Direct Sales Manager

Job Description

Job Description

The Dobson Fiber Direct Sales Manager leads an assigned outside sales team to achieve Dobson Fiber Business sales goals. The Dobson Fiber Direct Sales Manager trains and coaches the performance of outside sales in all Dobson Fiber markets to ensure that corporate sales and retention strategies are followed and goals are achieved.

The position works in an office setting, handling customer visits and sales ride-alongs. It is part of a budget-driven sales organization under pressure to meet ambitious sales goals and will involve people management and complexity. The use of a personal or company car to travel occasionally to customers’ locations within the system is an expectation of the role.

Primary Responsibilities and Essential Functions

Essential functions of the role include leadership, planning, communication, administration, and self-development. Primary responsibilities within these functions include :

• Develop a professional sales culture. Serve as a role model for the sales team in all business aspects.
• Balances the urgency of meeting budget goals with a focus on team success.
• Hires and builds a sales team with the ability and resources to achieve sales and retention goals.
• Coaches, develops and manages the performance of the outside sales team to ensure they have the capabilities required to meet targets for revenue growth, service, productivity, quality, and optimization of customer satisfaction within assigned areas.
• Serves as a subject matter expert or advisor on selected customer sales and handles issues escalated by team members.
• Facilitates segment-specific strategic planning to maximize market share and revenue and maximize the potential of the team’s account lists. Assigns accounts to appropriate account representatives, considering growth, cost of sale, and client potential.
• Sets sales goals and other defined sales metrics for outside sales representatives based on corporate / regional sales goals for the assigned market.
• Develop appropriate territory structures for geographical and / or vertical markets.
• Develops account forecasts and manages the sales team to achieve maximum revenue while maintaining profitability.
• Communicates customer concerns, sales opportunities, implementations, and related issues within the sales team across the local systems. Recommends and coordinates solution implementation with various Dobson Fiber organizations.
• Leads sales team meetings to coordinate sales efforts and communicate changes in direction, products, policies, expectations, processes, and standards.
• Works with the Sales Administrator to ensure customer leads received from their direct reports are passed to the Outside Sales Representatives as appropriate.
• Coordinates and maintains effective working relationships with other Dobson Fiber departments to ensure high-quality customer service.
• Controls expenses while meeting or exceeding corporate revenue goals and maximizing product margin.
• Attends job-related training and informally remains current on technical information regarding Dobson Fiber telephony, data products and sales through completion of required / recommended training programs.
• Creates and participates in opportunities to serve as a public representative and image builder of Dobson Fiber in the local community to network, develop, and maintain Dobson Fiber’s presence, e.g., promotes and / or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils.

Qualifications Minimum

Preferred