Regional Account Manager – Eastern PA/NJ

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)

Katie Winkler

Salary : $125,000