Regional Business Development Manager

This territory will cover MO, LA, MS, AL, KS and AR- must live in one of these states!

Position Summary

The Regional Development Manager (RDM) will lead new business initiatives across their assigned sales region which is critical to the growth plans for the company. This important contributor to the Sales team will incorporate commercial strategies to increase new business opportunities across multiple platforms to both utilities, large municipalities, and/or communications service providers. The RDM will leverage customer and industry relationships to promote the brand and to develop value-added selling opportunities. Success requires a proven track record in the areas of territory management, pipeline development, prospecting / new business development, forecast accuracy, and exceeding quarterly sales targets.

Responsibilities

· Achieve company quotas for profitable sales bookings and new business revenue targets

· Ability to understand the buying cycles in targeted accounts and align them to sales strategy: prospect identification, relationship development, opportunity qualification, value-based proposal creation, accurate resource forecasting, strategic action planning, contract negotiations, focused deal closing, and service delivery

· Develop strategic account plans and overarching win strategies for assigned Sales Territories & Regional Accounts

· Effectively represent the company and communicate its core value proposition, suite of offerings, and associated business impacts to utility and communications customers and prospects

· Track, analyze, and report relevant sales and pipeline metrics to communicate account progress and to efficiently utilize the company organizational support

· Build, extend, and manage a diverse network of contacts including utility, telecom, and fiber executive stakeholders, key partners, and industry consultants

· Spearhead account expansion activity by driving effective cross-selling across the company. Offer specialties to increase customer spend and attain greater “wallet share” for combined locating and advanced infrastructure services offerings

· Gather market and customer intelligence to help the organization develop and deliver expanded offerings around dedicated services and innovative, data-informed commercial models

· Work alongside Marketing to develop commercial collateral, customer case studies, business presentations, etc. that advance commercial initiatives

· Actively engage the customer community at industry events, conferences, and client meetings

· Represent the organization in a manner consistent with its core values and team-based approach.

Requirements

· Ability to travel ~25-50% to customer locations and conferences

· 5+ years’ experience working within the utility, construction and/or communications industries preferred

· 5+ years of sales experience with a proven track record of territory management and new business development

· Bachelor’s degree, advanced degree preferred

· Persuasive communication and presentation skills

· Experience accessing and leveraging CRM and sales analysis tools (e.g. Salesforce)

· Market development and demand generation expertise

· Background in service industries, ideally with utility or infrastructure-related fields

Base plus uncapped commission; first year target 150k