POSITION TITLE: VP, Broadband Sales
POSITION OBJECTIVE: Leads the Broadband Sales organizations (regional and national accounts) to scale Clearfield’s commercial efforts across broadband and telecommunications markets focusing on fiber connectivity products and solutions. Drives profitable revenue growth through direct sales and channel partners, market expansion, and commercial execution. Strengthens customer relationships, while fostering a high-performance sales culture. Transfers company strategy into timely and practical execution, instilling a measurable strategic sales process to drive a robust sales opportunity funnel. Ensures the organization is structured, resourced, directed, and capable of delivering against the requirements of the business plan and strategy. Proactively drives sales initiatives to successfully deliver against forecast on a monthly, quarterly and yearly basis. Leads the Sales Leadership Team responsible for contributing and collaborating on the tactics and strategies needed to achieve sales goals. Provides cross-functional leadership to ensure execution and conversion of opportunities.

POSITION REQUIREMENTS:

• BS in Business, Marketing or a relevant Engineering or a related technical field. MBA Preferred.
• Minimum of ten years of progressive sales leadership experience within broadband, telecommunications, or related technology sectors.
• Strategic hands-on leader with deep industry knowledge and a proven track record of sales success in a competitive and evolving market.
• Possesses deep industry knowledge, customer credibility, and a proven ability to lead through complexity and change.
• Exceptional leadership, communication, negotiation, interpersonal, and strategic planning skills.
• Ability to successfully operate in a matrixed environment.
• Ability to successfully navigate through change.
• Developing and improving sales team performance.
• Work with and apply robust sales processes and tools including CRM, funnel management etc.
• Experience in growing product lines across geographic and customer segments and the ability to achieve short- and long-term goals in a dynamic market.
• Proven track record of successfully leading sales teams to deliver sustained revenue growth and market expansion.
• Deep understanding of broadband and telecommunications industry dynamics, sales cycles, major players, and customer needs. Strong executive and leadership level relationships with Tier 1 and Tier 2 Telecom, MSO, and Distribution customers.
• Combines strategic and tactical experience, team management, a solid grasp of finance, manufacturing and operations, engineering, and marketing knowledge and experience to impact sales.
• Demonstrated ability to learn the inner workings of the product and to translate that knowledge into benefits for a customer.
• Ability to tolerate ambiguity, be flexible and adaptable and make quick course corrections when necessary.
• Proficiency with Windows based software platform and Proficiency with CRM systems (such as Microsoft Dynamics) and sales analytics tools.
• Ability to travel extensively (50%) to meet with team members, key accounts, partners, industry events, and Clearfield leaders.

• Create, develop and lead a professional and high-performance sales organization able to deliver aggressive revenue growth in existing accounts, maximizing market share and developing new accounts.
• Translate corporate growth strategies into actionable sales initiatives and measurable KPIs.
• Strategically plan, develop, and execute against an aggressive Sales Plan to meet or exceed the strategic revenue target goals and drive profitable growth. Proactively define opportunities for growth, keeping abreast of market and competition developments.
• Identify and pursue new market opportunities, key customer segments, and strategic partnerships to expand Clearfield’s footprint in the broadband and telecom marketplace. Lead efforts to strengthen customer relationships, portfolio sales, margin, and improve overall profitability of both existing and new accounts.
• Drive year-over-year revenue and margin growth through direct customer engagement, channel development, and OEM/partner alignment. Expand market share in service providers (Tier 1–3), MSO’s, utilities, WISP’s, and broadband infrastructure builders.
• Establish pricing strategies, customer segmentation, and sales incentive plans aligned with growth goals.
• Lead and implement programs to optimize against targets.
• Measure/report business performance to key stakeholders and the Executive team. Oversee sales forecasting, pipeline management / sales funnel, and CRM utilization. Monitor sales performance against targets, analyze sales data, and adjust strategies proactively to optimize results. Provide regular reports and insights to senior leadership.
• Build a strong appreciation of the competitive market, keeping abreast of key trends, predictions and activities to ensure the sales organization has strong professional relationships with key influencers.
• Build long-term, value-adding relationships with customers and channel partners. Cultivate and maintain strategic relationships, including executive relationships, with key customers, partners, and industry stakeholders. Drive customer satisfaction, retention, and long-term loyalty.
• Drive business development activities through the sales organization including the identification of new market opportunities. Stay abreast of market trends, technological advancements, competitor activity, and regulatory developments impacting the broadband and telecommunications market. Adapt sales strategies to maintain a competitive edge. Negotiate, review, and execute contracts with key strategic customers.
• Coordinate new product introduction and lead contract negotiations with Strategic Accounts.
• Communicate the vision and goals to the team to ensure clarity of mission.
• Form positive working relationships with critical business functions to ensure speedy issue resolution, proactive sharing of business intelligence, and coordination of activities
• Manages the day-to-day activity of the regional and national account sales leaders:
• Recruit, hire, and develop team skills.
• Set, measure, and report on performance against targets on a weekly, monthly, quarterly and annual basis.
• Implement methods, inspire, and motivate staff to develop courteous, responsive, and professional customer service and create drive to meet sales goals.
• As appropriate, encourage staff participation in seminars, lectures, industry meetings/conferences, and other educational opportunities to increase awareness and understanding of the advertising/public relations/communications community, as well as marketing for Clearfield.
• Conducts regularly scheduled sales training meetings, sets regular monthly goals, and periodic sales contests.
• Recommend changes in technology and procedures that improve service quality.
• Lead and mentor a high-performing sales team members, fostering collaboration, accountability, and continuous improvement. Build bench strength through recruiting, training, coaching, and performance management tailored to the dynamics of telecom market needs. Instill a culture of accountability, integrity, and high performance.
• Work closely with marketing, product management, finance, and operations to ensure sales initiatives are aligned with product offerings, brand messaging, and business goals. Provide market feedback to influence product development and positioning.
• Performs other responsibilities as apparent or assigned.