Regional Sales Manager (AR1722)

Regional Sales Manager (AR1722) 2017-11-27T12:03:06+00:00

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Job Posting Page Header RSM Dallas

Position: Regional Sales Manager, DFW Marketplace

Overview of the Role

Company:  National Employment Risk Management Firm
Services:  Background Check Screening, Education / Employment Verification, Drug Testing, etc.
Position Title:  Regional Sales Manager
Status:  Full-time, Employee
Supervises:  No
Location:  Virtual (Home-based), Servicing the DFW Metropolitan Market
Reports To:  Vice President of Sales
Job Classification:  FLSA Exempt, Professional Non-Supervisory
Job Category:  Talent Management & Marketing
Posting URL:  http://talent.argusx.com/regional-sales-manager-ar1722/
Job ID: AR1722



How to Apply

On talent.argusx.com, navigate to the position posting and click on the Apply Now button. Be sure to include your best email address and phone number in the body of your cover letter so that we can contact you directly.

We will review your comments, background and credentials and reply to you with possible next steps.

Apply to this Position Now



Company Background

The Company has been a strategic leader for 20+ years providing employer risk management solutions in the background, screening, and data verification industry. The foundation of the company’s success is helping clients protect themselves and their employees through fast, secure cloud-based solutions. The Company offers a best-in-class, modular portfolio of mid-market business solutions which supports all industries and integrates data and screening results throughout the entire employment lifecycle.



Position Purpose

The Company is responding to the market demand being created by the phenomenal economic growth in the Dallas/Fort Worth area. The Company already has a marque client list of well-known brands nationwide and in the DFW market but now is investing aggressively to support the corporate growth in the north Texas area. The Regional Sales Manager is a high profile role and a key business to business (B2B) market developer in the north Texas region. Key regional business trends indicating bullish growth for the Company and its services include,

  • The number of people migrating to the Dallas-Fort Worth area in increasing and is clearly evident in IRS data. i
  • Dallas-Fort Worth has been a magnet for corporate headquarters and major company operations, recently attracting 20 Fortune 500 company headquarters and 39 headquarters among the Fortune 1000 – and with them 100’s of smaller supporting business. ii
  • The DFW region ranks among the top three U.S. metropolitan areas for business expansions, relocations and employment growth. DFW’s young, highly educated workforce of over 3.5 million people is growing quickly, providing companies with the abundance of talent they need to make their business a success.
  • Dallas-Fort Worth continues to draw Fortune 1000 and Global 500 headquarters, both by expansion of local companies as well as by relocations of headquarter operations. iii
  • Dallas-Fort Worth is regularly identified as one of the nation’s top markets for new and expanded corporate facilities increasing demand for the Company’s services. Texas’ business climate, combined with the attributes and functionality that Dallas currently holds as a major corporate headquarters destination, will continue to attract corporate growth and with it demands for employment support and risk management services today, next year, or even decades into the future. iv


Position Overview

The primary mission of the Regional Sales Manager is to effectively and ethically serve the business community of the DFW Metroplex by partnering to design and deploy highly configurable solutions which deliver some of the industry’s fastest response times for integrated risk management solutions.

The Regional Sales Manager will identify new prospects and develop new client opportunities for the Company’s background, screening, data verification and other modular SaaS-based risk management solutions. Responsibilities include full life-cycle business development, e.g., development of referral sources, prospecting, solution design, pricing, proposal development and closing of sales of services and products to prospective companies.

NOTE: The Company will not require your activity to be restricted to an assigned geographic territory; and so, client relationships can be nurtured from any geography (consistent with the Company’s rules of engagement governing sales lead ownership). However, the focus of this role is to concentrate attention on the exploding DFW marketplace.



