Position Overview 

 

The Account Director is considered a strategic sales resource with the responsibility of developing and implementing business plans for direct sales of dark fiber, “lit to dark” services, construction services and services related to wholesale customers. This is achieved by creating and maintaining strong relationships, supporting specific customer opportunities, leading the offer development processes, identifying individual customer communication requirements and delivering value added solutions. The AD is responsible for monthly and quarterly sales and revenue generation, cash flow via upfront contractual down payments and the individual’s performance will be measured against monthly, quarterly and annual quotas as established by management. Account development, customer relations and negotiations of terms and pricing are required skills.

 

 

Essential Job Functions

 

Account Management: maintain and cultivate client relationships at management and executive levelsDevelops new prospects and interacts with existing customers to increase sales of products and/or servicesIncorporate executive summary, Return on Investment (ROI) analysis and solutions designed to develop customer-specific proposals and presentationsLeverage industry knowledge, applications, and product knowledge in order to find and close opportunitiesBuild, analyze and manage sales funnel, pipeline, and all activity against quotasTravel associated with sales: Trade shows, developmental activitiesProposal and pricing development, negotiationsOverall revenue growth, customer satisfaction, and the full scope of FiberLight’s relationship performance within a portfolio of one or more assigned customers; including retentions and acquisition activitiesAdministrative responsibilities related to record keeping, reporting and sales projections

 

 

Requirements

6+ years of relevant sales experience4+ years consultative sales experience, business planning and executive positioningSuccessful, direct outside sales experience in wholesale marketsBA, BS Business/Marketing/Management or equivalent industry experienceValid Driver’s LicenseVery strong interpersonal, organizational and especially communications skillsUnderstanding of technical specifications of telecommunications networking from both the ISP and OSP perspectivesProficient with PCs, Microsoft Office applications, Outlook, mapping software such as DeLorme and MapInfo

Physical Requirements

 

Must be able to sit, stand, walk, stoop, kneel and reachMust be able to speak, write, read and understand EnglishMust have visual acuityMust be able to lift 0-25 pounds