Regional Sales Manager

OverviewARC 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 MissionDrive 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 ResponsibilitiesConduct 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 requirementsExpands 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 filledDevelops 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 travelRequirementsKnowledge/SkillsExcellent verbal and written communication skillsFamiliarity with direct sales of projects & programs over $1M USD in value. Familiarity with Capital Equipment buying process. Familiarity with project management principlesUnderstands electronic and mechanical systemsAble to quantify business and technical value effectively to appropriate audiences and stakeholders Familiarity with Salesforce.com or CRM toolsStrong computer and presentation skillsAbility to map customer Decision Making Process High energy level, positive attitude, and a passion for helping clientsEntrepreneurial spirit, intellectual curiosity, and persuasive confidenceAbility to maintain a high level of productivity in a fast-paced, team environment while managing multiple competing prioritiesA proficiency for conceptual solutions-based thinking, motivating, and problem solving Ability to “think outside the box”Education & ExperienceBachelor’s Degree preferred with 5-10 years sales experienceExperience in Aerospace, Defense, Industrial, or Consumer Electronic manufacturing processesProven track record of account building using strategic selling methods Demonstrated understanding of selling skills in industrial, mechanical and/or test systems integration a plus