Regional Account Manager

Responsibilities

• Support current accounts, acquire new customers, maintain existing accounts, and retain customers.
• Apply principles of solution selling, identify customer needs, propose appropriate product and service solutions, and manage the sales process to closure.
• Represent and sell all company products and services in a specified geographical area (NV, UT, CO, WY).
• Reside, be willing to relocate to, or live an appropriate distance from an acceptable location within the region.
• Manage Key Performance Indicators (KPIs) including revenue, profit margin, retirement quota, and product/service mix.
• Create and execute sales plans for both potential and present customers.
• Develop and execute Key Account Plans for priority customers.
• Maintain customer engagement expectations and develop a call rotation plan.
• Provide territory data for company forecasts.
• Owning margin improvement and annual territory growth.
• Utilize customer relationship management systems (CRM) to maintain and capture leads, sales activities, and other relevant customer information.
• Use month-to-month forecasting tools integrated in CRM.
• Partner with Inside Sales Representatives and other colleagues to exceed revenue targets, meet margin expectations, and provide superior service.
• Build customer relationships through attending trade shows, seminars, and similar events.
• Collaborate with Field Systems Engineers, OEM Development Manager, Marketing, Procurement and Operations Staff, Finance Staff, and Suppliers to drive revenue, margins, and key accounts.
• Complete administrative tasks proactively, plan first month’s firm itinerary, and submit expense reports on a weekly basis.

Requirements/Key Experiences

• 5+ years of telecommunications industry sales experience preferred.
• 3-5 years of network active electronics or passive infrastructure equipment sales experience preferred.
• Channel Sales Experience required.
• Existing telecom industry contacts, including customer contacts within the specified territory, required.
• Contractor contacts preferred.
• Bachelor’s degree in business or related field preferred.
• Proficiency with computers and relevant software applications, including CRM, required.
• In-depth knowledge of Service Provider, Utility, and MSO networks, inside/outside plant, fiber connectivity, Layer 3 Networking, Carrier Ethernet, Optical transport, and the OSI 7-Layer Standards Model.
• Familiarity and demonstrable knowledge of packet and IP network applications.
• Knowledge of products used in fiber optic cable network construction.
• Experience in 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.
• Decision-making, problem resolution, and creative thinking skills.
• Thrives in a true team environment.