Meet Your Success Support Team

  • Account Management. While still offering a virtual, home-based assignment, the Company’s DFW Metropolitan Market team has full-time client support representative to service maturing client relationships.
  • Executive Mentoring. Executive-level business development leadership resides locally affording the Regional Sales Manager an on-going and consistent source of coaching, mentoring and leadership support.
  • Sales Automation. Automation has its rewards. What’s better than a full-time Sales Admin to help you process all the new opportunities? The Company’s proprietary automated workflow has automated the pricing, proposal generation, applicable terms and conditions, contract document generation and client execution process. For rainmakers who want to 100% focus on developing new relationships and designing highly competitive solutions, this is a dream-come-true.
  • Marketing Support. The Corporate Marketing team – which supports the business development efforts of all the Regional Sales Managers nationwide – will continue to ensure that fresh, professional and engaging content and collateral will be produced regularly to support your market branding, social media promotion and relationship-building efforts. And they’re good at what they do too.
  • More Sales Support. You will be surrounded by technical and business development team members who will assist you in any way possible to ensure your prospect has the benefit of compelling technical and professional decision support – not to mention the testimonials of an existing happy client base that is tracking at a 98% client retention rate.


Compensation, Benefits, and Rewards

The Total Rewards health and wealth package for the Regional Sales Manager includes,

WEALTH BENEFITS

  • Market Competitive Base Salary of $75 - 80K
  • Target 3-Year Total Rewards Compensation Package to $200K
  • New Business Commission on New Client Sales: 6% of New Revenue
  • Residual Commission on Revenue from Recurring Products and Services: 3% for years 2-5
  • Commissions paid monthly and based on sales closed, not revenue received
  • Up-sell Commissions on Existing Clients
  • Business Development Expense Budget, e.g.,
    • Association Dues
    • Meals and Meetings Expenses
    • Networking
    • Industry Business Events
  • Volume Sales Bonuses
  • Vehicle Mileage Reimbursement
  • Mobile Phone Allowance
  • 401(k) with 100% Company Match up to 4%
  • Incentive Trips

HEALTH BENEFITS

  • Health Insurance (BCBS, multiple options)
  • Dental Insurance (BCBS)
  • Vision Insurance (multiple options)
  • Life Insurance
  • AD&D Insurance
  • Short-Term Disability Insurance
  • Long-Term Disability Insurance

WORK / LIFE BENEFITS

  • Paid Company Holidays
  • Annual Paid Time Off (accrual upon hire)
  • Increased PTO Accrual Based on Length of Employment
  • Healthy Leadership Team
  • Strong Corporate Culture
  • Virtual Work Flexibility
  • Automated Business Support


Essential Duties and Responsibilities

The information contained in this role description is not intended to be prescriptive – nor exhaustive, but rather describe duties and responsibilities typical for someone in the position.

MARKETING AND BUSINESS DEVELOPMENT

  • Collaborate with corporate leadership to,
    • Acquire and evaluate market research to target prospective market
    • Understand and communicate unique value proposition
    • Identify and recommend networking events and activities in support of marketing plan
  • Use approved corporate advertising collateral to protect Company’s market brand and reputation
  • Manage the execution of local marketing campaigns
  • Represent the Company at shows, charitable and other events where needed
  • Influence and deliver marketing and promotional communications to target prospective market
  • Actively target and drive vertical marketing within target industry niches
  • Post and update professional content on social media websites with approved content
  • Influence and propose meaningful web content consistent with approved strategy, messaging, value proposition, etc.

SALES CONVERSION

  • Manage end-to-end process and function as primary client POC from needs analysis to implementation
  • Conduct weekly sales presentations and conversion appointments consistent with quota and activity targets
  • Manage all appointment setting and logistical planning for client demonstrations, presentations, etc.
  • Partner with technical sales team members to deliver software demonstrations
  • Maintain up-to-date and accurate content for all information components in support of the sales proposal
  • Manage required sales-related travel scheduling and arrangements
  • Gather needs-based data in support of solution proposals consistent with Company services, SLAs, pricing, etc.

