Northland Communications is a nationally-recognized organization specializing in providing a variety of quality communication services that meet the needs of consumers and businesses located in smaller communities. We are seeking an assertive, goal orientated individual with the charisma and an exceptional aptitude to build and foster relationships through a team environment. Bring your business skills and we will provide an industry career path, surrounded and supported by our seasoned-professional staff and management.
This individual will join our team in the position of: Regional Sales Director
The Regional Sales Director will be responsible for coordinating all strategic and tactical efforts for the attainment of Commercial Sales Revenue and Retention objectives across multiple Northland Communications systems. Responsibilities include oversight and ongoing mentoring and development of Regional Account Executives (AEs) and Senior Account Executives. Provides Senior representation support to the sales team with the ultimate goal of attaining the company's commercial growth and profitability targets. Leverages and maintains individual rapport with key accounts which proves the value of company’s products and services. Staffs and directs a sales team, and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Leads the development of business plans, sales strategies and action plans for identified accounts and targets that are clearly defined by objectives, goals, win strategies, schedules, and action assignments.
In this position you will:
- Serve as Northland Communications Senior Sales representative throughout a defined geographic territory responsible for the establishment and maintenance of Northland Communications' brand presence within local chambers, EDC’s and municipalities.
- Be both operationally and capital efficient through the prioritization of new customer capture to balance top-line revenue growth while achieving required Return of Capital targets.
- Be expected to leverage all Carrier/FTTT, K-12 schools anchor initiatives to capture select new market/customer opportunities.
- Collaborate with Operations functions and Market Business Managers to deliver network builds and customer installations on-time & on-budget exceeding customer satisfaction expectations.
- Provide overall sales team management, contract negotiations, pricing strategies and application assessment. Supporting Direct/Indirect reports by participating and leading in client prospect meetings and engaging other corporate resources as required.
- Coordinate with Market Business Managers, will design and implement strategic market expansion plans in order to grow both market share and Network footprint.
- Consistently monitoring the sales activity of the team, and tracking the results within company CRM.
- Develop sales modules and participates in account planning, and identifies strategic opportunities which lead to the penetration of new accounts, and increase and grow existing revenue. Reviews business plans, sales strategies, and action plans for identified accounts to make sure objectives, goals, win strategies, schedules, and action assignments are clearly defined.
- Maintain rapport with key account leadership, and establishes new relationships across the entire account base. Drives the strategic direction and growth of the company by providing support to sales team with the goal of accomplishing sales objectives. Collaborates on overall tactical and strategic plans to secure new revenue and maintain and grow current revenue base.
- Build a high-performance team; hires and retains the right talent in the right roles; sets goals, delegates work, holds reports accountable; develops and empowers direct reports to make decisions and take action. Demonstrates Company’s values, maintains a positive open demeanor, encourages different points of view, moves team forward through change; provides timely information; communicates context for business decisions; recognizes accomplishments; fosters teamwork and collaboration.
- Oversee the creation of campaigns designed to penetrate key accounts and target markets. Identifies new targets, markets and opportunities. Contributes to overall database of prospects, as well as formulation of on-going programs to facilitate sales initiatives. Stays abreast of industry trends, and assesses market and competition.
- Develop and maintain account plans and detailed sales forecasts. Conducts accurate sales forecasting and achievement of sales targets.
- Other duties as assigned.
Required Skills:
- 7-10+ years of technology sales management experience combined with a proven track record of success in a similar enterprise environment
- Minimum 5 years Managing other Sales Directors across geographically diverse territories.
- Must have a proven track record of building and executing sales strategies to penetrate, close, and manage business.
- Experience managing and closing complex sales-cycles with Enterprise, Government, Education, and Bulk Commercial Customers
- Proven success of working within a highly matrix organization
- Strong quantitative and analytical skills, including knowledge of key ROI and TCO principles
- Experience managing the sales cycle from Line of Business champion to the C level
- Key industry knowledge and ability to effectively articulate the Northland’s value proposition and service delivery methodology.
- Track record of over-achieving quota (top 10-20% of company) in past positions
- Effective written and verbal communications skills, including the ability to present to large and small audiences
- Demonstrated leadership skills
- History of effective hiring and training of new Account Executives
- Must be able to manage existing complex data enterprise network accounts, involving Network infrastructure, network design and custom applications.
- Strong negotiation and closing skills as well as knowledge of the city area are required.
- Requires a professional demeanor with strong communications skills – verbal and written.
- Strong attention to detail with good organizational skills.
- Strong ability to prioritize with good time management skills.
Desired Skills:
- Strong knowledge of CRM and/or software applications and value proposition
- Experience selling large Multi-location/market technology solutions is strongly preferred
- Must be able to thrive in a fast-paced work setting
Northland offers an exciting benefits package including subsidized employee and dependent medical, dental and vision insurance, 401(k), company paid life insurance, vacation, holiday and sick pay and educational assistance. Voluntary life insurance and disability coverage are available.
Equal Opportunity Employer. Pre-employment drug test, motor vehicle record and background check required.
