Business Development Manager at Race Telecommunications LLC

Classification: Full-Time, Non-Exempt, At-Will

Reports to: Director of Sale

Department: Sales and Marketing

Location: Hybrid: Southern California, Lancaster, CA.

Location Status: Work will be performed onsite at our office or remotely by telecommuting up to 1 day per week. Employee will utilize personal phone or internet services to perform telecommuting without reimbursement. Occasional travel to and work from other Race offices or other off-site locations will be required.

Beware of scams that target job seekers. Race Communications will never provide a job offer without a comprehensive interview process (including in-person or secure video conferencing), request sensitive information through unsecure platforms such as email or text messaging, require candidates to pay fees, or pressure candidates to act without careful consideration. You can get more information about Race Communications at Race.com or contact our recruiting team directly.

About Us:

As the leading provider of 10G fiber internet in California, Race Communications is a company built by the needs of the communities that we serve. In collaboration with the California Public Utilities Commission and many non-profit community advocacy groups, we build next-generation fiber infrastructure where others wont, serving over 30 communities across the state.

Working for Race means being dedicated to bringing cutting-edge fiber internet to rural and urban communities, providing opportunities, enhancing technology, and enabling access for generations to come.

Summary:

The Outside Sales Manager will lead and oversee our outside sales team, driving revenue growth and expanding our market presence. This role requires a strategic thinker with strong leadership skills, excellent sales acumen, and the ability to build and maintain relationships with key clients. The Outside Sales Manager will develop and implement sales strategies, manage a team of sales representatives, and ensure the achievement of sales targets.

This individual should be able to communicate and work effectively with external service representatives and internal team members who possess a wide variety of backgrounds, personalities, and communication skills. This individual should be able to work effectively in a dynamic, fast-paced, and evolving environment while maintaining a productive professional demeanor. This individual must be capable of working independently, as well as collaboratively with other Race team members across teams and levels of our organization.

Qualifications and Experience:

• Eligibility for US Employment without sponsorship
• Minimum of 21 years of age
• A valid driver's license, subject to successful verification through a DMV check, is mandatory
• Associate degree (A.A.) in Business Administration, Marketing, Sales or a related field of study is required
• Minimum of seven years of experience in sales, outside sales preferably within the telecom sector, or a related field, with equivalent work experience in customer-facing roles required
• Minimum of three years of leadership or supervisory experience managing teams of 40+ required
• Experience with direct sales, B2B sales, and/or channel sales within the telecom sector preferred
• Strong understanding of telecommunications products, services, and technologies (e.g., broadband, wireless, VoIP, fiber optics) preferred
• Familiarity with telecom industry standards, regulations, and competitive landscape, including a comprehensive understanding of regulatory compliance, market trends, and competitor strategies preferred
• Minimum of seven years of experience in direct sales, B2B sales, and/or channel sales within the telecom sector, consistently meeting or exceeding sales targets by at least 20% annually
• Demonstrated expertise in telecommunications products, services, and technologies (e.g., broadband, wireless, VoIP, fiber optics), with a history of successfully selling complex solutions to businesses, achieving sales growth of 15% or more year-over-year
• Advanced proficient in CRM systems and sales analytics tools such as Sales Rabbit, Tableau, and Salesforce required
• Lead and manage outside sales representatives to achieve a target of 44 door-to-door sales per month, aligning efforts with market demand and company objectives
• Ability to travel moderate distances by both car and foot to meet with clients and outside sales representatives onsite or in field, as needed
• Willingness to participate and occasionally travel to attend sales and marketing events, contributing to the company's outreach efforts and client acquisition strategies
• Ability to travel to multiple work sites, work overtime, weekends, holidays, or off hours as needed
• The ability to effectively communicate in English, including speaking, reading, writing, and comprehension, as necessary for effective job performance and workplace communication
• Proficiency in Spanish Language desirable

Skills:

• Proficient use of MS Office applications including Teams, Word, Excel, and PowerPoint; teleconferencing applications
• Functional use of common office equipment, computers, and office software
• Strong time management skills, with the ability to manage priorities and workflow
• Commitment to accuracy and high standards for quality of work
• Ability to work with all levels of team members and management
• Excellent problem resolution and customer service skills
• Ability to deal effectively with a diversity of individuals at all organizational levels
• Strong organizational skills that reflect ability to perform and prioritize multiple tasks seamlessly with excellent attention to detail
• Excellent verbal and written communication skills
• Ability to work on complex projects with general direction and minimal guidance
• Versatility, flexibility, and willingness to work within constantly changing priorities with a sense of urgency
• Good judgement with the ability to make timely and sound decisions
• Highly resourceful team-player, with the ability to also be extremely effective independently
• Ability to effectively present information and respond to questions
• Ability to distinguish colors and audible tones

Essential Duties and Responsibilities:

Team Management and Development:

• Manages a team of outside sales representatives, outside sales leads, and outside sales supervisors providing guidance, support and motivation
• Supports recruiting efforts, builds, trains, and oversees the outside sales team
• Provides coaching and mentoring to sales team members to enhance their performance and career development
• Fosters a positive and motivating work environment that encourages teamwork and high performance
• Conducts regular performance evaluations, offers constructive feedback and support to facilitate continuous improvement

Outdoor Sales Strategy and Planning:

• Develops and implements comprehensive outdoor sales strategies to attain predefined sales objectives
• Analyzes market trends and customer preferences to tailor sales approaches effectively
• Utilizes Sales Rabbit platform to enhance sales efficiency and productivity
• Trains team members on Sales Rabbit tools and techniques for optimized performance
• Conducts market analysis to identify new opportunities and understand competitor activity

