Strengthen and grow Televic Conference’s position across Italy, Greece, Romania, Bulgaria, Moldova and Malta by combining strong channel development with proactive business development towards end-users, consultants, system integrators and key project stakeholders.
The Regional Sales Manager will be responsible for developing a sustainable route-to-market in each country, strengthening existing partnerships where appropriate and identifying new partners where required. A key part of the role is to create demand for Televic solutions by developing relationships with end-users, consultants and other decision-makers and converting these opportunities together with the appropriate channel partners.
The role requires a hands-on, entrepreneurial approach, with significant opportunity to build Televic’s presence and market share across the region. Turkey may be added to the territory at a later stage.
Key Responsibilities
Manage, support and develop Televic’s existing distributors, system integrators and channel partners across the territory to increase market coverage, capabilities and sales performance.
Identify, recruit and develop new channel partners where required to improve Televic’s route-to-market and geographic or vertical coverage.
Proactively develop business with key end-users, consultants, architects, e-government partners and decision-makers, creating demand that can be converted together with channel partners.
Build and manage a healthy project pipeline and convert qualified leads and opportunities into orders.
Define and continuously evaluate the best route-to-market per country, including distributor, direct-to-integrator and hybrid models where appropriate.
Manage project registration, project protection and strategic pricing together with partners and internal stakeholders.
Develop Televic’s position in core verticals, including parliaments and government institutions, city councils and regional authorities, courts and judicial institutions, corporate meeting environments, international institutions, and rental and event applications.
Identify strategic projects and key accounts and develop structured account and opportunity plans.
Maintain accurate CRM records, pipeline forecasts and sales activity reporting.
Work closely with Marketing, Product Management, Technical Sales and Customer Support to develop the region.
Represent Televic at relevant trade shows, partner events, consultant meetings and customer activities.
Deliver agreed regional sales targets and KPIs.
Regional Business Planning
Develop and execute an annual business and action plan for Italy, Greece, Romania, Bulgaria, Moldova and Malta, including:
Sales budgets and targets by country
Market potential and targeted market-share development
Priority verticals and applications
Target end-users and strategic accounts
Priority consultants and specifiers
Existing and potential channel partners
Key projects and pipeline development
Required marketing activities and campaigns
Relevant exhibitions, conferences and local events
Demo equipment, training and other commercial resources required
Regular review of performance and adjustment of plans based on pipeline, market development and results
The Regional Sales Manager is expected to develop a clear understanding of each local market and translate this into a practical plan for sustainable growth.
Profile
Proven international B2B sales, channel management or business development experience, preferably within professional AV, conferencing, collaboration, ICT or a related technology environment.
Strong understanding of the professional AV and system integration ecosystem.
Proven ability to develop distributors, system integrators and other channel partners.
Comfortable developing business directly with senior end-users, consultants, specifiers and decision-makers.
Experience with complex, project-driven sales cycles and solution selling.
Strong in business planning, pipeline management, forecasting and opportunity qualification.
Able to work independently while collaborating effectively with an international sales and support organisation.
Willing to travel frequently throughout the assigned region.
Languages
English required.
Italian: required for effective development of the Italian market.
Additional regional languages are an advantage.
Reporting
Reports to the Sales Director EMEA and participates in the bi-weekly EMEA Sales & Marketing meetings.
Location & Travel
Based in Italy, with good access to international travel.
Regular travel throughout Italy, Greece, Romania, Bulgaria, Moldova and Malta, with occasional visits to Televic headquarters in Belgium and other EMEA locations.
The geographical responsibility may be expanded to include Turkey at a later stage, depending on the development of the organisation and regional route-to-market.