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%.