Regional Sales Manager

Position Title: Regional Sales Manager (P3)

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.

Role

The Regional Sales Manager is responsible for driving customer approvals for recurring lease pricing, contract terms and execution. Transactional leader of business terms and dashboard management to ensure MCC targets are met or exceeded. Collaborates with cross-functional teams throughout the closing process.

Responsibilities 

• Primary point of contact to customer mid-level management (Site Acquisition Managers, Area Managers, Real Estate Managers) for recurring tower leasing pricing, contract terms and execution.
• Serve as sales lead for problem-solving and closing transactions with MRR/MCC and provide revenue assurance related to Crown Castle’s site rental revenue business. 
• Maintain consistent communication with customer decision-makers to obtain approval of business terms, signing of new contracts and reduction in pipeline fallout. 
• Generate leads to Sr RSM for upfront services by evaluating third party performance and analyze customer trends and demand for site acquisition services. Increase win rate percentage on upfront services.  
• Share weekly sales updates to Regional Sales Director and internal partners to inform the business on revenue trends based on customer interactions and analysis. 
• Ensure the sales dashboard (e.g. One Sales CRM) is compliant with work in progress and MCC forecast information is current and accurate with /- 5%.
• Review, research, and address customer vertical envelope overages as identified by construction or drone flight. Manage all customer communication and track outcomes via determined methods.
• Maintain and contribute to Key Account Management Sales Plan for assigned customers that define desired selling outcomes and actions for delivering revenue surety and scale.
• Identify cross-sell opportunities outside of contracted revenue (e.g. excluded sites, new upfront services pay points, new offerings from Product Team, and license term extensions with additional revenue) to enable additional leasing of Crown Castle assets.
• Participate in financial modeling of NRC and MRC terms along with lease-up demand analysis for proposed tower capital investment transactions for custom collocations. 
• Plan and organize offsite customer business development events.
• Serve as local expert on customer MLA pricing and terms for assigned account(s) and geographic area. 
• Meet or exceed quarterly MCC and services revenue targets and ensure accuracy of forecasted revenue. 

Education/Certifications

• Bachelor’s Degree in Business Administration, Marketing, or related field required

Experience/Minimum Requirements

• Proven track record of at least 5 years in sales management, preferably in a regional capacity.
• Minimum 5 years of wireless experience.
• Ability to travel within the U.S. as needed. 
• Demonstrate ability to develop and execute sales strategies to meet and exceed targets. 
• Successful in prospecting new business with excellent communication and negotiation skills.
• Proficient in CRM software and other sales management tools.
• Strong business acumen and understanding of financial principles.
• A proactive and results-oriented mindset with a focus on driving revenue and profitability. 
• Ability to understand and apply market intelligence to sales strategy.

Expectations

• Motivated problem-solver; must be willing to take on assortment of roles/responsibilities with customer accounts
• Exceptional oral and written communication skills
• Excellent customer service, communication and interpersonal skills
• Experience in a customer facing role, sales or project management
• Strong proficiency in MS Excel and PowerPoint, along with Crown’s application process and tools

• Background in wireless/telecom industry
• Knowledge of financial drivers of telecom business
• Ability to work independently
• Ability to teach and influence internal stakeholders on customer strategies

Organizational Relationship

Reports to:  Regional Sales Director

Title(s) of direct reports (if applicable):  N/A

Working Conditions: This role falls into our hybrid work model working in the office Tuesdays, Wednesdays, and Thursdays.  On Mondays and Fridays, teammates on the hybrid schedule will have the option to work from the office or home.  There is an expectation of collaboration with teammates and stakeholders for moments that matter that could require travel. Estimated travel is 25%.