Regional Account Sales Manager

NRTC is Member Driven and Technology Focused – providing solutions that help our 1,500 electric and telephone members bring all the advantages of today’s evolving technology to rural America. NRTC’s solutions are developed specifically to meet the needs of rural utilities and their customers, and include integrated broadband, managed services, smart grid, mobile and video solutions. We are a dynamic, growing cooperative with more than 800 employees operating out of eight office locations.

Job Summary

The Regional Account Sales Manager (RASM) is a sales-focused role responsible for driving revenue growth, securing contract renewals, and closing upsell and cross-sell opportunities within an assigned portfolio of NRTC members. The role owns the sales process from opportunity identification and pipeline development through proposal presentation, negotiation, and close, with a primary focus on meeting or exceeding sales and account retention goals. The RASM will be responsible for maintaining and growing monthly recurring revenue (MRR) through contract renewal activity and upsells including current solutions and new products through presentation of NRTC products and services not utilized or contracted for by the existing NRTC customers within the assigned portfolio. The role also will be responsible for working with internal subject matter experts to remedy any concerns raised by personnel within the assigned account portfolio.

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

Qualifications

Knowledge, Skills, and Abilities

• 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

Minimum Education and Experience

• 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

• Software and managed services sales experience preferred, with a focus on recurring revenue sales

• Experience in selling to top-level executives

• Demonstrated track record in consultative selling solutions

An equivalent combination of education and experience may be considered.

Physical Demands

• Work is typically performed in a remote office setting

• Up to 50% travel is required

• Existing accounts to be assigned each calendar year

Disclaimer:  The above job description summary is intended to describe the general nature and level of work being performed by individuals assigned to this position.  It is not intended to be an exhaustive list of required responsibilities, duties and skills.  The order in which responsibilities, duties and skills are listed is not significant.