Regional Manager - Latin America
Top Employers Institute is the global authority recognising excellence in people practices. We assist companies in accelerating these practices and further enriching their worlds of work. Through the Top Employers programme, participants are audited, certified, and recognised as employers of choice. Established more than 30 years ago, the Top Employers Institute now certifies over 2 300 organisations in 121 countries. These certified companies positively impact the lives of over 12 million employees globally.
Purpose and Contribution to the Company Strategy
The regional manager role is pivotal in the execution of the Top Employers Institute commercial purpose. That purpose is to enrich the world of work through the increased impact of the HR certification programme. This is achieved through the realisation of new business and renewal targets and the management of existing contracts. In addition, the role carries management responsibility for the wellbeing and culture of a regional hub. It reports to a Regional Director and forms part of the Sales Leadership team.
Key Responsibilities
Sales revenue growth across the Territory in line with company P&L targets:
- Prepare the regional territory plan and participate in the forecasting process to maintain up to date budgets and initiate corrective measures where needed to meet the (revised) targets
- Create and manage relevant and achievable goals for each account manager and provide regular feedback
- Ensure accurate forecasting and pipeline visibility in Salesforce
- Work in partnership with the Central Marketing team to localise and deploy regional marketing activities to promote lead generation and customer advocacy
Sales Leadership:
- Oversee all aspects of sales operations, including recruiting and training staff and maintaining the territory
- Act as a contributor to the commercial community
- Provide leadership and direction to the account managers and in the territory office
Maintaining and sharing regional expertise:
- Possess a deep understanding of your territory’s local politics and culture to effectively execute a localised version of the company’s growth strategy
- Act as an ambassador to the company and promote a positive and enthusiastic attitude throughout the team and to wider internal and external stakeholders
- Actively seek feedback from clients (external and internal) and ensure that all relevant information is communicated back into the business
Contribution to and leading high-performance sales culture:
- Reinforce a high-performance sales culture through coaching and best practice sharing
- Create, develop, and maintain an engaged and positive team working culture
- Foster a performance & development climate that brings out the best in our people, by managing the performance, development, and engagement of the team
Competencies
Company competencies (for everyone):
- Collaboration
- Customer focus
- Global perspective
Leadership competencies (for managers):
- Courage
- Empowerment
- Focus & finishing
Key success competencies (in addition to company competencies):
- Plans and aligns
- Ensures accountability
- Communicates effectively
- Drive results
- Develop talent
- Drives engagement
- Manages ambiguity
Qualification Criteria
- Minimum of 7 years’ successful sales experience to start (pref. selling a service B2B) Collaboration
- HR knowledge/understanding is important; Experience selling to senior HR representatives is highly advantageous
- Strong network within HR corporate USA
- Bachelor's level education – or equivalent working experience
- People managerial skills and experience
- English mandatory, other languages a plus
Top Employers Institute offers
Purposeful Impact. Global Connections. Versatile Working Environment.
At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self.
At Top Employers Institute, we believe in:
- Living our human-centric approach (flexible working conditions, including the flexibility to work from home or from the office)
- Thriving in a multicultural environment
- Growing meaningfully
- Leadership culture based on trust
- Plenty of room for initiatives and own responsibility
- We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about
- We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years
- Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world)
- Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago)
Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here!