Regional Sales Director, WCA at CommVault Systems, Inc.

The Regional Sales Director leads a team accountable for the promotion of respective products/services in a specified territory, through directing a well-defined strategy and sound partnerships with existing and potential customers. S/He optimizes sales volumes, acquires new partnerships and coordinates marketing programs and activities in line with the strategic management objectives.

Main Duties and Responsibilities

• Define the sales strategy and roadmap of the products/services line in the specified territory;
• Direct the sales operations and activities and coordinate with the team on a daily basis;
• Establish sales budgets and targets and cascade to the team accordingly;
• Direct the entire regional sales line life cycle from prospecting to closing;
• Specify market requirements for current and future products/services by directing market researches supported by on-going visits to existing and potential customers;
• Research, map and recruit potential partners in the assigned region;
• Direct the vendors’ relations in alignment with the company’s management and strategy in the assigned region;
• Ensure a proper storage, tracking and control of inventory through an accurate stock management system in the assigned region;
• Generate sales for the entire product/service line, in the assigned region, in terms of long-term revenue and profitability;
• Build and maintain a solid regional channel/customer database, analyze data and develop metrics to evaluate loyalty and new opportunities;
• Secure the highest level of engagement and support to channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs;
• Develop and direct regional sales forecasts and market development reports in line with business objectives;
• Coordinate closely with the marketing team to design and implement marketing activities;
• Oversee and direct the implementation of targeted programs and marketing activities involving the Channel Team;
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization;

Talent Development

• Lead and coach the team cultivating empowerment and ownership;
• Ensure that human capital and capabilities are aligned with the company HR strategy at a departmental level;
• Act as an agent of change and challenge departmental structures and processes to accompany change initiatives;
• Lead and coach the team cultivating empowerment and ownership;
• Develop capabilities and secure a solid succession plan.