Regional Sales Manager
W3Global, Santa Clara, CA, United States
The Regional Sales Manager will oversee key territories in the Western United States, managing a hybrid team of internal and contract sales representatives. This role is responsible for driving revenue growth, developing customer relationships, managing forecasts, and delivering technical sales solutions.
Key Responsibilities
Sales & Business Development
Identify and capture new business opportunities with key customers Develop and execute account strategies to increase market penetration Partner with prime defense contractors to track programs and secure opportunities Negotiate and close high-value (multi-million-dollar) contracts Maintain accurate sales forecasts and booking plans Customer & Account Management
Manage customer relationships and ensure high levels of satisfaction Lead business development activities including lead generation and qualification Deliver proposals, quotations, and contract negotiations Resolve customer and representative issues in a timely manner Team Leadership & Territory Management
Lead and manage external manufacturing representatives Drive performance, accountability, and revenue growth across assigned territory Coordinate with internal teams across engineering, marketing, and support functions Technical & Proposal Support
Provide quotations for standard products Contribute to complex, high-value technical proposals Maintain strong understanding of RF/microwave technologies or related fields Translate technical requirements into customer-focused solutions Cross-Functional Collaboration
Work with internal teams to support sales campaigns, training, and market research Participate in cross-functional teams to influence product strategy and innovation Ensure alignment between customer needs and company offerings Qualifications
Education & Experience
Bachelor's degree required 9+ years of relevant experience (or 10+ years without degree) Proven experience in sales within defense or related industries Skills & Competencies
Strong leadership and territory management skills Expertise in negotiating and closing large contracts Excellent written and verbal communication skills (English) Strong interpersonal and multicultural collaboration abilities Ability to work independently and manage time effectively Technical Knowledge
Background in RF, microwave, or related technical fields preferred Ability to understand and communicate complex technical concepts Additional Requirements
Willingness to travel frequently Ability to develop reliable sales forecasts and meet revenue targets Experience using internal systems for proposals and sales tracking Eligibility for Secret Level Security Clearance (preferred but not mandatory)
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Sales & Business Development
Identify and capture new business opportunities with key customers Develop and execute account strategies to increase market penetration Partner with prime defense contractors to track programs and secure opportunities Negotiate and close high-value (multi-million-dollar) contracts Maintain accurate sales forecasts and booking plans Customer & Account Management
Manage customer relationships and ensure high levels of satisfaction Lead business development activities including lead generation and qualification Deliver proposals, quotations, and contract negotiations Resolve customer and representative issues in a timely manner Team Leadership & Territory Management
Lead and manage external manufacturing representatives Drive performance, accountability, and revenue growth across assigned territory Coordinate with internal teams across engineering, marketing, and support functions Technical & Proposal Support
Provide quotations for standard products Contribute to complex, high-value technical proposals Maintain strong understanding of RF/microwave technologies or related fields Translate technical requirements into customer-focused solutions Cross-Functional Collaboration
Work with internal teams to support sales campaigns, training, and market research Participate in cross-functional teams to influence product strategy and innovation Ensure alignment between customer needs and company offerings Qualifications
Education & Experience
Bachelor's degree required 9+ years of relevant experience (or 10+ years without degree) Proven experience in sales within defense or related industries Skills & Competencies
Strong leadership and territory management skills Expertise in negotiating and closing large contracts Excellent written and verbal communication skills (English) Strong interpersonal and multicultural collaboration abilities Ability to work independently and manage time effectively Technical Knowledge
Background in RF, microwave, or related technical fields preferred Ability to understand and communicate complex technical concepts Additional Requirements
Willingness to travel frequently Ability to develop reliable sales forecasts and meet revenue targets Experience using internal systems for proposals and sales tracking Eligibility for Secret Level Security Clearance (preferred but not mandatory)
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