackline Safety's solutions.
- Direct Sales Activities: Set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
- Coach Sales Team: Teach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of Blackline Safety's solutions.
- Collaborate with Cross-Functional Teams: Work with sales engineering, distribution channels, professional services, product management, legal, marketing, and engineering teams to create an exceptional customer experience.
- Utilize CRM Systems: Use HubSpot extensively to manage sales activities and performance.
- Identify and Qualify New Distribution: Identify and qualify new distribution partners to ensure geographic and vertical market coverage.
- Attend Industry Trade Shows: Attend trade shows to promote the Blackline brand, network with industry professionals, secure new leads, and enhance relationships with existing clients.
- Provide Weekly Pipeline Updates: Provide weekly pipeline opportunity updates to the Sales Director, Europe, including progress on specific distribution opportunities and status of prospective end-user clients.
Desired Skills and Experience:
- Self-Motivated and Results-Focused: Proven ability to execute strategic sales plans and achieve consistent success in increasingly senior sales roles.
- Excellent Interpersonal Skills: Ability to develop strong relationships with distributors, field-level end-users, and C-suite executives.
- Strong Background in Account Management: Experience as a manufacturer representative or distributor sales professional.
- Experience Selling Complex Solutions: Proven track record of providing large enterprise sales solutions.
- Proficiency with Productivity Tools: Above-average capabilities with Excel, PowerPoint, Word, and other productivity tools.
- High Degree of Proficiency with CRM: Experience with CRM systems, including HubSpot.
Minimum Requirements:
- 10+ Years of Direct and Distribution Channel Selling Experience: Required.
- 5+ Years of Experience Building and Leading Front-Line Sales Teams: Ability to grow and scale upward with the company.
- Relevant Industry Experience: Experience in gas detection, safety, or HESAAS.
- Track Record of Consistently Meeting/Exceeding Sales Quotas: Personal and as a sales leader.
- Excellent Leadership and Influencing Skills: Ability to build strong business partnerships both outside and within the organization.
- Skilled at Business Planning: Diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions.
- Experience with Target Account Selling: Solution selling, and/or consultative sales techniques.
- Highly Professional Persona: Polished demeanor.
- Strong Verbal/Written Communication and Presentation Skills: Effective at delivering executive-level presentations.
- Success Adapting in Fast-Growing and Changing Environments:
