SMB (Small Medium Business) Manager - CA Only

Race Communications•Fontana, CA

1d•$80,000 - $95,000•Remote

About The Position

The SMB Manager leads the strategic direction and performance of Race Communications’ small and medium business segment. This role drives revenue growth through effective sales leadership, targeted market development, and strong customer engagement. The SMB Manager enhances the company’s business presence by identifying market opportunities, optimizing the customer journey, and ensuring reliable delivery of fiber-based services. This position requires a proactive leader who can inspire a team, strengthen internal alignment, and champion Race Communications’ brand within the SMB community.

Requirements

Eligibility for US Employment without sponsorship
Minimum of 18 years of age
High School Diploma or GED or equivalent combination of education and experience is required
A valid driver's license, subject to successful verification through a DMV check, is mandatory
3–5+ years of experience in SMB sales, account management, or business development, preferably in telecommunications, SaaS, technology, or related industries
Proven track record of achieving sales targets, growing business segments, and managing customer relationships
Flexibility to work outside standard hours, including evenings, weekends, and holidays, as needed to meet project deadlines or address critical issues
Proven experience in leadership roles, with at least 5 years of progressively responsible experience in IT management, including infrastructure management, systems administration, network operations, and cybersecurity
Experience working cross-functionally with Marketing, Operations, and Customer Support teams
Familiarity with fiber-optic services, broadband products, or telecom industry standards
Ability to develop territory plans, market strategies, and performance forecasts
Strong understanding of SMB customer needs, buying behavior, and market dynamics
Excellent communication, presentation, and negotiation skills
Ability to analyze data, sales pipelines, and market trends to guide strategy and decision-making
Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard business tools (Excel, PowerPoint, etc.)
The ability to effectively communicate in English, including speaking, reading, writing, and comprehension, as necessary for effective job performance and workplace communication
Proficient use of MS Office applications including Teams, Word, Excel, and PowerPoint; teleconferencing applications
Functional use of common office equipment, computers, and office software
Maintains vehicle/equipment pre-op/post-op to be prepared to perform required duties
Maintains a clean driving record as defined by the current fleet insurance underwriter
Spends a significant portion of the workday traveling in a vehicle visiting various locations and spending time both indoors and outdoors, including businesses and/or residents depending on the nature of the job
Maintains awareness of potential hazards like uneven terrain, loose pets, or slippery walkways
Maintains a safe distance from aggressive or unrestrained animals
Maintains a safe distance from potential hazards in the work area, including loose pets, children, and other live obstacles
Understands, completes, and signs off all pre-job safety planning tools at the start and end of the shift; completes all required safety-related paperwork
Understands and responds appropriately to all safety hazards and warning devices (e.g., back-up alarms, smell of smoke, fumes, odors, different colored warning tags, warning sirens)
Upholds a secure work environment by adhering to regulations, procedures, and company policies, ensuring safety standards are consistently maintained
Stays current with fiber optic technologies, industry standards, and safety regulations
Follows team procedures and guidelines, along with policies outlined in the Race Communications Employee Handbook
Successfully complete assigned training and examinations, as well as participate in ongoing performance and development reviews, and goal setting
Be available to participate in internal or external meetings, special functions, and professional development opportunities
Cross-train and share knowledge with other team members
Support routine tasks
Maintain a professional appearance, hygiene, and demeanor

Nice To Haves

Associate degree (A.A.) or equivalent education in a related field of study is preferred
Experience leading or mentoring a sales or account management team is highly preferred
Background in telecom, fiber internet, or subscription-based services is a strong plus
Bilingual communication skills are considered a plus, particularly when serving diverse communities

Responsibilities

Lead and develop the SMB sales team to achieve revenue and growth targets
Create and execute sales strategies tailored to the SMB market
Manage sales pipelines, forecasts, and performance metrics
Support team members with coaching, ride-alongs, and deal guidance
Identify and pursue new SMB opportunities within Race Communications’ service areas
Build and maintain strong relationships with local business communities
Develop territory plans and outreach strategies to expand market presence
Collaborate with Marketing to align campaigns with SMB customer needs
Ensure high levels of customer satisfaction and retention among SMB accounts
Address escalated customer issues and coordinate solutions across teams
Oversee onboarding of new SMB clients to ensure smooth service activation
Maintain regular communication with key clients to understand evolving needs
Partner with Operations, Engineering, and Customer Support to ensure timely service delivery
Communicate customer requirements and feedback to internal stakeholders
Streamline processes for quoting, ordering, and service activation for SMB customers
Monitor installation timelines and resolve operational blockers
Analyze sales data, trends, and KPIs to guide strategy and adjust team direction
Provide regular performance reports to leadership
Track and evaluate team productivity, conversion rates, and revenue outcomes
Use CRM tools to maintain accurate customer and pipeline records
Contribute to annual business planning and market expansion strategies
Assess competitor activity and market shifts to refine SMB approach
Recommend new products, bundles, and pricing strategies based on customer feedback
Identify opportunities to improve the SMB customer journey from first contact to ongoing service
Ensures that the team adheres to established policies and procedures outlined in the Race Communications Employee Handbook, promoting a culture of compliance and accountability in line with organizational standards.
Leads the training and mentoring of new team members, ensuring they gain the essential skills and knowledge to perform their roles effectively and safely. Works proactively to develop a long-term training strategy for the team's growth and performance improvement.
Oversees employee support across various practices within the department, ensuring that issues are addressed in alignment with company policies, applicable laws, and organizational values. Manages conflicts and fosters collaboration across functions.
Guides the team to achieve long-term goals by setting performance standards, motivating the team, and providing regular, actionable feedback to help team members achieve personal and organizational objectives.
Ensures that timecard submission is accurate, timely, and in compliance with payroll deadlines, while addressing any discrepancies or issues. Provides direction on resolving payroll matters and ensures the team is properly supported in this process.
Identifies broader team training needs, working to implement programs that drive professional growth and elevate team skills, while ensuring development is in alignment with company objectives and future growth.
Manages interpersonal issues within the team by facilitating solutions-oriented approaches, resolving conflicts effectively, and maintaining a positive, high-performing work environment that supports collaboration and mutual respect.
Ensures the team has the necessary tools, resources, and support to succeed. Manages resources effectively, tracking progress toward aligned objectives that support both individual team success and overarching company goals.
Ensures the team complies with company policies, procedures, and regulatory requirements. Promotes open and transparent communication to maintain alignment and accountability across the team and department.
Reports team performance, project updates, and challenges to upper management, using data to recommend improvements or adjustments as necessary to meet organizational targets and improve overall team performance.
Takes a leadership role in the direct supervision of team members, including interviewing, hiring, and training employees. Plans, assigns, and directs work, ensuring performance evaluations, rewarding achievements, and disciplining where needed. Addresses complaints, resolves problems, and supports overall team dynamics.

Benefits

100% Company-Paid Medical and Dental Benefits
Free Fiber Internet Service
Competitive base salary
Comprehensive Benefits Package: 100% company-paid medical and dental insurance (starting the 1st of the month following your start date), PTO (vacation, sick), 11 paid holidays, paid birthdays, 401k matching (4%)
Free fiber internet service for all employees living in our service area

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