Telco Director Business Development

at  Osmose Utilities Services

Overview
This position is responsible for direct sales of all Osmose services Telecommunications Market and coordinating sales efforts with Product Managers when team selling is required. Manage assigned customer base to increase sales, profits, market share and support brand image.

THE IDEAL CANDIDATE WILL EITHER BE CO-LOCATED WITH ONE OF OUR LARGE TELCO ACCOUNTS, LUMEN, BRIGHTSPEED, VERIZON, METRONET, AT&T OR NEAR A MAJOR AIR-HUB WITHIN THE UNITED STATES AND HAVE A WORKING KNOWLEDGE OF THE TELECOMMUNICATIONS COMPANIES WITHIN THE US AND CANADA.

Responsibilities

• Manage and drive your assigned accounts to reach and exceed the REV$ targets as assigned by Profit Center – I.e. Core and TS.
• Drive the Telco accounts assigned to continuously increase Osmose wallet share of customer spend and to increase the number of service codes being sold into each Telco account.
• Penetrate assigned Telco account’s outbound management and “make-ready” engineering space.
• Tracking where their Telco accounts are planning to deploy fiber on IOU networks and send “JU—Inbound leads” to the responsible IOU DBD so they can be actioned appropriately.
• Support Project Management teams in the effective and efficient execution of large Telco accounts … i.e. manage REV$ forecast with PM & OPS and ensure it’s accuracy in CRM.
• Identify “near term” Revenue opportunities through “pull in” work across fiscal years or additional customer budget availability.
• Understand fully – with PM & OPS – the annual customer budget allocated to the execution of Telco related project work and work actively with the both the customer and the Osmose team to both ensure the customer budget is secured and the customer spend is maximized annually.
• Initiate and effectively conduct sales calls and presentations to established and prospective customers for relevant Osmose Telco services, as well as teach and mentor others on the team to effectively do the same.
• Initiate and effectively conduct sales calls and presentations to established and prospective customers for all Osmose services and products. Create relationships with contacts inside each utility at various levels including senior level executives.
• Create sales plans and schedules that ensure market coverage with the appropriate contact frequency, based on business priorities and value.
• Coordinate sales activity with General Managers-Operations as needed to maintain existing customer base and support sales calls to new customers.
• Use customer and market intelligence to advise the Contracts team on proposal development and craft specific language when necessary. Submit price recommendations to Vice President-Business Development and Contracts team after gathering sufficient production and scheduling information from Operations.
• Work closely with Operations to sync crew availability with project schedules and customer expectations.
• Produce, in concert with the Vice President-Business Development, an annual sales forecast for assigned accounts and update the forecast on a regular basis to maintain its accuracy.
• Record and maintain customer and contact information for all accounts, utilizing the systems and processes provided or requested by the Company.
• Develop and implement annual plans to improve personal professional performance and effectiveness. Participate in and contribute to company sales and product training initiatives. It is the direct responsibility of the Directors – Business Development to further their own training and self-development.
• Contribute to other projects and plans, not specifically noted, necessary to minimize bureaucracy and redundant activities and to achieve the Company’s financial objectives.

Qualifications

• Bachelor’s degree with related experience in sales and/or management (or an equivalent combination of education and experience); a background in the utility industry preferred.
• Must possess leadership and self-motivational qualities.
• Willingness to travel overnight and work varied hours, when necessary, to achieve desired results. Travel approximately 80%.
• Must have a valid driver’s license and clear driving history.

Benefits

Come grow with us! Full-time employees enjoy a comprehensive benefits package that includes:

• Medical Insurance and Health Savings Account with company contribution
• Dental, Vision, Life Insurance, STD, LTD, Critical Illness Plan and more!
• 401(k) with excellent company match
• Paid time off

Osmose is an Equal Opportunity employer. EOE M/F/Disabled/Ve

• Manage and drive your assigned accounts to reach and exceed the REV$ targets as assigned by Profit Center – I.e. Core and TS.
• Drive the Telco accounts assigned to continuously increase Osmose wallet share of customer spend and to increase the number of service codes being sold into each Telco account.
• Penetrate assigned Telco account’s outbound management and “make-ready” engineering space.
• Tracking where their Telco accounts are planning to deploy fiber on IOU networks and send “JU—Inbound leads” to the responsible IOU DBD so they can be actioned appropriately.
• Support Project Management teams in the effective and efficient execution of large Telco accounts … i.e. manage REV$ forecast with PM & OPS and ensure it’s accuracy in CRM.
• Identify “near term” Revenue opportunities through “pull in” work across fiscal years or additional customer budget availability.
• Understand fully – with PM & OPS – the annual customer budget allocated to the execution of Telco related project work and work actively with the both the customer and the Osmose team to both ensure the customer budget is secured and the customer spend is maximized annually.
• Initiate and effectively conduct sales calls and presentations to established and prospective customers for relevant Osmose Telco services, as well as teach and mentor others on the team to effectively do the same.
• Initiate and effectively conduct sales calls and presentations to established and prospective customers for all Osmose services and products. Create relationships with contacts inside each utility at various levels including senior level executives.
• Create sales plans and schedules that ensure market coverage with the appropriate contact frequency, based on business priorities and value.
• Coordinate sales activity with General Managers-Operations as needed to maintain existing customer base and support sales calls to new customers.
• Use customer and market intelligence to advise the Contracts team on proposal development and craft specific language when necessary. Submit price recommendations to Vice President-Business Development and Contracts team after gathering sufficient production and scheduling information from Operations.
• Work closely with Operations to sync crew availability with project schedules and customer expectations.
• Produce, in concert with the Vice President-Business Development, an annual sales forecast for assigned accounts and update the forecast on a regular basis to maintain its accuracy.
• Record and maintain customer and contact information for all accounts, utilizing the systems and processes provided or requested by the Company.
• Develop and implement annual plans to improve personal professional performance and effectiveness. Participate in and contribute to company sales and product training initiatives. It is the direct responsibility of the Directors – Business Development to further their own training and self-development.
• Contribute to other projects and plans, not specifically noted, necessary to minimize bureaucracy and redundant activities and to achieve the Company’s financial objectives