Director of Outside Sales, Contractors and Wireless

Job Description:

The Director Outside Sales, Contractors and Wireless reports to the Head of Direct Sales and will be a primary driver of new business in our served markets, primarily PCS/Cellular Wireless OEMs and service providers as well as developing general purpose accounts.

The ideal candidate has knowledge and expertise in sales and customer service best practices. He/she is responsible for sales and account management activities and will partner with NWS contractors and telecommunications industry customers.

Responsibilities

• Achieve and exceed established monthly sales and call quotas

• Develop sources of sales leads and actively prospect for new sales opportunities

• Conduct various prospecting activities, including telemarketing, cold calling, lead referrals, etc. in sufficient volume to ensure that sales targets are met

• Keep up to date the records in company CRM, providing forecasts and activity reports as required

• Attend regular sales meetings, training, and performance review sessions

• Establish effective business relationships with key decision makers

• Develop an understanding of the customer's business needs and future requirements

• Collaborates with the team and prepares professional written and/or verbal proposals targeted to the Key Decision-Makers in the customer's terminology, that clearly communicates the company solution and our Value Proposition to the customers' business problem

• Negotiating contracts, initiating orders, and pursuing everything with energy, drive, and a need to finish

• Initiating post sales activities, to ensure services sold are meeting ongoing customer needs; providing additional training to new customers as required

• Complete the necessary documents for the efficient processing of customer orders

• Provide feedback on marketing materials and products / services

• Develop sources of sales leads and actively prospect for new sales opportunities

• Other duties as assigned from time to time by the leadership

Additional Responsibilities & Qualifications

• Strong relationships in the wireless resale, liquidation, and contractor ecosystem preferred.

• Strategic thinker with strong analytical skills and a deep understanding of pricing, margin, and recovery optimization.

• Exceptional negotiation, communication, and presentation skills.

• High level of commercial acumen and comfort working with cross-functional stakeholders.

• Experience with CRM systems and data-driven pipeline management.

• Ability to travel up to 50% as needed.

Work Experience

• 10+ years of experience in sales, with a strong focus on wireless, contractor channels, or secondary markets.

• Ability to develop technical understanding of the company's products and services, and articulate that understanding internally and externally.

• Excellent verbal, written, interpersonal, and diplomacy skills are required .

• Experience with commercial/contract negotiation principles and working to achieve successful outcomes.

• Experience with CRM systems .

• Strong planning and organizational skills are required

KPI's (Key performance Indicators)

• Territory Sales Revenue Growth

• Definition: Total revenue generated from all accounts within the assigned territory.

• Goal: $250,000 in monthly revenue or 10-15% year-over-year growth in territory sales.

• New Customer Acquisition

• Definition: Number of newly onboarded customers/accounts within the territory.

• Goal: 2-3 new accounts per month, or a targeted new-customer revenue amount per quarter.

• Existing Account Growth / Wallet Share Increase

• Definition: Revenue growth from existing customers through cross-sell or upsell of telecom products.

• Goal: 10-20% increase in average account spend per year or a minimum upsell revenue target per quarter.

• Customer Visit / Activity Targets

• Definition: Volume of quality customer interactions such as onsite visits, demos, surveys, and strategic meetings.

• Goal: 12-20 in-person visits / calls per week and 95% compliance with activity logging.

• Pipeline Development & Forecast Accuracy

• Definition: Strength, accuracy, and size of the sales pipeline.

• Goal: Maintain a qualified pipeline at 3-4X monthly quota and keep forecast accuracy within ±10-15%.