Regional Sales Director

  • Belgium-Other
  • Confidential
  • 10-18 years
  • 31 Mar 2015

  • Senior Management-Sales

  • IT/ Technology - Software/ Services, IT/ Technology - ERP/ CRM/ SCM
Job Description


Develop and execute a sales strategy for the assigned region
Build and direct a high-performing sales team including acquiring, developing and managing talent
Consistently meet/exceed established targets and quotas
Implement a consultative sales methodology that follows the corporate standard practices and is adapted to address local buying practices and cultural considerations
Maintain strict compliance with Company policies and protocols, including but not limited to Sarbanes-Oxley, Foreign Corruption Policies Act, etc
Establish and proactivity manage territory plans and sales targets for sales team
Hold sales team members accountable for operational compliance requirements, process/methodology requirements and for success in achieving individual sales targets
Support team members during the sales process including, but not limited to qualifying opportunities, building relationships with prospects, attending prospect meetings, negotiating, etc
In collaboration with Global Alliances team, target, close, align/segment and manage key referral and reseller partnerships in order to build a partner ecosystem that maximizes coverage to capture as much market share as possible in the region
Collaborate with other regional sales teams (i.e., EMEA, America's, etc) when necessary to acquire and penetrate global prospects and clients
Ensure that sales team members are able to differentiate and position Cornerstone in the market such that Cornerstone becomes knows as the leading talent management provider in the region
Manage channel conflict between direct sales and channel partners when it occurs to ensure that we are able to win these deals in the most effective way possible
Adopt and localize the Client Success Framework to ensure that Cornerstone provides a differentiating experience to prospects and clients across all phases of the Client Lifecycle
Expand relationships and penetrate further existing clients (i.e., upsell) and ensure that clients renew their contracts with Cornerstone (i.e., retain)
Work closely with Field Marketing to establish the Cornerstone brand and presence in the region and to deliver targeted marketing interventions to clients and prospects
Assist with localization of marketing messaging and positioning in the region
Proactively and accurately manage opportunity/pipeline and forecast data in the Company's CRM application (currently
Report key metrics and status updates to management as required
Build strong internal (i.e., across functions and regions) and external relationships (i.e., clients, partners, supplies, etc.)
Establish trusted partnerships with new and existing clients and collaborate with other functions to ensure that clients are successful and reference-able
Ensure that the sales team executes a smooth and successful handoff of new wins into the subsequent phases of the Client Lifecycle (e.g., implementation, adoption and optimization)
Seek continuous improvement in all aspects of the sales capability across people, process and technology