Sales Manager - Private Networks
KS-Overland Park, OK-Oklahoma City, TX-Dallas, TX-Houston, Virtual-US
Date published: 11-Oct-2018
Opportunity: Experienced Hire
Business Line: Telecom
Business Plan: SAM
Generates new business from both existing customers and new accounts. This includes but is not limited to, developing strategic account plans, building and maintaining strategic relationships, participating in interface activities such as trade shows, conferences, and events to foster relationships, championing the proposal effort, preparing and giving targeted sales presentations, working with Project Managers to ensure client satisfaction, and participating in the Client Satisfaction Program surveys.
Principal Duties and Responsibilities:
• Develops strategic account plans for targeted clients to meet or exceed desired Project Gross Margin (PGM); determines personnel within client organization to cultivate relationships with to win new business or maintain existing relationship; makes recommendations as to what projects to pursue based on client needs. • Initiates, maintains, and cultivates strategic relationships relative to the sector’s client base. • In conjunction with management and colleagues, coordinates client interface activities to ensure sales efforts are carried out to execute the strategic account plans leading to new projects and increased scope of work for existing projects. This includes client-focused presentations, attending trade shows, conferences, and special events to foster relationships; communicates to management what clients to target and personnel within organization to contact at events. • Champions the proposal effort in conjunction with management and colleagues by assisting in the evaluation and pricing process to win new business opportunities; participates on team to present proposals to division management and the Proposal Review Board; provides input as to what differentiators to use regarding services offered to client besides price. • Works with Project Managers and division staff to ensure customer satisfaction on current projects; follows up with clients to address concerns or issues and communicates those to management. Acts as interface with Project Manager and client to address significant changes to contract and/or scope of services. • Participates in Client Satisfaction Program which includes, recommending which clients to survey for useful feedback based on client relationships, identifying personnel within client organization to involve in survey, participating in survey process with Project Managers by interviewing/surveying clients, ensuring survey results are communicated to appropriate B&V management, following up on improvements or changes needed based on survey results, as requested. Maintains and drives action items from Client Satisfaction Feedback sessions. • Assesses the success of strategic account plans on a quarterly basis and revises as needed to ensure PGM targets are met. • Updates and tracks clients in client database, Electronic Client Resource Management System (eCRM). • Manages marketing budget allotted for travel, attending trade shows, conferences, and events. • Individual contributor with no subordinates.
Bachelor’s Degree in Management/Marketing or related field. 15+ years experience including 5+ years telecommunications industry experience All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Preferred Job Qualifications:
Preferred Competencies:; • Strong knowledge and overall understanding of telecommunications industry; knowledge of industry business drivers and motivators • Team player • Exhibits high ethical standards in business and in work. Maintains a reputation of integrity among clients. • Understanding of financial metrics including PGM, revenue, overhead costs, Profit & Loss, and Project Financials • Proposal and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms • Excellent communications/human relations and presentation skills (written, verbal, client service); ability to maintain key relationships • Self-motivated • Ability to think quickly and anticipate questions when interfacing with clients • Ability to sell; strong negotiating and persuasive skills • Ability to interface with diverse personalities • Ability to think strategically • Ability to forecast • Strong leadership skills • Multi-tasking ability (prioritize, organize, schedule work) • Good problem solving skills (identify, analyze, research, evaluate, resolve)