Regional Account Manager – Eastern PA​/NJ

Job Title

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.

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.

Able to travel 50-75% of the time within the territory, primarily by car with occasional flights for trade shows or vendor meetings.

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)

Job

Katie Winkler