Regional Sales Manager

Position Title:  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. 

Position Summary

The Regional Sales Manager proactively identifies and maximizes opportunities to increase tower and services business for Crown Castle.  Establishes and maintains strong relationships with customers, leverages for new business, and serves as local and regional customer advocate to ensure customer satisfaction.

Essential Job Functions 

• Lead the tower and services sales effort in the district(s).
• Proactively seek new business to increase services take rate and leasing. Strive to increase the number of FTI’s (First Time Installs) on Crown towers.
• Meet or exceed established MCC and Service Gross Margin targets.
• Establish and maintain relationships with customers and prospective customers. Serve as the main point of contact for all customers and be the consultant to the customer for all new business.
• Sell the Crown Castle Value Proposition to our customers.
• Persuade prospective customers to do business with Crown Castle and negotiate tower and service revenue deals that benefit Crown and the customer.
• Actively pursue customer search rings and track search ring take rate
• Maintain a thorough understanding of assets in one’s own geographic area in order to better market and sell such assets.
• Know the competition and provide detailed analysis as required.
• Communicate frequently with applicable teams and internal departments to maintain an accurate, current understanding of existing and upcoming customer projects and issues.
• Provide accurate forecasting of MCC and Services revenue. Ensure the tower sales dashboard is accurately, updated & monitored.
• 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.
• Maintain up-to-date knowledge of contract conditions and terms for customers in geographic area. Adhere to Company policy regarding generation and execution of all contract and legal documents related to sales process.
• Attend customer and internal deployment meetings as needed.
• Keep Regional Sales Directors well informed regarding sales performance, opportunities, and customer satisfaction issues.
• Interact with and assist our Small Cell Networks (SCN) and Fiber Teams to identify business opportunities to meet business demands and provide solutions to our customers.
• Ensure that customers are satisfied with all business relations and projects. Conduct strategic planning activities to ensure customers’ project or service needs are anticipated.
• Identify new business opportunities and coordinate appropriate internal resources to formulate deal parameters and associated terms. Work with designated customer contacts to establish mutual agreement on related deal terms and drive corresponding business.
• Manage and evaluate projects at a holistic level. The Towers Account Manager will “trouble shoot” projects at a site-specific level and at the direction of the Regional Sales Manager will join face to face customer meetings.

Education/Certifications

• Bachelor’s Degree in Business, Marketing, Engineering or related field preferred

Experience/Minimum Requirements

• Minimum of seven (7) years sales experience in the wireless or telecommunications industry
• Experience and established relationships with key wireless contacts
• Existing relationships with current customer base preferred
• Experience in negotiating contracts
• A valid driver’s license is required

Other Skills/Abilities 

• Proficient in Spanish
• Excellent communication and presentation skills
• Proven record of effectively negotiating agreements and contracts
• Consultative, solutions/applications based selling ability
• Entrepreneurial spirit with the flexibility to adapt to any situation or environment
• Ability to work effectively in a team environment and take the initiative to get things accomplished
• Proven ability to establish effective relationships with customers at all levels
• Proven leadership skills
• Knowledge of the financial drivers of our business and that of Wireless Service providers
• Experience with sales in wireless/telecommunications infrastructure industry
• Working knowledge of MS Office (Word, Excel, PowerPoint, etc.)
• Excellent time management skills
• Ability to effectively manage relationships internally and externally

Organizational Relationship

Reports to:  Regional Sales Director

Title(s) of direct reports (if applicable):  None

Working Conditions: This role falls into our Hybrid 2 work model. Teammates designated as Hybrid 2 have the same expectation as Hybrid teammates - that you'll work in person each Monday through Thursday and you may work either in person or remote on Friday. Hybrid 2 recognizes that in lieu of working in the office, you may be working in the field, with customers, or your role may require business travel, which means you will be away from the office more than teammates designated as Hybrid. For this reason, Hybrid 2 teammates will use shared spaces in offices, except when space allows for assigned seating.  

Compensation Information: For New York, Colorado, California and Washington state residents the hiring range offered for this position is $115,280 - $172,920 annually. In addition to salary, employees are eligible for a sales commission plan. Employees (and their families) are eligible for medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan. Employees will also receive 18 days of paid time off each year and 12 paid holidays throughout the calendar year.

#LI-Hybrid #LI-SD1