CLIENT RELATIONSHIP MANAGEMENT

  • Use effective problem-solving skills to effectively analyze, diagnose and resolve prospects’ business issues
  • Provide quality service and timely follow-up in response to issues, inquiries, complaints, escalations, etc.
  • Complete necessary paperwork for a smooth conversion of clients to the Company’s SaaS platform
  • Facilitate billing and collections support for aging accounts receivable as needed
  • Maintain a detailed understanding of the Company’s services to resolve client-facing issues

REPORTING, ANALYTICS AND DATA PRIVACY

  • Maintain prospect and client information, report data, etc. in CRM database
  • Document and manage complete, accurate and timely relevant business data (e.g., time allocation, tickets, service issues, inbound calls, etc.) to support internal analytics and client reporting
  • Implement and maintain reasonable and appropriate administrative, technical, and physical safeguards to ensure the security and confidentiality of client-sensitive, personally identifiable and confidential information at all times consistent with the Company’s Virtual Work Policy


Essential Competencies, Capabilities, Skills & Experience

The capabilities and competencies described below are believed to be essentially important to be minimally qualified to meet and exceed the performance expectations for this position.

SALES AND MARKETING

  • Demonstrates understanding of marketing tools, tactics, principles, and practices
  • Leverages intelligence in the development of sales strategy to support business development goals and objectives
  • Demonstrates competency with the use of technology in marketing
  • Contributes to the creation of strategic marketing plans and tactical initiatives

RESEARCH AND ANALYTICS

  • Identifies and gathers intelligence to support strategic decision-making and tactical adjustments
  • Analyzes data, identifies trends and significance and develops interpretive conclusions
  • Monitors competitive landscape to identify opportunities, differentiators and promote market strengths
  • Monitors consumer trends, market developments and growth and regulatory changes within the industry

RELATIONSHIP DEVELOPMENT

  • Competitively applies knowledge acquired from key clients and competitors
  • Builds and maintains win-win relationships with third party referral resources
  • Interacts effectively and professionally with clients and internal and external stakeholders
  • Influences and is persuasive when appropriate to seize on opportunities to improve client satisfaction
  • Recognizes and responds to human behaviors and non-verbal communication; demonstrates emotional intelligence
  • Participates in professional organizations, seminars, events, etc. to maintain personal networks

CLIENT SERVICE DELIVERY

  • Consistently demonstrates a quality service orientation
  • Demonstrates excellent phone skills, e.g. listening, questioning, assessing non-verbal communication, patience, etc.
  • Maintains a strong focus on client satisfaction and identifies essential client expectations
  • Demonstrates strong problem solving aptitude

SITUATIONAL AWARENESS

  • Understands, supports and is committed to the Company’s business goals and objectives
  • Understands the cultural and legal environment in which the Company operates
  • Understands the products the business offers and the alignment of product features with prospect problems
  • Understands the Company’s target market and delivers communication effectively and appropriately
  • Understands and supports the Company’s policies, standards, code of ethics, etc.
  • Understands the financial model required to profitably acquire clients and deliver services

COMMUNICATION

  • Delivers articulate, grammatically- and syntactically-correct, written and verbal business-level communication
  • Consistently demonstrates professional written and oral communication skills, including presentation skills
  • Delivers business appropriate communication and training
  • Effectively presents information in small group situations to prospects, clients and other groups
  • Simplifies complex information and presents ideas, reports, facts and information clearly and concisely
  • Presents and conveys information in a confident, clear and interesting way, appropriate to the audience
  • Demonstrates a professional-level ability to consult with clients, provide information and receive input and feedback
  • Maintain professional demeanor, presence, behavior, etiquette and attire at business events – during and after business hours
  • Demonstrates a professional-level ability to socialize with and relate to a wide range of people
  • Is bi-lingual (preferred verbal and written, English and Spanish fluency, but not required)

PERSONAL RESPONSIBILITY

  • Demonstrates strong attention to detail with consistent commitment to take initiative and ownership
  • Demonstrates ability to work under time constraints and meet daily, weekly, and monthly deadlines and quota
  • Demonstrates ability manage multiple projects and activities simultaneously while staying organized
  • Understands personal role, responsibilities and performance expectations
  • Works collaboratively with team members to achieve collective goals and deliver on-time results
  • Demonstrates flexibility to work in a team environment as well as individually
  • Demonstrates adaptability to adjust to unexpected events or incorporate new elements
  • Self-motivated, able to work independently, meets deadlines and takes ownership and accountability for own results

