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Responsibilities
- Represent and sell the company's full range of products and services within a specified geographical area.
- Manage KPIs including revenue, profit margin, retire quota, and mix of products/services.
- Develop and execute a sales plan for all potential and present customers.
- Create and execute Key Account Plans for priority customers.
- Maintain customer prioritization engagement expectations.
- Develop a call rotation plan.
- Provide territory data for company forecast procedures.
- Own margin improvement and annual territory growth.
- Utilize a customer relationship management (CRM) system.
- Maintain and capture leads, sales activities, and other relevant customer information.
- Use month-to-month forecasting tools integrated in the CRM.
- Partner with Inside Sales Representatives (or other colleagues) to exceed revenue targets, meet margin expectations, and ensure superior service.
- Develop customer relationships through attending trade shows, seminars, and similar events.
- Build collaborative relationships with supplier partners to drive revenue, margins, and key accounts.
- Promote collaboration with:
- Field Systems Engineers, OEM Development Manager, and Marketing.
- Procurement and Operations staff.
- Finance staff, including Credit, Collections, and Accounts Receivable.
- Suppliers and key business partners.
- Complete administrative tasks proactively.
- Plan first month's firm itinerary and second month tentative.
- Submit expense reports on a weekly basis.
Requirements / Key Experience
- 5+ years of telecommunications industry sales experience required.
- 3-5 years of network active electronics or passive infrastructure equipment sales experience required.
- Distribution/materials experience strongly preferred — candidates from a manufacturer or service-provider background who have worked directly with product inventory and materials (not solely service sales) are a strong fit. General wireless/carrier service sales experience (e.g., retail or B2B mobile service sales) does not, on its own, meet this requirement.
- Channel sales experience required.
- Existing telecom industry contacts, including customer contacts within the specified territory, required.
- Bachelor's degree in business or a related field preferred.
- Bilingual in Spanish is a plus, though not required.
- Proficiency with computers and relevant software applications, including CRM, required.
- In-depth knowledge of the following required:
- Service Provider
- Utility and MSO networks
- Inside/outside plant
- Fiber connectivity
- Layer 3 Networking
- Carrier Ethernet
- Optical transport
- Familiarity and demonstrable knowledge of the OSI 7-Layer Standards Model.
- Understanding of Packet and IP network applications.
- Knowledge of the products used in fiber optic cable network construction.
- Experience selling professional and value-added services and solutions.
- Able to work in a fast-paced, self-directed environment.
- Professional presentation and negotiation skills required.
- Excellent verbal and written communication skills.
- Strong decision-making, problem resolution, and creative thinking skills.
- Thrives in a true team environment.
Other Qualifications
- Able to travel 50-75% of the time within the territory, primarily by car with occasional flights for trade shows or vendor meetings.
Benefits
- Comprehensive medical, dental, and vision coverage, with the employer covering the large majority of premium costs
- 401(k) with company match
- Additional ancillary benefits (e.g., pet insurance, identity theft protection)
- Company credit card for travel and accommodations, plus a vehicle allowance
- Opportunity to grow with a stable, sales-driven company expanding into new markets (including data centers)
JOB ID: 180175
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Katie Winkler