Regional Sales Manager, New England

Company Description

Where Technology Meets Trust

Hirsch stands as a global leader in physical security, offering a comprehensive range of physical access control, video intelligence, and analytic-driven security solutions. Our mission is to empower a secure, connected world through digital innovation. Trusted worldwide by an elite group of partners and innovative customers across diverse vertical markets—ranging from airports to seaports, critical infrastructure to government agencies, hospitals to schools, and startups to corporations—we secure the people and places that underpin our daily lives.

With a strong international presence and a commitment to technological advancement, we are at the forefront of shaping the future with cutting-edge innovation. At Hirsch, every individual and action holds significance. We believe that our success lies in having the best people in exciting, aligned, and empowered roles with clear missions, goals, and measurable outcomes.

Hirsch Values

Authenticity, Innovation, and Trust in Technology

Authenticity: We use clear language to make technology accessible to everyone, from experts to beginners. We are straightforward and easy to understand.

Innovation: We inspire others to think, engage, and create by telling stories that highlight our role as technological futurists. We build for today's world while anticipating tomorrow's needs.

Trust: With over 43 years of industry experience, we are a global leader in physical security and digital identity solutions. We are accessible and audience focused.

What Sets Us Apart

Community: Collaborating with exceptional individuals significantly contributes to our workplace satisfaction. We recognize that our value is intricately tied to the vibrant community of people we engage with. We seek out individuals who are deeply passionate about their work, relish the art of problem-solving, delight in discovering solutions, and take joy in the process.

Innovation: We are forward-thinking tech enthusiasts working on the present while envisioning the future. Our cadre of visionaries brings creative insights to address current challenges, nurturing ideas, identifying opportunities for enhancement, fostering transparent communication, and serving as a source of inspiration to both our team members and business associates.

Accountability: With over four decades of industry-leading expertise in security, digital identity, and the Internet of Things, our team embodies the highest standards of integrity and professionalism. Our members are characterized by their unwavering honesty, reliability, loyalty, inclusivity, and respect for others. We take full responsibility for our actions, regardless of the outcome, and view every experience as an opportunity for learning and growth.

Impact: Catalyzing Positive Transformation. Our employees contribute to shaping a brighter future through their involvement in pioneering technology. Simultaneously, they play a pivotal role in cultivating an improved workplace by offering feedback to our leadership, knowing that their voices are genuinely valued and respected.

Authenticity: We demystify intricate technology, ensuring accessibility for individuals spanning the spectrum from experts to novices. Our workforce experiences a nurturing environment where they can authentically be themselves, enjoying a sense of safety, security, and comfort. Each team member is respected and cherished for their unique identity, with the assurance that their thoughts and viewpoints are not only acknowledged but also hold significant weight within the team.

Talent: We recruit industry-leading professionals known for their exceptional skills. We foster continuous growth by offering training opportunities, enabling our employees to excel. Our team members have the privilege of applying their innate talents and honed expertise in their roles, deriving genuine satisfaction from their work, finding it intellectually engaging, and aspiring to advance in their careers.

Fun: Embracing enjoyment and laughter is a key ingredient in our work culture. We understand that our workplace is enriched when we infuse it with fun. We actively seek team members who find joy in their tasks, share a zest for problem-solving, and take delight in the journey while achieving solutions.

Job Summary

The Regional Sales Manager, New England, reports to the National Sales Manager and is responsible for driving sales and profit growth in the New England region by overseeing all aspects of business development. This role involves managing a dealer channel consisting of dealers, integrators, and resellers while generating pull-through business with strategic end-users.

Responsibilities

• Manage and enhance relationships with dealers, integrators, and resellers within the region to ensure alignment with the company's objectives.
• Facilitate sales calls and engagement with strategic end-users to drive demand and sales growth.
• Develop short and long-term sales strategies that align with regional goals and objectives.
• Implement effective sales techniques to increase the region's sales volume and market share.
• Lead strategic planning efforts, manage leads, provide accurate sales reporting, and offer sales forecasting to support regional success.
• Assist in system design and cost estimating to meet customer needs effectively.
• Collaborate with architects, engineers, specifiers, and consultants to influence product specifications and project outcomes.
• Conduct end-user seminars and actively participate in regional and national trade shows to promote products and services.
• Provide field-level sales support and training to ensure the success of the dealer channel.
• Lead and direct the work of others, providing technical guidance and assistance as needed.
• Address and resolve conflicts effectively to maintain positive relationships with partners and customers.
• Manage and exceed customer expectations to ensure a high level of satisfaction.

