Role Overview
Why The Role Exists:We aim to have a leading role in the unstoppable process of replacing mechanical keys with technology. We strive to incorporate our features and benefits into people’s daily lives. The Regional Sales Manager role involves fostering strong partnerships, driving revenue growth, and ensuring the company's products or services are effectively distributed and sold within the assigned region.
We aim to achieve a competitive advantage by proactively responding to the changing needs of channel partners and end users. SALTO is known for creating, building, and delivering best-in-class products. The vision of our decentralized Area approach to executing our services with clients means we can get closer to the customer to gain stronger understanding of their needs and preferences through real human to human (H2H) relationships. Trusted and true client feedback is critical for us to make improvements and to continue developing new offerings and services that better meet our clients evolving needs and produce results for everyone.
How is Salto North America organized?
At SALTO NA, our team is structured into two types of working groups: Areas and Core Services. Areas are geographically focused and consist of a collection of Regions, which in turn include a collection of Territories. The purpose of Areas is to exceed customer expectations by leveraging personal knowledge and understanding of our clients and partners. We empower Areas to anticipate and proactively act in the best interests of our clients, fostering local activities that are driven by insight and understanding.
Areas work in tandem with our NA Core Services Team, which serves as the foundation for their operations. The Core Services team provides resources, programs, and services to both the Areas and their clients across the United States and Canada. It encompasses consolidated administrative, HR,
Learning & Development, and accounting functions, as well as Sales program management and Marketing. Additionally, the Core Services Operations team includes Logistics, Technical Services, and Product Management.
To efficiently manage our work, we employ a four-layered approach. At the base is the production layer, which is overseen by the ensuring production layer. These layers are organized by the process & systems layer, and ultimately coordinated and prioritized by the strategy & integration layer. Each layer requires specific skills and attributes, and we actively encourage cross-training and lateral movement to foster skill development. As we operate in a rapidly growing environment, we highly value versatile team members who possess a diverse range of skills.
What is a Regional Sales Manager:
A Salto Regional Sales Manager (RSM) is responsible for executing our Channel Sales Program within their assigned region. A successful RSM must identify, recruit, and onboard new channel partners while nurturing existing ones. The RSM is responsible for achieving ambitious sales and implementation goals via channel partners while guiding them in strategizing and executing sales plans to meet or exceed their specific targets. This involves providing personal, tailored assistance, support, training, and resources to ensure partners are well-equipped to sell the company's products and services effectively. The RSM works as part of team, ensuring that his Area’s team including the Sr Regional Sales Manager, Client XSperience Manager, Technical Sales Advisor and Territory Sales Managers align and work in concert to create multiple points of influence within Salto’s Channel Partners organizations, driving the adoption and successful implementation of products and programs deeper within the partner’s operations.
Balancing the region’s market and Salto’s position within it requires staying informed and relaying customer needs as well as competitor activities is crucial to our overall success. Monitoring the performance of channel partners and identifying areas for improvement as a team is essential to track progress toward operational independence and sales targets.
The Salto Regional Sales Manager has the primary responsibility to qualify, develop and manage the Business Partners and Territory Managers within their assigned region. The RSM provides leadership and accountability to territory sales (replace sales with managers? and remove persons?) persons within their region. The RSMs are well versed in the SALTO products and services to be an effective resource to their Business Partners and end users. They have the responsibility to grow and manage the channel to deliver year over year revenue growth.
The Regional Sales Manager is responsible for analyzing the needs and developing the strategy to create sustainable and diversified growth throughout the region. This includes understanding the benefits across the breadth of products through Salto Group Companies and applying that knowledge to both the vertical market segments within the region as well as the geographical needs.
The Vision the Regional Sales Manager Must Strive to Achieve:
The Regional Sales Manager plays a critical role in aligning the channel partners' goals with Salto's overall objectives by understanding the strengths, weaknesses, and capabilities of each partner and matching them with appropriate Salto products, services and resources. The RSM manages Salto’s market presence by ensuring that the region’s partner mix adequately addresses the needs of Salto’s target market and growth aspirations.
