Regional Sales Manager

Overview

ARC Technology Solutions, a leading provider of electronic systems for aerospace and commercial industries, is seeking a talented and experienced Regional Sales Manager to join our growing team. 

This direct sales position will play a crucial role in driving our company's North America growth by managing existing accounts and developing new business opportunities. This mid-level position will have responsibilities in both account management and business development, working directly with exciting and diverse customers. 

Core Mission:

Drive strategic account penetration through:

• Account Expansion: Manage and grow relationships with existing clients, ensuring high levels of customer satisfaction and retention.
• Strategic Account Acquisition: Collaborate with Marketing to identify and pursue new business opportunities through direct outreach and networking.
• Internal Collaboration: Partner with internal technical SMEs to design custom systems for new commercial technology, next-gen military radar arrays, and advanced manufacturing cells.
• Value Creation: Continuously identify and articulate the unique value proposition of ARC's solutions, demonstrating how they address specific client challenges and contribute to their strategic goals.

Key Responsibilities

• Conduct complex sales processes, utilizing methodologies such as Challenger Sales or MEDDPIC.
• Collaborate with technical teams to develop customized solutions for clients' testing needs.
• Present strategic proposals to C-level and VP-level potential clients.
• Initiates sales process by scheduling appointments and understanding customer’s requirements
• Expands sales in existing accounts by introducing new products and services.
• Closes sales by building rapport with potential accounts; explaining product and service capabilities; overcoming objections; preparing contracts.
• Contributes information to market strategy by monitoring competitive products.
• Recommends new products and services by evaluating current product results; identifying needs to be filled
• Develops strategic business cases for customers, based on value, ROI, other relevant metrics.  
• Coordinates customer success plan with internal support and service teams.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Is available for up to 33% regional overnight travel

Knowledge/Skills

• Excellent verbal and written communication skills
• Familiarity with direct sales of projects & programs over $1M USD in value. 
• Familiarity with Capital Equipment buying process. 
• Familiarity with project management principles
• Understands electronic and mechanical systems
• Able to quantify business and technical value effectively to appropriate audiences and stakeholders 
• Familiarity with Salesforce.com or CRM tools
• Strong computer and presentation skills
• Ability to map customer Decision Making Process 
• High energy level, positive attitude, and a passion for helping clients
• Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
• Ability to maintain a high level of productivity in a fast-paced, team environment while managing multiple competing priorities
• A proficiency for conceptual solutions-based thinking, motivating, and problem solving 
• Ability to “think outside the box”

Education & Experience:

• Bachelor’s Degree preferred with 5-10 years sales experience
• Experience in Aerospace, Defense, Industrial, or Consumer Electronic manufacturing processes
• Proven track record of account building using strategic selling methods  
• Demonstrated understanding of selling skills in industrial, mechanical and/or test systems integration a plus