Style/Cultural Mindset

• Commit to understanding and delivering high-quality results that align with our mission.
• Make decisions based on data and analytics to inform strategic choices.
• Take decisive action and learn from productive failures to drive continuous improvement.
• Trust and respect the roles and responsibilities of your team members.
• Foster open and transparent communication within the organization.
• Value authenticity and straightforwardness, making complex technology accessible.
• Promote a community-centric approach, collaborating with passionate problem-solvers.
• Emphasize continuous innovation, thinking creatively to address current and future needs.
• Uphold the highest standards of integrity and professionalism, taking full responsibility for actions.
• Catalyze positive transformation, contributing to technological advancements and workplace improvements.
• Celebrate individuality and authenticity, creating a nurturing environment where unique perspectives are valued.
• Support talent development through continuous growth opportunities and training.
• Balance work with enjoyment, finding joy in tasks and delight in solving problems.
• Strive for excellence while maintaining a healthy work-life balance.

• Desired candidate locations include Connecticut, Massachusetts, Maine, New Hampshire, Rhode Island, and Vermont.
• Bachelor’s Degree in Business, Marketing, Computer Science, or a related field.
• Relevant certifications (e.g., CISSP, CISM, or sales certifications) are advantageous.
• Familiarity with security concepts, technologies, and market trends.
• Ability to explain technical products and services to non-technical stakeholders.
• Familiarity with consultative selling and solution selling techniques.
• Proficient in using CRM software (e.g., Salesforce) to manage sales pipelines and client relationships.
• Excellent negotiation and closing skills.
• Exceptional verbal and written communication skills.
• Strong presentation skills, capable of engaging C-suite executives.
• Ability to analyze market trends and client needs to tailor sales approaches.
• Skilled in creating and delivering data-driven sales strategies and reports.
• A minimum of 2 years of sales experience in a technology or SaaS industry
• Some history of sales success (President’s Club or similar recognition)
• Disciplined to follow defined processes, yet creative to recommend/build new, scalable approaches to selling.
• Ability to develop relationships and engage at all levels with partners and end users (Sales to C-suite)
• Ability to learn and demonstrate both enterprise software and complex hardware solutions to partners.
• Ability to work with minimal supervision.
• History of achieving and exceeding assigned sales activity targets.
• Polished verbal and written communication skills.
• Must be willing to travel roughly 70% within a region to partner onsite meetings, partner offices, events, etc.

Characteristics Desired

• Intellectually sharp and highly motivated, with a relentless drive for success.
• Brimming with high energy and contagious enthusiasm.
• A hands-on approach, finding satisfaction in rolling up sleeves and "getting it done," whether independently or in collaboration with others.
• Possesses outstanding character and a magnetic personality.
• A dedicated team player who is genuinely invested in the success of others, fostering a true enjoyment of collaborative work.
• Strikes a balance between working smart and working hard. We all commit to doing whatever it takes to achieve our goals and mission, without engaging in unnecessary tasks, mere "face time," or prioritizing form over substance.

Pay & Compensation

At Hirsch, we believe in rewarding our team members fairly and transparently. Your base salary is a critical component of our comprehensive compensation package, designed to reflect your skills, experience, and performance. We provide a structured salary range that allows for growth and advancement as you progress in your role. Our compensation philosophy ensures that your contributions are recognized and rewarded, promoting both your professional development and personal well-being.

Base Salary Range: $100,000-$130,000 with an OTE of $175,000.

Total compensation package includes:

• Competitive Base Pay
• Fidelity 401(k) + Company Match
• 11 Company Paid Holidays
• 6 Days of Sick Pay
• Unlimited Paid Time Off
• Medical, Dental, & Vision Insurance
• FSA/HSA
• Fun Employee and Family Events
• Employee Wellness Program
• Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
• A range of discounted products and free services

Hirsch encourages candidates who believe they might be overqualified or outside the expected range to apply, as most positions allow room for up-leveling for an extraordinary candidate. Employment offers are subject to a confidential pre-employment background check.

Equal Opportunity Employer

Hirsch is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity, believing that a diverse workforce enriches our company culture and enhances our ability to serve our customers effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Hirsch does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.