ESSENTIAL DUTIES:
· Achieve commenced revenue, lease-up, back-billing, expenses and EBITDA budget Area targets.
· Forecast and report on sales and pre-application pipeline development.
· Positioning and selling of American Tower’s (AMT) complete portfolio of leasing products and services.
· Provide area sales leadership, management and motivation to the Business Development Territory Managers (TM) by;
o Setting commenced revenue and lease-up sales budgets/quotas
o Evaluating/monitoring sales performance against targets
o Partner with Human Resources to develop and recruiting for TMs as needed
· Develop, prospect and maintain customer relations with all regional wireless carriers and other communication companies (i.e. - consultants and third parties supporting these carriers) that require AMT’s leasing product and services within the designated market. This includes frequent customer contact across multiple organizations (Site Acquisitions, Real Estate, RF Planning, Operations and Regional Management) to gain information on customers’ key business initiatives, critical projects, build/expansion plans and organizational metrics.
· Create and lead the development of Area and customer sales account plans and the corresponding sales calling plan. This includes building and implementing sales strategies with the National Account VPs and other AMT stakeholders that solve customer challenges to make AMT’s solutions more desirable.
· Continue to stay current on competitive trends and wireless technology evolution including macro tower, indoor and outdoor DAS solutions.
· Responsible for assisting in the development of the Area revenue budget, as well as the Area’s overall budget.
· Conduct monthly Profit and Loss (P&L) review with Finance team and prepare and deliver quarterly Area operations reviews.
· Facilitate problem solving on sites with Development, Redevelopment, Land Management, Engineering, Collocation and Operations.
· Negotiate bulk deals and/or pricing in the absence of Master Lease Agreement (MLA) pricing.
· Seek new opportunities including working with customer contacts to gain access to new development opportunities.
· Evaluate and approve/deny modifications to existing sites based on an ROI analysis of tower extensions, structural & foundation modifications, drop and swaps, compound expansions, etc.
· Work with customer contacts to gain access to new Acquisition, Zoning and Permitting (AZP) services opportunities and participate in the decision making process regarding acceptance/rejection of the same.
· Work with Land Management team to recommend tax reduction strategies, attend tax hearings and assist with tax foreclosure emergencies.
· Evaluate and recommend strategies for expiring leases, intervene to facilitate third party easement agreements and zoning issues.
OTHER:
- Other duties as assigned.
SUPERVISORY RESPONSIBILITIES:
- Direct supervision and management of Business Development Territory Managers and DAS Specialist(s).
- Indirect supervision and management of functional team members assigned to the area, including, but not limited to; Collocation Operations Managers.
QUALIFICATIONS:
- Ability to work independently and as part of a team
- Ability to negotiate agreements and develop creative solutions
- An effective listener who can represent and drive customer opportunities and challenges to key AMT stakeholders.
- A pro-active, creative seller with experience selling value based propositions.
- Strong organizational skills
- Excellent written and verbal communication skills
- Strong presentation skills
- Valid driver’s license and vehicle
- Strong computer skills including Microsoft Office.
- Excellent analytical skills
- Excellent interpersonal skills, ability to work with all levels within the Company and externally
EDUCATION AND EXPERIENCE:
- Four (4) year Bachelor’s degree required
- Advanced degree strongly preferred (i.e. – MBA)
- Minimum of ten (10) years wireless industry experience required
- Minimum five (5) years of sales management experience leading teams selling to wireless carriers or a related industry required.
ENVIRONMENT:
100% of work will be performed in climate-controlled internal office environment working under normal office conditions. Approximately 50% travel will be required in support of the positions 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.
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