Regional Sales Manager

ESSENTIAL PURPOSE OF THIS POSITION:

The Regional Sales Manager (Broadband) plans, maintains, and manages Superior Essex' sales in the Southcentral territory. This individual is responsible for the management of sales to distribution, distribution sales to contractors and end users, independent sales representative organizations. This individual will also be involved in the execution of technical specification activities to increase the brand image and brand identity for all Superior Essex products. The individual will accomplish this through targeted customer calls, technical presentations, speaking engagements, and partner activities and support

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Involvement in development and implementation of Distributor, Representation and Contractor Programs such as:
  • Training
  • Joint sales calls with Reps and Distribution
  • Maintenance of company Database
  • Program Updates
• Conduct training as needed/required
  • End users, contractors, representatives
• Serve as Superior Essex contact for assigned end users
• Establish relationship with contractors and distributors
• Provide feedback to Product Management regarding new business opportunities and help efforts to justify new investments
• Supporting business development
• Individuals will coordinate their efforts with other Superior Essex RSM's, NAM's and Specification Engineers, and manufacturers' representatives in their area of responsibility thru:
  • Joint calls
  • Seminars
  • Training
• Communicate with Marketing regarding competitive environment and product enhancements as required
• Gain insight into customers' internal corporate initiatives and respond with suggestions for programs and tools positively differentiating Superior Essex from the competition
• In an effort to assist in measuring performance, the employee shall meet the following objectives:

• Follow-up on leads/new contacts and establish a relationship with end users, contractors, and distribution in territory.
• Update projects and accounts in CRM tool on a weekly basis
• Via a conference call or face-to-face meeting, discuss accounts, targets, and opportunities with each manufacturer's representative firm on a bi-weekly basis.
• Work jointly with BSS team, NAM's, Public Network and Government sales group to target opportunities.
• Meet assigned sales objectives in target product lines on an annual basis

SKILLS AND ABILITIES REQUIRED:

The candidate must be able to perform all essential duties and must be extremely strong in areas of:

• Broadband OSP market knowledge
• Superior communication (written and verbal) talents, presentation, and negotiation skills
• Technical comprehension of the properties and standards (fiber and copper) for Outside plant cable for both aerial and underground, this includes drops and hybrid cables.
• Requires ability to effectively present information and respond to questions from top management, clients, and customers
• Candidate must possess the ability to derive an optimal solution in an environment containing conflicting or limited product requirements and performance characteristics

EDUCATION AND EXPERIENCE REQUIREMENTS:

• BS/BA and/or
• Minimum of 15 years relevant telecom industry experience.
• Current familiarity and contacts in the designated territory is required as the candidate will be responsible for immediately uncovering and developing opportunities
• Experience in Distribution and Manufacturing preferred.

LICENSES OR CERTIFICATIONS:

• BICSI RCDD certification preferred

COMPUTER EQUIPMENT AND SOFTWARE REQUIREMENTS:

• Ability to use a PC or laptop, and the Windows operating environment
• Proficient knowledge of Microsoft Excel, PowerPoint, and Word