If you are a current Motorola Solutions employee, please click this link to apply through your Workday account.Company Overview

At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Whether it’s helping firefighters see through smoke, enabling police officers to see around street corners, or reliably keeping the lights on in homes and businesses around the world, our work supports those who put their lives on the line to keep us safe. Bring your passion, potential and talents to Motorola Solutions, and help us usher in a new era in public safety and security.

Department OverviewPelco, a MSI company, is a global leader in the design, development, and manufacture of predictive video security solutions including cameras, recording and management systems, software, and services. Our personal engagement with customers, resellers and technology partners drives the development and deployment of surveillance and security solutions with meaningful innovation. It is the foundation that Pelco has built its brand upon for over 25 years.
From the recently introduced VideoXpert video management platform to our industry-leading selection of IP cameras and accessories, Pelco is committed to designing and delivering a broad range of high-quality, IP video security solutions, products, and systems that make The World Safer.
Job Description

This key position will be responsible for developing and managing to a thorough strategic plan for strategic territories. Through the selection and management of distribution and sales partners, the Regional Sales Director will be accountable for driving sustained revenue and profit growth in the strategic territories. He/she will plan and execute sales objectives as well as recruit and manage the Regional Sales Managers. The Regional Sales Director will serve as the primary communication point for the Company’s marketing and sales programs and be responsible for monthly, quarterly, and annual forecasting. 

Reporting to the Vice President of Sales – North America:

Responsibilities

• Achieve sales targets and sustained revenue growth in region.
• Manage the strategic plan for their assigned region to maximize lead generation, pipeline growth, and sales opportunities. Elements include:
  • Understanding of Total Available Market for the region
  • Understanding of the Potential Available Market for the region
  • Identification of key accounts in territory, understand local market conditions and customer needs to drive results.
  • Develop a clear and stated plan on how business development activity in the territory will take place.
  • Defined plan on what strategies will be deployed to grow NEW business in the territory.
  • Develop staffing plan for the territory to execute all stated strategies.
  • SWOT Analysis for the territory
  • Key Vertical Market Analysis for the territory
  • Competitive Analysis: understanding of all key competitors active in the territory, key partners, sales channels, pricing models, sales channels, pricing models, promotional strategies, etc.
• Meet and Exceed all sales targets for, Annual growth, Orders, Revenue, and margin.
• Work with and identify End user partners and develop a strategic end user programmed.
• Gain working agreements with End user partners.
• Work with and identify Integrator partners and develop a strategic Integrator programmed.
• Gain working contracts with top tier Integrators.
• Drive strategic growth through the End user and Integrator channels.
• Work with and identify distributors and track performance of distributors.
• Select and define criteria for Marketing development fund and Growth incentive rebate.
• Identify and contract with the best-in-class distributor partners.
• Develop a strong channel management and hold current distributors accountable for performance through disciplined, repeatable process while driving year on year growth.
• Conduct monthly, quarterly, bi-annual and end of year business reviews with End users, Integrators, and distributors.
• Lead and direct TSE (pre) sales activity.
• Country lead for technology and innovation selection
• Coordinate closely with Marketing on all marketing activities, road shows, local/national Trade shows, factory visits, promotions, and marketing programs.
• Communicate and implement all sales and marketing programs for region.
• Complete required reports on schedule.
• Utilize company Customer Relationship Management (CRM) system. Follow Company procedures and policies.
• Provide marketing with product forecast inputs.
• Manage expenses according to monthly, quarterly, and annual budgets.

Customer Satisfaction

• Create and drive a Customer success plan in region that is aligned to the corporate plan.
• Drive Customer Satisfaction improvement as a key performance indicator.

People Management

• Assure high level of people management. In an on-going way, analyze and define action plan to reinforce people management.
• Develop people through coaching and training.

Qualifications

• Ability to travel minimum of 50%
• A valid passport or willing and able to obtain a passport, as well as the ability to travel freely to Canada
• Bachelor's Degree with 4+ years sales experience in security/video surveillance or 8+ years in security/video surveillance industry
• 2+ years of leadership or channel management experience (managing teams of sales professionals) working with strategic customers in security/video surveillance industry

Basic Requirements

• Bachelor's Degree with 4+ years sales experience in security/video surveillance or 8+ years in security/video surveillance industry
• 2+ years of leadership or channel management experience

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanYes

EEO Statement

Motorola Solutions is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or, any other protected characteristic.