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Commercial Sales Director

RTC Communications Montgomery, IN

Montgomery, IN

Today

Full time Commercial Sales Director CRM Relationship Management

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Job Description

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.

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