Business Sales Representative – Territory Accounts

AT&T•Wilmington, NC

11d•Onsite

About The Position

The Business Sales Representative – Territory Accounts owns a defined local geography and focuses on acquiring new business from small and mid-sized companies. This outside sales role involves prospecting through cold calls, door knocking, email, referrals, networking, and local market research; setting appointments; meeting business owners and decision-makers; identifying customer challenges; and presenting appropriate AT&T solutions. Most work is performed in the field at customer locations. When not in the field, employees are expected to collaborate with their team from their assigned office location and place of work. The representative manages opportunities through the full sales cycle, from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up. The role covers AT&T business solutions across wireless, fiber, internet, voice, software-defined networking, and cybersecurity, serving businesses in a range of industries. Compensation includes a base salary and performance-based commissions. At 100% of target, annual earnings are stated as $88,100 to $137,600; the posting also lists a salary range of $43,100 to $72,500 plus commission. The role offers paid training, sales support, coaching, and sales tools, with potential career paths into larger territories, advanced sales roles, account management, and leadership.

Requirements

Two to five years of quota-carrying outside acquisition sales experience is described as ideal.
Demonstrated success acquiring new business through prospecting, cold calling, referrals, appointment setting, and disciplined follow-up with customers and in Salesforce.
Comfort spending significant time in the field visiting businesses, initiating conversations, and building relationships with owners, operators, and decision-makers.
Business acumen and ability to uncover customer needs and connect them to AT&T products and solutions.
Confidence handling objections, negotiating, asking for the sale, and advancing opportunities toward close.
Self-discipline and ability to manage daily activity, Salesforce updates, pipeline health, and quota expectations.
Ability to collaborate with the team from the assigned office location when not in the field, if available.
Valid driver’s license, satisfactory driving record, current auto insurance, and reliable transportation for field-based selling.

Responsibilities

Prospect for new business using customer prospect lists, cold calling, door knocking, email, referrals, networking, in-person meetings, and local market research.
Build a consistent customer outreach process, qualify prospects, set appointments, and advance opportunities through the sales process.
Manage a defined geographic territory, prioritize target accounts, understand local business needs, and execute a market plan supporting quota attainment.
Position AT&T solutions across wireless, fiber, internet, voice, software-defined networking, and cybersecurity.
Engage small and mid-sized businesses across industries including retail, professional services, healthcare, construction, logistics, hospitality, and local multi-site operations.
Manage the full sales cycle from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up.
Maintain accurate and consistent CRM records for calls, visits, appointments, opportunities, next steps, and forecasts.
Spend significant time in the field meeting businesses and conduct customer meetings, usually at customer locations.
Collaborate with the team from the assigned office location when not acquiring business or conducting customer visits.

Benefits

$5,500 bonus eligibility upon joining the team.
Competitive base salary and performance-based commissions.
Paid training, sales support, coaching, and access to sales tools.
Medical, dental, and vision coverage.
401(k) plan.
Tuition reimbursement program.
Paid time off and holidays, including at least 23 vacation days each year and 9 company-designated holidays, based on date of hire.
Paid parental leave.
Paid caregiver leave.
Additional sick leave may be available beyond what state and local law require; it is unprotected.
Adoption reimbursement.
Short- and long-term disability benefits.
Life and accidental death insurance.
Supplemental benefits including critical illness, accident, hospital indemnity, and group legal programs.
Employee Assistance Programs.
Employee wellness programs.
Employee discounts up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone.