Regional Director Enterprise Sales at Crown Castle in New York, New York

Job Description:

Company Summary

Crown Castle works around the country to build and maintain the infrastructure behind the world’s most revolutionary technologies. As the largest shared infrastructure provider in the United States, Crown Castle owns, operates and leases more than 40,000 cell towers, 80,000 small cells and over 80,000 route miles of fiber across every major US market. This nationwide portfolio of communications infrastructure connects cities and communities to essential data, technology and wireless service – bringing information, ideas and innovations to the people and businesses that need them. Crown Castle is a NYSE S&P 500 and Fortune 500 company and one of the largest Real Estate Investment Trusts in the United States with an enterprise value of approximately $85 billion.

 

Position Title:  Regional Director Fiber Enterprise Sales - 9E       

 

Position Summary

The Regional Director, Fiber Enterprise Sales will be responsible for building, leading, and motivating teams of Sales Managers and Account Executives, for which they’ll need to set and achieve objectives around growing pipelines, closing opportunities and driving revenue to achieve and exceed corporate revenue targets and growth projections. The successful candidate is an entrepreneurial proven sales leader with the business acumen; experience and leadership skills to drive change, manage growth, and effectively scale business operations.   

 

Essential Job Functions

• Directs and oversees  Sales teams focused on selling into modules consisting of existing customer and prospect  accounts.


• Develops and manages team through a consultative business-to-business sales culture through strong leadership and coaching. Leads by example by modeling the Crown Castle’s B3 principles.


• Responsible for setting and implementing sales objectives and initiatives and ensuring sales modules are optimized. 


• Cultivate and maintain effective business relationships with executive decision makers in large/national accounts.


• Monitors reports and manages monthly, quarterly, and annual sales results,  and activity performance measures. Presents results to leadership as needed.


• Sets short and long-term sales strategies and evaluates effectiveness of current sales programs.


• Drive high level teaming and collaboration to gain the committed and motivated efforts of the company’s staff who do not report directly to the sales team.


• Ensures the implementation of improvements in business processes yielding increased sales performance, and/or higher operational efficiency through excellent time management, decision-making, and leadership skills.


• Trains sales team in solutions selling methodology.


• Adept at financially engineering deals and contract negotiations.


• Develops and motivates team to continuously build pipeline, close opportunities, and drive revenue.


• Recommends product or service enhancements to improve customer satisfaction and sales potential.


• Defines territory and acts as an escalation point for sales team and customers.


• Provides accurate sales forecasts and ensures CRM is utilized effectively.

• Leads team through the on-going goals and performance management process.

 

Education/Certifications

• Bachelor’s degree or equivalent experience required

 

Experience/Minimum Requirements

• Minimum seven (7)+ years of experience in a telecommunications sales environment.


• Minimum 5 years of sales management experience, preferably in national or strategic accounts.


• Ability to recruit and develop a professional and productive sales force in a minimum period of time


• Successful sales track record in vertical markets and/or strategic accounts.


• A consistent record of managing teams to exceed sales performance expectations and innate customer and people development skills.


• Ability to understand and apply market intelligence to sales strategy.


• High level of financial and business acumen, able to analyze and solve problems with varying degrees of complexity.


• Microsoft Office experience.


• CRM Tools.

 

Other Skills/Abilities

• Works closely with Marketing and Inside Sales on lead generation programs


• Proven planning skills with demonstrated ability to identify resource requirements, plan appropriately for problems, and to lobby and rally management and external organizations for support


• Must be recognized as a team player having the ability to influence peers and senior leadership to accept a point of view, adopt a specific agenda, or take a course of action to achieve goals


• Superior customer care, entrepreneurial attitude and ownership of strategic accounts


• Professional demeanor and poise, with the tenacity and perseverance to overcome complex challenges is required


• Strong organizational and communications skills – verbal and written


• Self-Starter


• Telecommunications or communications networking experience with emphasis on Bandwidth Infrastructure and metropolitan area networking services; Cloud Connectivity, DWDM, Ethernet, IP etc.

 

Organizational Relationship

Reports to: Managing Director

 

Title(s) of direct reports (if applicable):  Manager Fiber Enterprise Sales, Commercial Account Executive, Enterprise Account Executive

 

Working Conditions:  Works in a normal office setting with no exposure to adverse environmental conditions.

 

Additional Information:  N/A

Sales

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