Regional Account Manager

Regional Account Manager 1 Eastern PA/NJ

Job Summary

Responsibilities

• 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.

• Requirements / Key Experience

• 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

• 1 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.

• Other Qualifications

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

Benefits

• 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)