Customer Relationship Management:

• Builds and maintains strong relationships with key clients and prospects
• Addresses customer inquiries, concerns, and feedback promptly and effectively
• Ensures high levels of customer satisfaction and retention

Monitor Sales Metrics and Performance:

• Assists and tracks key performance indicators (KPIs) set by Director of Sales and marketing, to measure sales team performance
• Analyzes sales metrics regularly and takes corrective actions to ensure sales goals are achieved

Compliance and Ethics:

• Ensures compliance with all company policies, industry regulations, and ethical standards
• Promotes a culture of integrity and accountability within the sales team
• Maintains confidentiality of sensitive information and adhere to data protection policies

Sales Meetings and Training Sessions:

• Engages in regular sales meetings to discuss progress, challenges, and strategies
• Conducts training sessions to enhance the skills and knowledge for outside sales team

Manage Key Accounts and Build Strategic Client Relationships:

• Cultivates and nurtures relationships with key accounts to foster long-term partnerships
• Identifies opportunities for upselling and cross-selling to maximize revenue

Ability to Travel Throughout CA:

• Flexibility to travel extensively throughout California to meet with clients, attend meetings, and oversee sales operations
• Ensures compliance with travel policies and procedures while optimizing travel efficiency

Collaboration and Coordination:

• Collaborates with marketing, customer success, operations, product management, and customer support teams to ensure seamless coordination and alignment of sales efforts
• Participates in cross-functional meetings, initiatives, and projects to drive business growth and customer success

Vehicle Maintenance and Travel:

• Maintains vehicle/equipment pre-op/post-op to be prepared to perform required duties
• Maintains a clean driving record as defined by the current fleet insurance underwriter
• Spends a significant portion of the workday traveling in a vehicle visiting various locations and spending time both indoors and outdoors including businesses and/or residents depending on the nature of the job
• May be required to work overtime, after hours, on weekends, for emergencies, or be on-call as needed to ensure work is completed

Safety Awareness and Compliance:

• Observes hazards and reports any concerns or accidents to a supervisor or safety professional; participates in the investigation process as needed
• Understands, completes, and signs off all pre-job safety planning tools at the start and end of the shift; completes all required safety-related paperwork
• Understands and responds appropriately to all safety hazards and warning devices (e.g., back-up alarms, smell of smoke, fumes, odors, different colored warning tags, warning sirens)
• Upholds a secure work environment by adhering to regulations, procedures, and company policies, ensuring safety standards are consistently maintained
• Adheres to safety protocols and guidelines outlined in the Race employee handbook and job description to promote a safe work environment

Other duties as necessary may include but are not limited to:

• Successfully complete assigned training and examinations, as well as participate in ongoing performance and development reviews, and goal setting
• Be available to participate in internal or external meetings, special functions, and professional development opportunities
• Cross-train and share knowledge with other team members
• Support routine tasks
• Maintain a professional appearance, hygiene, and demeanor

Managerial Responsibilities:

• Follows team procedures and guidelines, along with policies outlined in the Race Communications Employee Handbook
• Assists the team with training and mentoring new team members, ensuring they have the necessary knowledge and skills for performing their jobs safely and efficiently
• Supports employees with team matters within multiple practices within the department in accordance with the organizations policies and applicable laws
• Lead and motivate team members to achieve goals, set performance standards, and provide constructive feedback through regular evaluations
• Oversee the accurate and timely submission of timecards, ensuring compliance with payroll deadlines, while addressing discrepancies or issues
• Identify training needs and facilitate professional development to enhance team skills and performance
• Address conflicts and resolve interpersonal issues within the team, fostering a positive work environment
• Manage resources effectively, ensure the team has the necessary tools to succeed, and track progress towards clear, aligned objectives
• Ensure compliance with company policies, procedures, and regulatory requirements, while keeping communication open and transparent with team members
• Report team performance and project updates to upper management, making adjustments as needed to meet targets
• Direct supervision of subordinates, along with interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

As Part of Our Team, You Will Enjoy:

• 100% Employer-paid medical, dental, vision, and life for all our employees
• 401 (k) with 100% Employer-matched up to 4% of your annual income
• Generous paid time off including sick, vacation, holiday and birthday pay
• Free Race highspeed internet and phone service where available

All offers of employment are contingent until all pre-employment requirements are met. These requirements, may include drug and background screenings as well as Motor Vehicle and DOT related screening and reporting requirements. Race will consider qualified job applicants with arrest and conviction records for employment.

All new employees will participate in the mandatory 'Speedway to Success' (Speedway) orientation at one our offices. The duration of the Speedway program spans from 1-3 weeks, depending on the position. During Speedway the schedule will vary; you may not work full 8-hour days and there may be off days. For those working remotely, virtual attendance will depend on position requirements. Further details will be provided to you during the interview process, and before your start date.

Race Communications is an equal opportunity employer who welcomes applications from individuals (with or without reasonable accommodation), with the skills, experience, and dedication to excel in their roles without regard to race, religion, color, sex/gender (including pregnancy, childbirth, breastfeeding, or related medical conditions), sex stereotype, gender identity/gender expression and sexual orientation, national origin, ancestry, physical or mental disability, medical condition, genetic information/characteristics, marital status/registered domestic partner status, age, sexual orientation, reproductive health decision-making, military or veteran status or any other basis protected by federal, state, or local law, ordinance, or regulation.

To arrange reasonable accommodation(s) for qualified individuals with disabilities, please contact recruiting@race.com to initiate the interactive process.

Updated: 12/2024