Regional Account Sales Manager

NRTC•,

4d•Remote

About The Position

The Regional Account Sales Manager (RASM) is responsible for driving revenue growth, securing contract renewals, and closing upsell and cross-sell opportunities within an assigned portfolio of NRTC members. The role owns the sales process from identifying opportunities and developing the pipeline through proposal presentation, negotiation, and close, with a primary focus on meeting or exceeding sales and account-retention goals. The RASM maintains and grows monthly recurring revenue through contract renewals and sales of current and new products not already used or contracted for by assigned customers. The role also works with internal subject matter experts to address concerns raised by personnel at assigned accounts. Work is typically performed in a remote office setting and requires up to 50% travel. Existing accounts are assigned each calendar year.

Requirements

Bachelor’s degree in business or a related field.
Five years of outside sales experience selling a technical product to end-user accounts.
Excellent knowledge of business finance and substantial familiarity and experience selling to customers in the rural telecommunications industry.
Strong consultative selling, objection-handling, negotiation, and closing skills, including the ability to secure renewals and expand contracted services.
Ability to manage and prioritize a sales and renewal pipeline, maintain accurate CRM records, and forecast revenue and anticipated close dates.
Understanding of recurring revenue metrics, including MRR, renewal rates, revenue retention, and expansion revenue.
Ability to influence purchasing decision-makers and communicate business value to secure renewals and additional sales.
Ability to produce a business case with a compelling financial argument for purchasing a solution or service.
Ability to work independently and stay motivated.
Strong knowledge of value-added technology or managed-service investment and of the principles and application of an ROI model.
Strong computer skills, including knowledge of Microsoft Office applications.
Excellent communication, negotiation, persuasion, and partnering skills.
Ability to partner and collaborate within one’s team and cross-functionally.
Strong work ethic and high enthusiasm.
An equivalent combination of education and experience may be considered.

Nice To Haves

Software and managed services sales experience, preferably with a focus on recurring-revenue sales.
Experience selling to top-level executives.
Demonstrated track record in consultative solution selling.

Responsibilities

Develop professional business relationships with top leaders in the assigned account portfolio to identify opportunities and sustain long-term account loyalty.
Drive monthly revenue growth by identifying, pursuing, and closing upsell and cross-sell opportunities for NRTC products and services.
Own contract renewals from advance planning through negotiation and execution to retain contracted revenue and minimize revenue loss.
Research account needs, purchasing priorities, and competitive alternatives to position NRTC solutions, pricing, and capabilities and convert qualified opportunities into sales.
Sell additional products, service upgrades, and complementary solutions to expand NRTC’s share of business within existing member accounts.
Develop and execute account sales plans prioritizing recurring revenue growth, renewal opportunities, and disciplined progression of deals.
Identify and close sales of new solutions and pursue qualified opportunities for new customer development.
Prepare and present sales and renewal proposals, address objections, and negotiate agreements through close in accordance with company guidelines and processes.
Meet or exceed established sales and account-retention goals, focusing on contract renewals, incremental sales, and monthly recurring revenue growth.
Meet daily, weekly, monthly, and quarterly sales activity and metric expectations through targeted outreach, opportunity qualification, proposal follow-up, and closing activity.
Conduct targeted product demonstrations, webinars, and sales meetings in person or by remote video; ensure demonstration solutions are functional and ready for use.
Plan for and attend trade shows, statewide meetings, and other industry conferences, and schedule meetings with representatives of assigned portfolio companies attending.
Schedule regular site visits at portfolio members’ locations to build relationships and identify opportunities.
Coordinate with internal departments to resolve barriers to sales and renewals and support effective handoffs of service and support needs while maintaining focus on revenue-generating activity.
Maintain accurate and timely NetSuite records of sales activities, renewal status, opportunities, next steps, and required sales metrics.
Own the sales and renewal pipeline; forecast revenue and anticipated close dates; identify at-risk renewals; and maintain portfolio information about existing and potential solutions.
Perform other duties as assigned.