Closer to the Customer: A customer-centric perspective and building strong and collaborative relationships is essential. The Regional Sales Manager should foster an environment of mutual trust, transparency, and support with customers, internal stakeholders, and external partners.
This includes effective communication, providing necessary training and resources, and regular engagement to address concerns and feedback. The Regional Sales Manager must solve problems before they happen by anticipating future needs and addressing them in advance. Preventing issues is always more effective than fixing them.
Sustainable Growth: At SALTO, sustainable growth relies on everyone working together to achieve success. A successful Regional Sales Manager always asks why. Don’t accept anything at “face value” if it doesn’t make sense to you. Be curious and question what you don’t understand. Healthy, vigorous debate creates better, repeatable, Win-Win solutions. There’s no better question than “Why?” Never stop asking it as it will deliver results. While effort is appreciated, we reward and celebrate results. Set high goals, use measurements to track your progress, and hold yourself accountable for achieving those results.
Fostering a Culture of Learning & Development: We aim to create a more engaged and motivated team that is better equipped to meet the challenges of a constantly evolving business landscape. Establishing shared objectives and incentives help us work toward common goals with our channel partners and end users. When all parties work towards common goals, it strengthens the partnership and motivates us all to perform better. Skills and abilities can be developed through hard work, dedication, and perseverance. We aspire to create a culture where teams are willing to take risks, learn from their mistakes, and strive for personal and professional growth together.
Building the Brand: The Regional Sales Manager makes their mark through human to human (H2H) relationships, adapting strategies and helping partners to stay ahead of the competition and meet changing market demands. We honor our clients, partners, and each other in every interaction through respect, understanding and encouragement to be our best. We thrive by consistently delivering levels of service that match the excellence of our products and exceed others' expectations.
Cultural Expectations of a Regional Sales Manager:
An effective Regional Sales Manager at SALTO should demonstrate a commitment to ethical behavior and possess the ability to successfully work with others with diverse experiences and backgrounds. Cultural expectations shape the values and behaviors of our organization, and we prioritize values such as self-criticism, transparency, honesty, a desire to excel, ambition, closeness to the customer, collaboration, and passion. These values encourage us to be accountable for our actions, seek continuous improvement, and strive for excellence in all areas of our work. At SALTO, we emphasize the importance of respecting our clients, partners, and each other in every interaction and fostering a culture of learning & development through collaboration and transparency to achieve our goals.
As a SALTO employee, effective communication skills are critical to your success. Here are some expectations around communication that you should strive to meet:
1. Providing and Receiving Feedback: You are expected to provide constructive feedback to your team and colleagues regularly. You should also be open to receiving feedback from others, as this will help you to improve your skills.
2. Conflict Resolution: You should be skilled in resolving conflicts with customers as well as within our team. This means being able to identify the underlying issues, actively listening to all parties involved, and working collaboratively to find a solution that satisfies all parties. Practice blameless problem solving. Apply your creativity, spirit,
3. Information Sharing: With appropriate respect for confidentiality, share information freely. You are expected to be transparent and share information effectively across the organization. This includes keeping team members informed about changes in the organization, sharing updates on progress, and communicating expectations around projects and tasks. Information is one of our greatest assets. Find it, share it and use it.
4. Clear and Effective Communication: You are expected to communicate clearly and effectively, whether it's through written or verbal communication. This means being concise, avoiding jargon, and adapting your communication style to the needs of your audience. Speak honestly in a way that movies the action forward. Make clear and direct requests. Say what you mean and be willing to ask questions, share ideas, or raise issues that may cause conflict when it’s necessary for team success. Address issues directly with those who are involved or affected.
5. Active Listening: You are expected to be an active listener. This means being fully present during conversations, asking clarifying questions, and showing empathy and understanding towards others. Create space for team members to express themselves without judgment. Above all, listen to understand.
