New Installation Regional Sales Leader

About ALC

At Automated Logic, we've been developing and supporting intelligent building solutions that have helped customers, including small businesses to Fortune 500 corporations, operate their buildings more efficiently for over 40 years. Our products help reduce energy consumption, lower utility, operating and maintenance costs, and improve indoor air quality, occupant comfort, and productivity. Technology that supports the buildings and industry of today and tomorrow requires a wide range of talents and skill sets.

About this role

As a New Installation (NI) Regional Sales Leader, you will be responsible for growing the new installation orders within the region by driving growth in underserved vertical markets.  You will do this by guiding and coaching the New Installation Sales Managers and Branch Managers to achieve their team NI orders goals, and to achieve the total Regional New Installation order’s goal. You will implement the North American sales initiatives by developing and driving long term, and short to medium term strategies.  In addition, you will be responsible for implementing processes and standards to improve team performance.  This position will report directly to the Regional General Manager and dotted line to the North American Sales Leader.

Key Responsibilities

• In conjunction with the Regional General Manager, you will recruit, train, develop, and coach the NI sales and branch managers, and be actively involved in the hiring process by interviewing all finalist to provide feedback to the hiring manager.

• Establish and maintain personal long-term customer relationships with large or important target customers to influence opportunities.  Encourage the sales and Branch managers to do the same and to be actively involved in local networking organizations.

• Work with the management teams to Identify and qualify new business development opportunities, M&A targets, and customers.

• Responsible for ensuring that the sales teams are fully trained and driving full utilization of the ALC Field sales tools, processes and standards to enhance performance of the sales teams.  This includes Construct Connect, Performance Management Optimizer (PMO), Opportunity Optimizer (OO), Account Optimizer (AO), Sales Process Optimizer (SPO) and Salesforce.com (SF.com) utilizing all the features of SF.com as a complete Customer Resource Management (CRM) tool.

• Responsible for coordinating with the Regional Service Sales leader to pull through service on all new installation orders.

• Ensure that the sales leaders are establishing and driving account management initiatives consistent with strategic regional direction.

• Establish clear performance expectations for the sales leaders. Use standards to assess the behavior, activities, and performance of each salesperson. Provide consistent feedback to motivate sales leaders toward improved performance.

• Coach and mentor the leaders to successfully position WebCTRL to customers in a compelling way through demonstrations, presentations and contract negotiations.

• Analyze the markets to guide the sales leaders to achieve market penetration, profitability, and growth. Must understand the business environment of local markets including competition, purchasing and business trends.

• Ensure the local teams have an established cadence and structure for persuasive, persistent, and consistent sales coverage of owners, engineers and contractors. 

• Develop, coach and mentor the sales and branch leaders to lead their teams toward growing their business with new opportunities, and existing accounts by generating a high level of sales activity, maximizing gross margin, return on sales, revenue, and managing opportunities throughout the sales cycle from initial contact to close.

• Lead the teams to execute growth strategies consistent with the overall ALC Field business strategies.  Ensure the sales management team is coordinating with the other local Carrier teams to leverage our combined strength in the local construction market.

• Set aggressive team goals consistent with the Regional business plan. Manage performance improvement and provide feedback to the Regional manager for success.

• Develop sales forecast and provide input for annual budgets.

• Conduct weekly one-on-one reviews with the managers, regular pipeline reviews, monthly sales management meetings and ongoing strategic opportunity reviews. Ensure that they are doing the same with their sales reps to maintain a correct and balanced focus on