INDUSTRY KNOWLEDGE

  • Demonstrates and maintains industry knowledge sufficient to be considered a subject matter expert
  • Maintain sufficient understanding of policies the ensure compliance with internal and client policies and procedures
  • Must maintain sufficient understanding of industry-specific rules and regulations to ensure compliance with applicable Federal, state, local and industry-specific regulatory requirements is built into proposed solutions
  • Demonstrates continuous learning and development by regularly updating and increasing job knowledge and subject matter expertise

EDUCATION

  • Bachelor’s Degree in Business, Human Resources or related field OR four to ten years of related experience OR equivalent combination of education and experience
  • A minimum of 5 years B2B sales experience

COMPUTER AND INTERNET SKILLS

  • Familiarity with Salesforce is preferred
  • Good knowledge of computer operations and software (e.g., word processing, spreadsheets, etc.) is required
  • Accomplished knowledge and proficiency with Microsoft Office tools (Word, Excel, PowerPoint, Outlook) is required
  • Proficient with Internet-based research and use
  • Typing speed of 50+ WPM is preferred

PHYSICAL AND TRAVEL REQUIREMENTS

  • Must reside in the Dallas-Fort Worth Metroplex
  • Must have transportation to and from work locations throughout the DFW Metroplex area without notice to regularly participate in internal and external client meetings, training sessions, client lunches, etc. as needed
  • Must be able to accommodate business-related travel to client locations and professional meetings throughout the DFW Metroplex
  • Must be able to accommodate business-related travel up to 10% the DFW Metroplex as requested
  • Must be able to work weekends as needed
  • Must maintain a valid driver’s license and have clean, presentable and reliable transportation
  • Must occasionally lift and/or move up to 50 pounds (e.g., airline baggage weight limit)

WORK ENVIRONMENT

  • An employee in this position works in a home office, in an office environment with heating and air conditioning and on-site at client locations, in support/execution of assigned duties
  • Comfortable working in a fast-paced, multi-tasking ‘start-up’ environment
  • Must have transportation to and from work locations throughout the DFW Metroplex as requested without notice to participate in internal and external client meetings, training sessions, client lunches, etc. as requested

BACKGROUND CLEARANCE

  • Must be able to pass a background check free of any felony, misdemeanor involving theft, misappropriation of money or breach of trust or fiduciary responsibility
  • Must submit to and be able to pass Credit Check, Driving Record Check, Professional Reference Check and Drug Testing


IMPORTANT: How to Improve Your Chances of Selection

Before you commit to allowing any agency to represent you and submit you as a candidate, we would like to earn your trust and your business so that we earn the exclusive opportunity to submit you as a candidate. Here's how we will do just that:

   OUR COMMITMENT TO YOU:  http://talent.argusx.com/improve-your-chances-of-selection/

     The Company is an Equal Opportunity Employer. Qualified minorities, women, and veterans are encouraged to apply.


 

ENDNOTES AND CITATIONS
_______________________

i  Migration Patterns Between DFW and Other Metro Areas: 2011 TO 2015
https://cdn.dallaschamber.org/wp-content/uploads/2016/03/People-Migration-Patterns1.pdf

ii  DFW Major Companies, Headquarters and Top Employers
https://cdn.dallaschamber.org/wp-content/uploads/2016/03/The-Business-Community-Major-Companies-and-Headquarters.pdf

iii  42 Fortune 1000 Headquarters in Dallas-Fort Worth (2017)
https://cdn.dallaschamber.org/wp-content/uploads/2016/03/The-Business-Community-Fortune-10001.pdf

iv  2015 and 2016 Dallas-Fort Worth Relocations and Expansions
https://cdn.dallaschamber.org/wp-content/uploads/2016/03/The-Business-Community-Major-Expansions-and-Relocations.pdf


 

How to Apply

On talent.argusx.com, navigate to the position posting and click on the Apply Now button. Be sure to include your best email address and phone number in the body of your cover letter so that we can contact you directly.

We will review your comments, background and credentials and reply to you with possible next steps.

Apply to this Position Now

 


 

Additional Candidate Resources

► ARTICLE: Prepare for Your Interview – Like a Pro

► ARTICLE: Don't Give Up!!! – The Candidate Page

► ARTICLE: How Recruiters Will See You – Qualified, Highly Qualified or High Performer!