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Director of Commercial Sales, Hargray Fiber in Peachtree Corners, GA at Hargray

Date Posted: 1/10/2019

Job Snapshot

Job Description

Travel Required: Successful candidate will be required to travel throughout the new markets in the greater Atlanta area on a regular basis with trips to Savannah, GA and surrounding areas on occasion and other travel as required.

Company Background:

Hargray Fiber is an entrepreneurial business unit of a 75+year-old telecom company focused on building fiber networks into new communities throughout the southeast United States.  We provide enhanced bandwidth and network capabilities to mid-sized communities that enable data, voice, video cloud and other services that increase productivity, drive profitability and enables economic development. Hargray's array of solutions currently supports carriers and multinational enterprises, regional businesses and small local enterprises.  Hargray Fiber is a team of forward-thinking technology and telecommunication leaders who are dedicated to expanding the bandwidth and services to mid-sized markets and improving the quality of life and growth of these communities.  Our goal is to invest both network and people in the local communities to provide superior bandwidth as well as deliver customer delight via our service and relationships.


Role Summary:

As Hargray Fiber continues its expansion and investment into fiber networks in new markets, it is hiring a Sales Director to launch four new markets in the eastern exurbs of Atlanta. The Sales Director is charged with hiring and building a sales team that will drive Hargray's brand awareness and sales in the new markets across strategic accounts, governmental entities and enterprise businesses. The Sales Director will work closely with the market development team, the product team and sales teams in existing Hargray Fiber markets to develop a high performing sales team and model that can be scaled and replicated in additional expansion markets. The Sales Director will be a combination of a sales leader for the sales teams and a community leader representing Hargray Fiber in the new markets to drive organic revenue growth and have an immediate impact on the company's bottom line.

Come to join our growing Hargray Fiber team where you will get the opportunity to hire and nurture the sales team and help them realize their full potential and overachieve goals!

Duties & Responsibilities:

  • Hire, build and train a sales team focused on establishing brand awareness and growing Hargray's presence and sales in new markets where Hargray builds its fiber network
  • Create a positive culture of success and ongoing personal and company goal attainment
  • Leads sales team to goal achievement through development and execution of sales strategies focused on strategic and major accounts in the new markets
  • Develop effective sales strategies for the new markets, compile information and data related to customers, prospects, competition and execute to achieve sales goals
  • Design and implement plans for developing relationships with the business and IT leaders in the new markets to drive sales in the community
  • Establish partnerships with key organizations/businesses in the community that can provide lead generation or joint sales opportunities
  • Personally participate in sales opportunities, when possible, to move them along in the sales cycle and to build relationships with strategic customers/prospects
  • Actively manage the sales pipeline to understand opportunities and actions necessary to close sales, providing coaching and guidance to sales teams
  • Create a culture of customer service, setting customer expectations through effective communication with sales teams and other support organizations
  • Develop a thorough understanding of our company, services and value proposition that you can present to customers and train the sales team
  • Build strong relationships and communicate effectively with colleagues and leaders in other departments to ensure customer service in the new markets exceeds expectations
  • Prepare regular reports, tracking KPIs and sales forecasting for team members and ensuring activity and sales funnel goals are met  
  • Review market analyses and competitive environment to determine customer needs, pricing structure and provide feedback to company leadership and other key functions (e.g., product)
  • Implement training, goal setting, coaching, performance evaluations, and regular feedback to ensure success for each member of the team
  • Establish Hargray's Core Values within the sales organization to create an entrepreneurial culture and high performing team
  • Champion the adoption of new processes, selling practices, go-to-market strategy acting as a champion of change to improve sales efficiency and performance
  • Owns and manages the markets as the business leader, proactively driving resolution or escalation on critical matters that impact the financial performance of the markets
  • Perform all other duties as assigned to ensure the effective operation of the department


Job Requirements

Minimum Qualifications:

  • Bachelor's Degree preferred and 5-10 years experience of increasing responsibility in B2B sales with an emphasis on new market launches and new customer acquisition
  • Minimum of 5 years telecommunications and/or technology sales
  • Experience utilizing CRM to identify prospects, develop sales strategy, track activity and manage sales opportunities; Salesforce experience a plus
  • Demonstrated ability to lead highly productive sales teams and get results through others
  • Attention to detail with the ability to organize and manage multiple sales initiatives and programs
  • Capable of designing and implementing sales training and development
  • High-level problem analysis and problem resolution skills
  • Strong customer orientation
  • Strong financial acumen with experience develop business cases for new investment in customer projects (IRR, NPV, etc.)
  • Excellent written and oral communication skills, especially in developing customer proposals/presentations
  • Proficient use of computer programs, including Microsoft Word, Excel, and PowerPoint

EOE/ Disability