Regional Manager - Sales

TDS Telecom•Madison, WI

14d•$115,800 - $188,200•Hybrid

About The Position

The Regional Manager - Sales position serves as the principal market-based leader for all sales, revenue generation, and promotion activity in the assigned growth territories which may include; cable, CLEC, ILEC, expansion, and acquisition markets. The primary objective of the incumbent is to lead a team of managers to ensure that commercial sales resources are fully utilized to maximize sales revenues, and meet corporate objectives on a consistent basis. This role will also focus on optimal sales team staffing and training readiness of sales professionals. The Regional Manager-Sales collaborates with the Vice President - Sales to develop financial and operational objectives, ensures operational plans are aligned with business objectives, and contributes to functional strategy development and tactical execution. The incumbent directs the acquisition, retention and growth activities for the assigned growth markets and leads a management team in the various sales channels which may include outside sales, inside sales, account management, and indirect channel. The role oversees the execution of the “go to market” strategy by working closely with and linking personnel from the sales, account management and customer support groups with other business units including Marketing (product management, product development and lead generation teams), Human Resources (compensation and training), IT (systems), Network Services and Network Operations (back office processes and order coordination) to ensure the timely implementation of customer sales and fulfillment of the TDS value proposition and brand promise to the customer.

Requirements

Bachelors degree (or higher) -OR- 4+ years professional work experience.
Must have and maintain a valid driver’s license, insurance and have access to reliable transportation.
5+ years of sales management experience.
4+ years of telecommunications experience.
4+ years business sales experience.

Nice To Haves

Mastery of the B2B sales process and track record of developing others in sales effectiveness.
Track record of success in leading competitive telecommunications service sales team to success as measured in customer acquisition, business retention and revenue growth.
Ability to clearly and effectively set and attain goals as evidenced by a track record of setting goals, creating a work plan, establishing a reward, measuring performance, adjusting as necessary and then accomplishing the goal.
Experience in utilizing a CRM system preferably well versed with salesforce.com.
Entrepreneurial mind-set: take ownership in the development of business opportunity, take responsibility for the success of the team, identify, and pursue new revenue opportunities, and persist when faced with difficult challenges presented by internal and external sources.
A winning “can-do” attitude and strong work ethic as evidenced by a track record of success in business, education, or extracurricular activities.
Ability to work independently or interdependently depending on the circumstances and then inspire others to do the same.
History of identifying problems, gathering data, consulting others, soliciting input, weighing the facts, making decisions, and effectively implementing the decision.
Competitive orientation and the ability to think strategically.
Knowledge of finance and accounting fundamentals with the ability to support the Company’s target setting, budgeting, and forecasting needs.
Excellent verbal and written communications skills including the ability to present and explain complex issues in a clear and thorough manner as evidenced in personal interviews and via telephone.
Customer service experience and a motivation to serve others coupled with necessary empathy to quickly set any customer at ease.
Successful history of recruiting, training, and supporting sales team members.
Respect and promote inclusion and diversity.

Responsibilities

Develop, lead and mentor a team of dedicated managers who can drive our sales teams to meet and exceed goals to add customers and commercial RGUs.
Acquire, retain, and grow our assigned customer base and revenues in highly competitive markets.
Promote a “hunting” sales culture by utilizing activity-based lead measures for sales channels.
Develop territory management and customer targeting strategies to meet sales goals across TDS markets including customers, specific units (RGUs), monthly recurring charge (MRC) adds and total billed revenue (TBR).
Provide and craft company/product positioning.
Forecast monthly and quarterly sales and install performance.
Coordinate, facilitate and lead interdepartmental communication to meet marketplace needs and educate teams on competitive landscape.
Improve processes and resolve escalated customer/company problems.
Be a strong advocate for cooperative solutions that benefit TDS and customers.
Drive solutions by effectively representing the sales channels and the customer channels with product/marketing teams (idea generation, pricing recommendations, product promotion development).
Develops tactical plans for base protection, competitive threats, growth, and market development.
Crafts and implements action plans to deliver and explain our strategy and tactical plans to the field.
Collaborates with Finance and Marketing as required in the annual budgeting process and monthly forecasting.
Interface with senior management to ensure overall achievement of revenue goals and profitability on specific projects.
Maintain key customer contacts and serve as senior resource for sales negotiation with new and existing accounts.
Represent TDS throughout the service territory at local, civic, business, and charitable events.
Participate in professional organizations, trade shows, industry events and customer entertainment activities.
Maintain relationships with contacts, lead sources and key customers.
Perform other duties including department-wide assignments and special projects as required by VP–Sales.