Director, South Central Region Virginias

Location: US-VA-Richmond Requisition ID:  REQ59585394 (Post ID:71066434) Job Level:  ManagerPurpose of Role (i.e. why it exists) This role will manage a Sales Organization in a defined market based on geography, key business accounts, and revenue from the Enterprise markets.  The Branch Manager will generate demand for the Nortel brand directly with customers and partners to grow and increase Nortel Corporate Accounts/Metro to Enterprise business portfolio.  They are responsible for overall Revenue, Expenses, Customer Satisfaction, Partner YTY revenue growth and certification for their assigned market.  This individual should possess the ability to effectively hire resources who can compete against Cisco, the ability to foster, develop and mentor the learning of their employees with an appropriate level of needs analysis, coaching, support and on-going feedback.  This involves taking action to motivate the team and convey a winning attitude while constantly improving productivity. Key Responsibility Areas:·  Business/Account Planning-Develop and engage short term and long term business plans for Branch success.  A  6/12/18 month rolling business plan including must win accounts, targets, and market share goals.  The business plan should be a “living document “ that the sales individual continually updates and uses as a strategic weapon to attack the business.·  Sales Process Mgmt-Effectively handle the sales process from beginning(pre-sales/planning) to end(post-sale/growing the account). Accurately forecast and communicate new and existing sales activity.  Delivers creative and innovative solutionas required. Keeps the life cycle alive for both new and existing accounts.·  Technical Proficiency-Must understand how the complete solution ties into the strength of the customer’s core networks.  Practical experience positioning and selling IP based data products and telephony/voice solutions.·  Competitive Business and Financial Analysis-Understand and analyse business issues and trends along with their industry and customer implications.  This includes knowledge of market/industry, understanding current and future business needs and devising effective long-term business strategies to ensure success.·  Sales Results-Influence events to achieve goals and objectives.  Anticipate opportunities, need, or opening in the market and assertively creates a plan of action to win the deal.·  Customer Focus/Empathy-Practice patience in listening and understanding the customers needs.  Build and manage relationships that deliver business results and meet customer needs.  Proactive in the customer sales planning process and integral in helping the customer find new business opportunities.  Develop and maintain strong long term relationships.·  Talent Mgmt-Hire resources who can compete against Cisco to achieve revenue and business profitability while meeting Nortel’s strategic objectives.  Must aggressively develop and mentor employees with an appropriate level of needs analysis, coaching, support and ongoing feedback.·  Communication-Must effectively communicate at all levels within the customer organization and Nortel Networks to advance our position as a strategic partner.·  Team Leadership-Takes action to motivate the team and convey a winning attitude.  Fosters and develop collaboration while continually improving team productivity. Performance Metrics:· Revenue attainment against quota· Expense management against budget· Customer Sat· Marketshare· Partner YTY revenue growth· Partner certificationRequired Knowledge, Sills & Abilities· A minimum of 8-10 years experience in designing/supporting/selling voice or data communication systems; 3-5 years management experience in technology sales a plus.  Direct Call Center, IVR, and CTI experience an asset.  Experience with enterprise networks management, operations and engineering as a member of a corporate systems staff an asset.  Experience with telecommunications product/ marketing management organization (S) preferable Nortel as asset. Knowledge of Nortel and customers products, pricing and selling tactics.  · Demonstrated customer sales interface skills.  Effective presentation skills to small and large groups, clear and coherent technical and customer focused on both written and verbal communications.  Demonstrates capability to generate effective business case to prove technology solutions for business opportunities.  Ability to gain confidence of customer teams and grows customer and distributor loyalty ratings.  A broad understanding of voice and data technologies is needed.  Understanding of business systems, business process and customer viewpoint are necessary to successfully sell Nortel portfolio.  Initiative and strong self-motivation are required for this role. · BS-Computer Science/ BS EE or equivalent experience.  Telecommunications or related business discipline would be desired.Travel Required:  Minimal travel Position Type:  Full Time, Employee Relocation assistance:  None,  Homebase Eligible:  NO Shift:  Day/First Shift Business Unit:  Global Sales