Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.
The Regional Sales Director, Corporate - USA is a key member of the North American Sales leadership team and is directly responsible for driving sales growth in the Corporate vertical within the region (encompassing Finance, Healthcare, Insurance, Energy and others). This role is responsible for achieving quarterly and annual sales goals, building strategic business relationships, and implementing all sales and channel strategies in their region. The Regional Sales Director, Corporate provides direction to a team of Sales Managers, all of whom are dedicated to sales growth for the Corporate vertical. This role involves overseeing the team from onboarding through development of key skillsets, and decision-making on issues related to compensation, performance management, retention and succession planning.
This role works closely with the Vice President of Sales, North America, and is part of the front-line sales team that works hand in hand with Ross customers and business partners. The Regional Sales Director, Corporate – USA has an advanced understanding of the Professional and Corporate Audio/Visual (AV) market and has demonstrated experience and a track record of success selling into the Corporate vertical.
Who you report to: Vice President, Sales – North America
What we offer:
Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, professional development support and a ton of fun social activities and events! Best of all, you will be part of the Ross Video team, and we’ve got a pretty energizing environment here.
What the job is all about:
- Serve as a key member of the North American Management Team, centered on Continuous Improvement for the whole North America region.
- Responsible for the overall hiring, motivation and management of Sales Managers in their team. This includes recruitment, mentoring, coaching and evaluation of team members while driving a culture of high performance.
- Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned portfolio Corporate accounts.
- Develops new sales opportunities and maintains existing corporate business through the delivery of on-site and virtual sales presentations to customers and business partners through the application of the Ross Way to Sell (RWTS) methodology.
- Creates and executes on an annual sales plans to accommodate Corporate and individual territory goals, including annual quota retirement and meeting monthly order targets for the assigned portfolio of Corporate accounts each fiscal year.
- Devise and deploy sales goals and objectives focusing on existing and new business and channel partnerships within the region, including the preparation of sales quotas and budgets.
- Lead the Corporate Sales team to consistently achieve quarterly and annual sales targets.
- Participate and contribute to sales opportunities driven by the Corporate Sales Managers, including face to face customer meetings and relationship development.
- Coach Corporate Sales Managers on developing Win Plans, while periodically reviewing Win Plans and helping to close deals.
- Report and share information with the Vice President of Sales, North America to ensure they are kept up to date on past, current, and predicted sales performance and customer relations.
- Collaborate with the North American sales leadership team to develop short- and long-term strategic plans, including the preparation of annual business plans.
- Collaborate with Product Managers, Solutions Managers and Marketing to create application specific value propositions for targeted customers and applications.
- Prepare weekly/quarterly sales forecasts, trip reports, weekly update meetings.
- Prepare and deliver high level presentations to customers, business partners, and industry associations.
- Attend trade shows and industry conferences to increase sales through improved levels of product knowledge and further develop industry contacts via networking.
- Develop and maintain sales forecasting activities and assist in the setting of territory sales goals with integrators and dealers.
- Monitor and evaluate the activities and products of the competition by reviewing articles in trade publications to keep abreast of technological developments in the types of professional equipment merchandised.
- Serve as an ambassador for the brand, exuding the behaviors identified within Ross Video’s Culture Statements, as well as our company’s Code of Ethics.
Who you are:
- University / College Degree in Business Administration, Commerce, Marketing or a related discipline (equivalent work experience in a B2B Sales role will also be considered) is an asset.
- Minimum 10 years’ experience in a complex sales environment, with at least 5 years’ in a direct sales role responsible for selling live production equipment and solutions.
- Understanding of the ProAV and Corporate AV Technology Market (Live Production experience an asset).
- Existing knowledge and use of Ross Video products, or experience selling competitive hardware and software-based technology is a strong advantage.
- Deep knowledge of Sales principles, methods, practices, and techniques, with practical experience developing growth strategies, distribution channel management, account development, and business planning.
- Outstanding consultative selling abilities and excellent interpersonal skills at the Executive level.
- Proven track record of success in closing large, complex sales opportunities both in terms of dollar value and using multiple channels.
- Natural leader with the desire and enthusiasm to motivate and grow the Corporate Sales team.
- Strong business acumen including budgeting and sales forecasting skills, along with knowledge of accounting and financial practices.
- Experienced user of CRM software (ideally Salesforce.com) and ideally, practical experience producing complex quotes using these tools.
- High level of proficiency using Microsoft Office Suite.
- Outstanding communication and presentation skills; written, in-person and virtually.
- Entrepreneurial Mindset.
- Experience selling Live Production Equipment.
- Desire to learn and stay up to date on industry trends and technological advancements.
- Strong problem identification and objection resolution skills.
- Calm under pressure with the ability to work in a fast paced, dynamic environment.
- Self-motivated, with the ability to work independently in a remote work environment.
- Desire to gainfully contribute to a sales team environment.
- Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.
Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.
