Position Title: Senior Regional Sales Manager (P4)
Company Summary
Crown Castle is the nation’s largest provider of shared communications infrastructure: towers, small cells and fiber. It all works together to meet unprecedented demand—connecting people and communities and transforming the way we do business. Whenever you make a call, track a workout or stream music and videos, we’re the ones providing the communications infrastructure that makes it all possible. From 5G and the internet of things to drones, autonomous vehicles and AR/VR, we enable the technologies that help people stay safe, connected and ready for the future. Crown Castle is publicly traded on the New York Stock Exchange (CCI), is part of the S&P 500 and is one of the largest Real Estate Investment Trusts in the US.
We offer a total benefits package and professional growth development for teammates in any stage of their career. Along with caring for our teammates, we’re an active member in the communities where we live, work and do business. We have a responsibility to give back, which we do through our Connected by Good program. Giving back allows us to improve public spaces where people connect, promote public safety and advance access to education and technology.
Role
The Senior Regional Sales Manager is responsible for delivering YoY revenue growth and driving sales innovation to increase Crown market share and new business opportunities. Accountable for entire sales cycle, understanding competitive landscape, and leverages tools to analyze market conditions for assigned geography.
Responsibilities
Primary point of contact to customer senior management and RF contacts (Network Director, Executive Director, and RF Engineers/Managers) for site selection, recurring tower leasing pricing, contract terms and execution, and overall customer satisfaction.
Work closely with internal data science team to present network enhancement justification to customers solved through leasing Crown Castle’s portfolio of assets.
Lead entire sales cycle of prospecting new business, pre-call planning, presenting, closing and developing post-close feedback loops for tower-leasing and services opportunities.
Responsible for market rate pricing on recurring rent and provide guidance to Regional Sales Managers on pricing matters.
Act as territory subject matter expert for assigned region and develop accretive solutions to address geographical conditions and competition.
Sell Crown Castle’s value add proposition and lead new business for non-contracted revenue to provide YoY leasing growth.
Share weekly sales updates to Regional Sales Director and internal partners to inform the business on revenue trends based on customer interactions and analysis.
Meet or exceed quarterly MCC and services revenue targets and ensure accuracy of forecasted revenue.
Defend the core business by understanding the competitive landscape and mitigating churn. Leverage tools such as GIS and FAA filings to analyze market conditions and address with customers.
Stay abreast of technical topics and changes and how they affect the customers’ future activity. Participate in continuing education to keep current on both technology and selling techniques.
Chair strategic planning meetings to stay ahead of the business and proactively sell to customers. Collaborate frequently with internal partners to ensure continuity of business on deals sold.
Maintain up to date knowledge of contract terms and conditions and act as ambassador to the markets regarding the Master License Agreements. Adhere to Company policy regarding generation and execution of all contract and legal documents related to sales process.
Develop modeling of recurring and non-recurring financial terms along with lease-up demand analysis for proposed tower capital investment transactions for custom collocations.
Education/Certifications
Bachelor’s Degree in Business (or related field) or equivalent work experience required
Experience/Minimum Requirements
Minimum eight (8) or more years wireless experience
Minimum of five (5) or more years sales experience
A valid driver’s license is required
Successful track record in prospecting new business, negotiation, and managing to a sales target
Ability to understand and apply market intelligence to sales strategy
High level of financial and business acumen, able to analyze and solve problems with varying degrees of complexity
Expectations
Motivated problem-solver; must be willing to take on assortment of roles/responsibilities to meet evolving customer demands
Exceptional oral and written communication skills
Excellent customer service, communication and interpersonal skills
Exceptional financial acumen
Experience in a customer facing role, sales or project management
Strong proficiency in Excel and PowerPoint, along with Crown’s application process and tools
Strong proficiency in CRM systems to collect and analyze customer data
Background in wireless/telecom industry
Superior sales, negotiation and project management skills
Knowledge of financial drivers of telecom business
Proven leadership skills
Ability to work independently
Ability to teach and influence internal stakeholders on customer strategies
Organizational Relationship
Reports to: Director Regional Sales
Title(s) of direct reports (if applicable): N/A
Working Conditions: This role falls into our hybrid work model working in the office Tuesdays, Wednesdays, and Thursdays. On Mondays and Fridays, teammates on the hybrid schedule will have the option to work from the office or home. There is an expectation of collaboration with teammates and stakeholders for moments that matter that could require travel.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
