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AI Summary
Title: Regional Account Manager
Location: Montreal, Canada based (remote + travel up to 70%)
POSITION OVERVIEW
The Regional Account Manager is responsible for driving profitable growth within a defined geographic territory. This role builds and maintains strong customer relationships, expands account penetration, and executes territory plans aligned to business targets and go-to-market (GTM) strategies. The manager analyzes market trends, identifies new opportunities, and collaborates cross-functionally to deliver solutions that meet customer needs and support growth objectives. Success requires disciplined pipeline management, accurate forecasting, and effective negotiation to close opportunities. The role ensures post-sale satisfaction, manages risk within accounts, and represents the company professionally in the region. Success depends on strong ownership of territory performance, data-driven decision-making, and the ability to translate insights into actionable plans that drive growth and customer outcomes.
ESSENTIAL JOB SKILLS/DUTIES
- Own regional revenue, margin, and growth targets; execute territory and account plans aligned to GTM strategy
- Develop territory and account plans quarterly.
- Prospect, qualify, and advance new opportunities.
- Conduct executive-level customer meetings. Conduct client meetings and presentations; communicate value propositions clearly and effectively
- Negotiate pricing and contract terms.
- Forecast sales and report performance weekly.
REQUIRED TECHNICAL SKILLS
- CRM proficiency for pipeline management.
- Data analysis using spreadsheets and dashboards.
- Territory planning and segmentation methods.
- Proposal development and competitive positioning.
- Forecasting accuracy and sales metrics fluency.
REQUIRED SOFT/LEADERSHIP SKILLS
- Clear, concise written and verbal communication.
- Executive presence and meeting facilitation.
- Negotiation and objection handling skill.
- Time management and prioritization discipline.
- Collaborative approach with cross-functional teams.
REQUIRED EDUCATION & EXPERIENCE
- Bachelor's degree or equivalent experience.
- Three or more years in account management.
- Demonstrated success meeting sales targets.
- Experience managing regional territories.
PREFERRED EDUCATION & EXPERIENCE
- Preferred Five or more years complex experience B2B sales.
- Industry-specific regional market experience.
- Formal sales methodology training.
SUPERVISORY RESPONSIBILITIES
- May lead cross-functional account teams.
- No direct reports
TRAVEL REQUIREMENTS
- Travels: Regional client visits and industry events.
- % of Time: Up to 70% travel as needed.
- Overnight Travel: Occasional overnights for customer meetings.
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