Regional Account Sales Manager

NRTC is hiring a Regional Account Sales Manager to grow revenue and retain accounts across an assigned portfolio of member organizations. The role manages sales and contract renewals, pursues upsell and cross-sell opportunities, and coordinates with internal teams to address account concerns.

Responsibilities:

• Developing a professional business relationship with top leadership roles within the assigned account portfolio, which will be necessary to identify key opportunities and to sustain the long-term loyalty of the account
• Drive monthly revenue growth within assigned accounts by identifying, pursuing, and closing upsell and cross-sell opportunities for NRTC products and services
• Own contract renewal activity from advance planning through negotiation and execution to retain contracted revenue and minimize revenue loss
• Research account needs, purchasing priorities, and competitive alternatives to position NRTC solutions, pricing, and capabilities and convert qualified opportunities into sales
• Sell additional products, service upgrades, and complementary solutions to expand NRTC’s share of business within existing member accounts
• Develop and execute account sales plans that prioritize recurring revenue growth, renewal opportunities, and disciplined progression of deals through the sales process
• Identify and close sales of new solutions and pursue qualified opportunities for new customer development
• Prepare and present compelling sales and renewal proposals, address objections, and negotiate agreements through close in accordance with company guidelines and processes
• Meet or exceed established sales and account retention goals, with a focus on contract renewals, incremental sales, and monthly recurring revenue growth
• Meet daily, weekly, monthly, and quarterly sales activity and metric expectations through targeted outreach, opportunity qualification, proposal follow-up, and closing activity
• Conduct targeted product demonstrations, webinars, and sales meetings either in person or via remote video that establish business value and advance purchasing decisions; ensure demonstration solutions are functional and ready for use
• Plan for and attend trade shows, statewide meetings and other industry conferences and set meetings with representatives of assigned portfolio companies who are in attendance
• Schedule regular site visits at the account portfolio members’ location for the purpose of relationship building and/or identification of opportunities
• Coordinate with internal departments to resolve barriers to sales and renewals and support effective handoffs of service and support needs while maintaining focus on revenue-generating activity
• Maintain accurate and timely records in NetSuite of sales activities, renewal status, opportunities, next steps, and required sales metrics
• Own the sales and renewal pipeline, forecast revenue and anticipated close dates, identify at-risk renewals, and maintain account portfolio information related to existing solutions and potential new solutions
• Other duties as assigned

Requirements:

• Excellent knowledge of business finance and a high level of familiarity and experience selling to customers in the rural telecommunications industry
• Strong consultative selling, objection-handling, negotiation, and closing skills, with the ability to secure renewals and expand contracted services
• Ability to manage and prioritize sales and renewal pipeline, maintain accurate CRM records, and forecast revenue and anticipated close dates
• Understanding of recurring revenue metrics, including MRR, renewal rates, revenue retention, and expansion revenue
• Ability to influence purchasing decision-makers and communicate business value to secure renewals and additional sales
• Ability to produce a business case that delivers a compelling financial argument to purchase a solution/service offering
• Ability to be self-directed and motivated
• Strong knowledge of value-added technology or managed service investment
• Strong knowledge of the principles and application of an ROI model
• Strong computer skills, including knowledge of Microsoft Office applications
• Excellent communication, negotiation, persuasion and partnering skills
• Ability to partner and collaborate within one's team and cross-functionally
• Bachelor's degree in business or related field
• Possess a strong work ethic, highly enthusiastic
• Five (5) years outside sales experience selling a technical product to end user accounts
• Experience in selling to top-level executives
• Demonstrated track record in consultative selling solutions
• An equivalent combination of education and experience may be considered
• Software and managed services sales experience preferred, with a focus on recurring revenue sales