Regional Sales Manager

About Snap! Mobile, Inc:

Snap! Mobile has been proudly supporting athletics and activities programs around the country with simple and dependable services since 2014. Snap! Raise has raised more than One Billion dollars for over 150,000 groups and teams through over 12.5 million participants and donors. In addition to the Snap! Raise fundraising solution, Snap! Mobile further supports schools, groups, and teams with its other brands and products: Snap! Insights (fundraising oversight dashboard), Snap! Store (spirit wear), FanX (custom-branded fan engagement app), Snap! Manage (integrated scheduling, communication, and registration solution), and Snap! Spend (transparent money management solution).

Overview:

As an RSM, you will own your region’s performance while driving growth and maximizing Snap! Mobile revenue potential in your region. Your role is pivotal in coaching and driving the performance and development of Account Executives (AEs), Market Development Managers (MDMs), Senior MDMs and Enterprise Account Executives to achieve and surpass targets. Taking ownership of regional decisions, sales outcomes, rep and overall team performance, and strategic initiatives is essential to drive growth and success within the region. Your leadership and accountability will directly impact the achievement of targets and the overall success of the team.

Key Responsibilities:

Drive Team Performance and Accountability:

• Lead AEs, MDMs, and Sr. MDMs to maximize results and achieve revenue targets.
• Take full ownership of the growth of your region to drive saturation, revenue and profitability in your region.
• Lead your local Enterprise Account Executive to drive adoption of SaaS tools with a focus on driving fundraising saturation as well as SaaS revenue.
• Take ownership of key performance indicators, including your own numbers and the growth of Total Addressable Market (TAM) saturation.
• Identify high-performing individuals and showcase their success as examples to inspire others.
• Develop the skills and confidence to have difficult conversations around performance, providing constructive feedback and guidance to help team members improve. Provide direct coaching and support to address under-performance promptly.
• Balance growth initiatives, Total Addressable Market (TAM) expansion, and profitability per representative.
• Set and monitor daily and weekly KPIs to ensure performance benchmarks are met or exceeded.

Team Leadership and Development:

• Conduct 1:1 meetings with team members on an as needed basis, focusing on performance metrics, sales activities, and growth strategies. Primary focus on developing new team members and ensuring experienced team members are growing saturation in their territories.
• Establish and model expectations for Sr. MDM leadership of their teams to maximize saturation in their territories
• Lead and participate in weekly meetings to review progress, discuss challenges, and strategize for the week ahead.
• Lead and drive weekly team calls, setting agendas, discussing key performance areas, and reinforcing core values.
• Conduct sales leadership calls to engage, collaborate, and challenge team members for continuous improvement.
• Ensure accurate and timely logging of sales activities in HubSpot, and conduct weekly "true up" sessions to review and update data as needed.
• Organize pipeline reviews to ensure accuracy, identify gaps, and implement corrective actions.
• Maintain awareness of your personal strengths and weaknesses, continuously striving to improve and develop new skills to address challenges effectively.

Coaching and Training:

• Provide new hire training, setting clear goals, territories, and performance expectations.
• Identify knowledge gaps within the team and work collaboratively to address them through targeted training and development initiatives.
• Conduct call blocks to observe, coach, and assist team members in improving sales processes.
• Conduct regular field visits, providing support and guidance to new hires and underperforming team members. Your commitment is to their success.
• Support reps in customer communication and interactions to enhance customer experiences.
• Lead from the front and support your team with complex deal cycles at the District, League/Conference, and State Association levels.
• Develop your team’s understanding and ability to present the Snap! Mobile platform to maximize top-down selling opportunities.

Strategic Planning and Execution:

• Develop and execute strategic plans to exceed revenue targets and expand market presence.
• Identify and resolve bottlenecks to improve operational efficiency and customer satisfaction.
• Collaborate with Revenue Operations and GM to optimize territory design, hiring, and performance management.
• Manage budgets for travel, coaching lunches, and SPIFs to maximize their effectiveness in driving sales outcomes.
• Stay informed about market trends, competitive landscapes, and opportunities for growth. Take proactive steps to capitalize on market opportunities and address potential threats.
• Collaborate with the sales team to help close significant deals, leveraging your expertise and network to overcome obstacles and drive deals to successful closure.
• Collaborate with your GM to close complex deals at the District, League/Conference, and State Association levels.

RSM Training Responsibilities:

1. New hire training is your direct responsibility

• Create a winning plan before the new hire arrives in training
• Territory setup
• Hubspot setup
• Goals set
• Training scheduled
• Use training guide for in-field training in week 1
• Complete training report for additional training needs and success areas

2. Senior MDM (Market Development Manager) Collaboration:

• Work closely with Senior MDMs to ensure a smooth transition and comprehensive training for new hires. Senior MDMs own the first two days in the field, but if unavailable, the RSM steps in to fill this role.
• Collaborate with your GM and Enablement for periodic leadership training for Sr. MDMs.