Commercial Sales Director

Commercial Sales Director provides strategic and hands-on leadership for RTC Communications’ business-to-business commercial sales organization, driving profitable revenue growth.

Responsibilities

• Partner with executive leadership to set growth priorities, revenue targets, territory plans, market-segment strategies, product emphasis, and annual commercial sales plans.
• Design and execute sales and business-development strategies, including prospecting, account development, partner engagement, vertical-market initiatives, events, campaigns, technical-sales support, and customer-retention programs.
• Set annual unit, revenue, margin, and gross-profit goals by evaluating historical performance, market opportunity, customer demand, product economics, competitive conditions, and organizational capacity.
• Define annual and periodic sales objectives, quotas, and performance expectations for regions, territories, products, and individual contributors; forecast volume and profitability for existing and new offerings.
• Own commercial sales forecasting and deliver accurate, timely outlooks using pipeline quality, opportunity stage, buyer actions, conversion history, sales-cycle length, risk input, and representative judgment.
• Manage the balance of sales volume, product mix, contract value, selling price, margin, and customer fit by monitoring market trends, economic indicators, competitive activity, supply and demand, and delivery capability.
• Recommend and administer approved pricing strategies, discount practices, and deal-review processes based on cost, competition, customer value, demand, margin requirements, and delegated authority.
• Identify and pursue new markets, customer segments, partnerships, products, and routes to market to support sustainable growth.
• Attend and strategically leverage key business, community, industry, trade-show, and customer events to build relationships, generate leads, and strengthen RTC’s market presence.
• Report sales performance, risks, opportunities, corrective actions, and recommendations to executive leadership on a regular basis.
• Lead, coach, motivate, and hold commercial sales employees accountable while building a collaborative, ethical, customer-focused, high-performance culture.
• Plan staffing needs and support recruiting, selection, onboarding, training, development, and retention of qualified sales personnel.
• Set clear expectations, monitor activity and results, run regular one-on-one coaching, evaluate performance, recognize achievement, and address performance concerns in coordination with Human Resources.
• Build team capability across prospecting, discovery, consultative selling, telecommunications solutions, business-value communication, proposal development, negotiation, account planning, forecasting, CRM use, and customer retention.
• Coordinate sales training and sales-support programming with technical, product, marketing, operational, vendor, and external training resources.
• Allocate territories, accounts, leads, opportunities, and sales resources fairly and strategically based on market potential, customer need, employee capability, and company priorities.
• Drive disciplined follow-through, continuous learning, and consistent use of approved sales processes and tools.
• Maintain executive-level relationships with key customer stakeholders across senior-management, operational, and technical levels.
• Directly support strategic, complex, high-value, or escalated opportunities and accounts across small-business, mid-market, enterprise, public-sector, and community organizations.
• Ensure the sales team can clearly communicate RTC’s value proposition, fiber and telecommunications technologies, commercial solutions, implementation process, service model, and relevant partnerships.
• Develop executive-level account and opportunity plans covering customer priorities, stakeholders, decision criteria, competitive position, technical requirements, risks, timing, next actions, and growth opportunities.
• Coordinate cross-territory and cross-functional pursuit of coordinated opportunities to deliver a consistent customer experience.
• Identify and strategically resolve customer issues by engaging Sales, Account Management, Commercial Solutions, Network Operations, Customer Service, Finance, or technical support as appropriate.
• Serve as an escalation point for significant customer concerns, ensuring clear ownership, communication, and resolution follow-through for issues impacting customers or partners.
• Identify expansion, upsell, cross-sell, renewal, and retention opportunities that create genuine customer value.
• Represent RTC Communications in customer meetings, presentations, negotiations, industry forums, and community events.
• Lead or coordinate RFP/RFI/bid/quote/proposal identification, qualification, development, review, submission, and follow-up.
• Establish bid/no-bid criteria and confirm opportunities align with technical capability, service area, capacity, margin requirements, risk tolerance, implementation resources, and strategic priorities.
• Coordinate with technical, operational, financial, legal, product, and executive resources to ensure proposals are accurate, responsive, competitive, supportable, timely, and properly approved.
• Maintain standardized proposal content, customer references, case studies, pricing inputs, technical descriptions, compliance responses, and supporting sales materials.
• Lead the basic and complex sales cycle: lead qualification, discovery, needs analysis, solution coordination, business case, proposal, objection handling, negotiation, close, contracting, and implementation handoff.
• Ensure commitments, assumptions, special requirements, pricing approvals, timelines, and handoff details are documented accurately before implementation.
• Work with internal teams to maintain service quality through sales, implementation, adoption, support, renewal, and expansion.
• Continuously improve forecasting, territory planning, account planning, buyer-driven sales processes, lead management, opportunity governance, pipeline review, and sales-to-operations handoffs.
• Set standards for quality, accuracy, timeliness, consistency, and accountability across the commercial sales process.
• Drive successful implementation, adoption, and effective use of RTC’s CRM, sales automation, marketing automation, proposal, reporting, and productivity platforms.
• Ensure representatives maintain accurate account, contact, activity, opportunity, quote, forecast, next-step, and close data in RTC’s CRM and related systems.
• Define contact, account, and opportunity data-quality standards; establish processes for data acquisition, validation, correction, deduplication, ownership, retention, and ongoing maintenance.
• Monitor data quality across sales and marketing and implement data-improvement, user-training, and process-compliance programs as needed.
• Collaborate with Sales, Marketing, Account Management, Product Development, Commercial Solutions, Operations, Customer Service, Finance, and technical teams to implement targeted sales strategies and improve the customer journey.
• Create process documentation, dashboards, review rhythms, and operating expectations that support repeatable growth without unnecessary administrative burden.
• Build and distribute actionable sales reports, dashboards, internal intelligence, and market insight for sales, marketing, operations, finance, and executive teams.
• Analyze pipeline and lead data and report on demand generation, pipeline coverage, forecast and trends, activity, conversion, target accounts, market segmentation, sales-cycle age, product mix, win/loss results, revenue, and margin.
• Use KPI tracking to maintain closed-loop alignment between marketing and sales across the lead and opportunity waterfall.
• Evaluate individual and team performance across approved activity, pipeline, revenue, margin, retention, forecast accuracy, and related measures.
• Use reporting and analytics to validate lead, account, opportunity, and pipeline quality, identify risk and opportunity, and provide evidence-based recommendations.
• Turn insights into actions across territory focus, account prioritization, coaching, campaign adjustment, process improvement, staffing, pricing, and resource allocation.
• Protect confidential company and customer information and comply with RTC privacy, CPNI, cybersecurity, records, contracting, and delegated approval requirements.