Responsibility Snapshot of a Regional Sales Manager:
Some of the typical duties of a Regional Sales Manager may include:
Business Partner:
1. Qualifies: determines if potential dealers qualify to be added to our channel program as a BP
2. Completes new BP paperwork including agreement (Oversees/Ensures completion of all BP paperwork)
3. Onboarding and sales training activities
4. End User meetings with BPs
5. Quarterly Business Reviews
6. BP Tier Status accountability
7. Ability to Demonstrate all major platforms (SPACE, KS, Nebular, Gantner)
8. Understanding of all typical hardware products and appropriate use cases
Manufacturers Reps (Territory Managers)
1. Provides direction for the Territory Manager (TM).
2. Work with TMs to develop individual market strategy in alignment with Salto NA
CRM (Salesforce)
1. Maintain up to date pipeline
2. Follow up and convert leads
Leadership:
1. Manages territory sales reps
2. involves other Salto resources to assist BPs as needed
Success Factors the Regional Sales Manager will be held accountable to:
This role is held accountable for the following key results related to qualifying, developing and managing our channel business partners to increase regional revenue.
1. Ensures each business partner participates in a Quarterly Business Review (QBR)
2. Daily maintenance of CRM with goal of providing accurate sales projections, BP partner status, and QBR notes
3. Interacts with each top tier BP at least monthly and more frequently as needed.
4. Performs cadence calls with TMs territory reps no less than every other week
Recurring Commitments:
Some of the recurring responsibilities of a Regional Sales Manager include but are not limited to:
1. Daily lead follow-up and documentation
2. Weekly activity in CRM to ensure Pipeline is updated for monthly reporting and projections.
3. Providing direction to their assigned TMs
4. RSM will “attend” Monthly Meetings hosted by the Area Manager.
5. Supervisor 1-2-1 Meetings: Participate in one-on-one meetings to receive and give feedback, review and set goals, discuss career development and problem solve. Meetings are held at the necessary cadence based on individual and company needs as determined between you and your supervisor.
6. Departmental Meetings: biweekly departmental meeting participation to review results and align best practices as facilitated by your supervisor.
7. Monthly Company Town Halls: The Salto NA Team comes together monthly to discuss and review current topics to include YTD and period financial performance, trends and initiatives across multiple departments and industry segments. We celebrate wins, spotlight individual acts and openly discuss challenges.
8. Quarterly Business Reviews with internal and external partners and stakeholders.
9. Domestic and International Travel: Periodic travel to meet with BPs, End user engagement meetings, assist in trade shows.
Performance Reviews:
At SALTO, we value transparency and are committed to providing and receiving honest feedback. Open communication and dialogue around expectations are critical to everyone’s success. You can expect that as your initial probationary period expires, your supervisor will discuss topics that include an evaluation of current job performance, attendance, punctuality, adherence to company policies and procedures, and overall fit within the company culture. The review may also include discussions about your personal and professional goals and objectives. The review also serves as an opportunity for you to ask questions or provide feedback on your experience to date within the team. The overall goal of a probation period review is to determine whether we actually are a good fit together, and to identify any necessary actions that can help you succeed in your role with us.
Upon the annual anniversary in your role, we conduct an annual review to provide feedback on job performance over the past year, to identify areas for improvement, to set goals for the upcoming year, to recognize achievements, and to discuss career development opportunities. Additionally, we use annual performance reviews to help to make informed decisions regarding promotions, raises, and training programs.

SALTO Systems is a global leader in the development and manufacture of world-class hardware and software access control solutions for a variety of sectors: education, hospitality, retail, healthcare, residential, etc. SALTO revolutionized access control with the first stand-alone, battery-powered electronic lock; the SALTO Virtual Network (SVN) data-on-card technology; and the first wireless access control system that combined a stand-alone locking device with online, real-time capabilities – without wires or mechanical keys. SALTO is used in over 40,000 installations with 40 million daily users and has offices in 32 countries with a partner network that extends to every region of the globe.