Position Overview
The Account Director is considered a strategic sales resource with the responsibility of developing and implementing business plans for direct sales of dark fiber, “lit to dark” services, construction services and services related to wholesale customers. This is achieved by creating and maintaining strong relationships, supporting specific customer opportunities, leading the offer development processes, identifying individual customer communication requirements and delivering value added solutions.
The AD is responsible for monthly and quarterly sales and revenue generation, cash flow via upfront contractual down payments and the individual’s performance will be measured against monthly, quarterly and annual quotas as established by management. Account development, customer relations and negotiations of terms and pricing are required skills.Essential Job Functions
- Account Management: maintain and cultivate client relationships at management and executive levels.
- Develops new prospects and interacts with existing customers to increase sales of products and/or services.
- Incorporate executive summary, Return on Investment (ROI) analysis and solutions designed to develop customer-specific proposals and presentations.
- Leverage industry knowledge, applications, and product knowledge in order to find and close opportunities.
- Build, analyze and manage sales funnel, pipeline, and all activity against quotas.
- Travel associated with sales: Trade shows, developmental activities.
- Proposal and pricing development, negotiations.
- Overall revenue growth, customer satisfaction, and the full scope of FiberLight’s relationship performance within a portfolio of one or more assigned customers; including retentions and acquisition activities.
- Administrative responsibilities related to record keeping, reporting and sales projections.
Requirements
- 6+ years of relevant sales experience.
- 4+ years consultative sales experience, business planning and executive positioning.
- Successful, direct outside sales experience in wholesale markets.
- BA, BS Business/Marketing/Management or equivalent industry experience.
- Valid Driver’s License.
- Very strong interpersonal, organizational and especially communications skills.
- Understanding of technical specifications of telecommunications networking from both the ISP and OSP perspectives.
- Proficient with PCs, Microsoft Office applications, Outlook, mapping software such as DeLorme and MapInfo.
Physical Requirements
- Must be able to sit, stand, walk, stoop, kneel and reach.
- Must be able to speak, write, read and understand English.
- Must have visual acuity.
- Must be able to lift 0-25 pounds.
