Regional Account Manager

Job Profile

The Regional Account Manager is responsible for sales revenue generation within a specified geographic territory or subset of customers. This will be attained through the support of current accounts, new customer acquisition, established house accounts and existing customer retention. This role will apply principles of solution selling: determine customer needs, propose appropriate product and service solutions, and manage the sales process through to close.

Responsibilities

• Represent and sell all the company's products and services in a specified geographical area:
  • Should reside in, be willing to relocate to, or live an appropriate distance from an acceptable location with the region.
• Manage KPI including: revenue, profit margin, retire quota, and mix of market and 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 Call Rotation Plan.
  • Provide territory data for company forecast procedures.
  • Own margin improvement and annual territory growth.
• Utilize customer relationship management system (CRM):
  • Maintain and capture leads, sales activities, and other relevant customer information.
  • Use month-to-month forecasting tools that are integrated in CRM.
• Partner with Inside Sales Representatives (or other colleagues) to exceed revenue targets, meet margin expectations, and most importantly, to ensure superior service.
• Develop customer relationships through attending trade shows, seminars, and similar events.
• Build a collaborative relationship 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 Experiences

• 5+ years of Telecommunications industry sales experience preferred; experience with HFC, Optical Transport, Layer2/3 Switching and Routing, Fiber Optic Access Equipment, Firewalls also a plus.
• 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 specified territory preferred.
• Bachelor's degree in Business or related field preferred.
• 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 in selling professional and value-added services and solutions.
• Able to work in 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.

Other Qualifications

• Ability to stand and walk for prolonged periods of time.
• Must be able to read, write, and speak English.
• Able to travel at least 75% of the time including overnight travel.
• Ability to utilize a computer keyboard, computer monitor, and telephone.

Manages: N/A

Reports to: Regional Sales Director