Regional Sales, Manager

Regional Sales, Manager

Job Responsibilities:

This position can also be filled in Herndon, VA.

General Summary: Responsible for managing SMB Sales Managers focused on driving revenue, building and maintaining relationships, and achieving an established sales market quota. Contributes to sales success by systematically driving the strategy, planning, and execution within an assigned SMB region.


Essential Duties and Responsibilities:

• Manages, coaches and develops Sales Managers to recruit, build, develop and retain a team capable of delivering solid, bookable revenue with XO's product portfolio in order to meet all plan objectives. Create a results-driven, customer focused, solutions oriented environment which holds every team member accountable for delivering individual and organizational results.
• Must be able to support assigned territory in order to develop a SMB sales strategy, while maximizing all sales recruiting efforts associated with the model.
• Ensures sales teams achieve revenue and P&L targets by shaping structure prospecting tactics, strategies and market territory coverage, while creating an activity based sales culture.
• Partners with customers through a strategic and consultative sales approach to understand their business needs, issues, strategies and priorities to deliver a value-adding business solution.
• Creates and maintains accurate account plans and reviews with senior level XO management.
• Ensures the following processes are being completed: project plans; business cases; and pricing and OE quality meet assigned thresholds, etc.
• Develops and participates in account planning, reviews business plans, sales strategies, and action plans for identified objectives with senior level XO management to ensure goals, win strategies, schedules, and action assignments are clearly defined.
• Oversees the creation of campaigns designed to penetrate key accounts and target markets. Contributes to overall database of prospects, as well as formulation of on-going programs to facilitate sales initiatives. Stays abreast of industry trends, and assesses market and competition.

Minimum Qualifications:

• Education: Bachelor's Degree in related field, such as, Business Administration, Sales, and or Marketing or equivalent relevant work experience.
• Licensures:
• Relevant Work Experience: 10 or more years of relevant work experience. 5 or more years of relevant results-oriented sales management experience with progressively increasing responsibilities within the telecommunications industry.

Minimum Qualifications:

Specific Computer Skills

Software
• MS Office (Word, Excel, Outlook, and PowerPoint)

Databases
• Proficient with database management; i.e., Siebel, , etc.
Operating Systems
• Windows NT/XP

Other Job Specific Skills
• Proven ability to attract, develop and lead a high performance sales team.
• Proven ability driving/achieving aggressive sales plan objectives.
• Proven ability to set goals and objectives, communicate those goals effectively and direct and motivate an organization to successful goal attainment.
• Outstanding communication skills with the ability to articulate and present ideas that establish executive credibility while building positive professional relationships.
• Possess excellent verbal communication and presentation skills up through large accounts. Able to present in both small and large group settings.

• Expert knowledge and experience in senior account management, time management, business case and financial analysis.
• Advanced knowledge, understanding, and experience in MPLS, IVR, Data, ISP, Voice, and hosting and managed services.
• Proficient in contract negotiations.
• Expert account management skills.
• Strong customer orientation.