SUMMARY: 

The Territory Manager – Business Development owns the targeting and business development in his or her assigned geographic area and is responsible for direct sales and business development of antenna space on American Tower owned and managed sites to all wireless carrier prospects and existing carrier accounts.  Also responsible for developing and cultivating other new business initiatives including new tower builds, indoor & outdoor Distributed Antenna Systems (DAS), shared generator solutions, and Acquisition, Zoning & Permitting services. Incumbent is responsible for business relationship development and management, researching potential sales opportunities for all of American Tower’s products and services, identifying new customers through research, networking and cold calling, Incumbent will need to develop an extensive network of contacts and/or relationships to generate new leads and manage pipelines.

ESSENTIAL DUTIES:

• Thorough knowledge of all American Tower products and services offerings
• Effectively sell and market American Tower sites/services to customers within an established geographic area
• Identify new business opportunities with wireless carriers, tower owners, consultants and other new prospects through research, calls, meetings and presentations
• Consistently hit sales targets through accurate forecasting
• Develop new relationships and increase account penetration
• Market to new customers through cold-calling and networking
• Effective closing skills, i.e. the ability to overcome customer objections and/or obstacles throughout the sales process
• Adept at initiating, organizing, preparing and leading customer sales calls with consistent follow through
• Must have a clear understanding of customer’s business, decision-makers, influencers, and processes
• Provide excellent customer service
• Entering data into sales tracking/forecasting tool so that information is kept current and up-to-date. Provide information to management on a weekly basis.
• Ability to attend zoning hearings and site visits, as required

OTHER:

• Attend trade shows as needed
• Other duties as assigned

SUPERVISORY RESPONSIBILITIES:

• None.              

QUALIFICATIONS:

• Excellent account relationship skills
• Self-motivated, able to work on a team and independently
• Ability to work effectively across all internal functional groups to resolve issues and close new business
• Skilled negotiator, able to take direction or resolve issues independently
• Ability to prioritize, qualify, and manage business opportunities to achieve targets
• Ability to network and cold call
• Excellent follow-up skills
• Detail oriented, able to multitask and meet deadlines
• Strong organizational skills
• Excellent communication skills including written, oral, and presentation skills
• Strong computer skills including Microsoft Office suite
• Valid driver’s license

EDUCATION AND EXPERIENCE:

• Bachelor’s degree
• 3 years related industry experience
• 3 years sales and/or business development experience required

ENVIRONMENT:

Approximately 90% performed in climate-controlled internal office environment working under normal office conditions. Approximately 50% travel may be required in support of the position’s responsibilities. 

While performing the duties of this job, the employee is regularly required to sit; stand; walk; use hands and finger to feel and handle; reach with arms and hands; talk and hear.  While performing the duties of this job, the employee frequently is required to stoop, kneel, and crouch; lift weight or exert a force up to a maximum of 25 pounds.

ADDITIONAL:

We are a dynamic organization in a rapidly changing industry.  Accordingly, the responsibilities associated with this job will change from time to time in accordance with the Company’s business needs.  More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above.

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.