Requirements

• Strong understanding of telecommunications sales, recurring-revenue services, fiber internet, voice, managed network, cloud, security, and related commercial solutions.
• Demonstrated consultative and buyer-focused sales knowledge, including ability to lead the complete sales cycle.
• Excellent leadership, coaching, performance management, negotiation, prospecting, presentation, relationship building, and closing skills.
• Ability to evaluate operational, technical, financial, service, and product initiatives from both the customer and salesperson perspectives.
• Strong interpersonal and communication skills with technical and non-technical audiences, including customers, executives, employees, partners, and community stakeholders.
• Ability to analyze data, build meaningful reports, evaluate trends, forecast results, and make evidence-based strategic recommendations.
• Ability to identify and solve client or business issues strategically and develop creative, commercially sound solutions.
• Capability to manage multiple projects, shifting priorities, and tight deadlines in a fast-paced, entrepreneurial, technology-driven environment.
• Strong business judgment, financial awareness, initiative, independence, organization, attention to detail, and commitment to excellence.
• Proficiency with Microsoft 365 (Excel, Word, PowerPoint, Outlook, Teams) and RTC’s CRM and related sales tools.
• Collaborative mindset across functions with ownership of projects and consistent delivery against performance expectations.
• Commitment to ethical selling, accurate representation of RTC capabilities, responsible use of customer information, and extraordinary customer service.
• Documented record of achieving revenue or sales goals and successfully developing customer relationships required.
• Valid Indiana driver’s license and an insurable driving record under RTC requirements (or ability to obtain and maintain).

Education and Experience

• Bachelor’s degree in business, marketing, communications, telecommunications, technology, or a related field (preferred).
• At least 5 years of progressively responsible sales, business-development, account-management, or related experience in telecommunications or a closely related technology industry (preferred).
• Direct sales experience with customers ranging from small businesses to enterprise or public-sector accounts (strongly preferred).
• Prior experience leading, supervising, coaching, or developing sales professionals (strongly preferred).
• Experience with RFPs, commercial proposals, CRM administration or governance, forecasting, pipeline analytics, recurring-revenue services, and complex solution sales (preferred).
• Equivalent combinations of education, professional training, industry knowledge, leadership experience, and demonstrated sales success may be considered.
• Documented record of achieving revenue or sales goals and developing customer relationships required.

Technologies

• Microsoft 365, including Excel, Word, PowerPoint, Outlook, and Teams
• CRM
• Sales automation, marketing automation
• Proposal, reporting, productivity platforms

Work Environment and Physical Requirements

• Work occurs in office, customer, community, conference, and telecommunications-related environments.
• Frequent use of computer, telephone, video-conference, presentation tools, driving, and in-person customer activity.
• Regular travel throughout assigned territories, with occasional travel beyond RTC’s service area for customer meetings, prospecting, industry events, training, conferences, and business development.
• Ability to safely lift and carry presentation materials, demonstration equipment, or other work items up to 25 pounds, with or without reasonable accommodation.
• Evening or weekend work may be required for customer meetings, networking functions, community events, conferences, proposal deadlines, or other business needs.