Sales Manager, Expansion Markets

Sales Manager, Expansion Markets

DQE Communications, headquartered in Pittsburgh, Pennsylvania, is a fiber-optic Internet and data network access provider for businesses and carriers in Pennsylvania, West Virginia, Maryland and Ohio. Established in 1997 as a division of the Duquesne Light Company, DQE started as a dark fiber infrastructure provider in the Pittsburgh metropolitan area, and since then has grown both its fiber footprint and product offerings to become one of the leading regional providers of secure, reliable, data network services. With its recent sale to GI Partners, a leading investor in the communications infrastructure sector, DQE has a renewed focus on growth, both in terms of increasing penetration within its current footprint and growing its network reach.

Job Summary :

The Sales Manager for DQE Communication's expansion markets will be responsible for driving growth in new and emerging territories by developing and executing effective sales strategies. This role will focus on identifying and capturing mid-market opportunities, building a strong pipeline, and expanding DQE's presence in untapped regions. The Sales Manager will lead and mentor a team of sales professionals, ensuring the achievement of revenue targets while fostering strong customer relationships. The ideal candidate brings proven experience in telecommunications sales, a passion for market expansion, and the ability to lead a team in a fast-paced, competitive environment. The ideal candidate resides in Central Pennsylvania (Lancaster, Harrisburg, York) and is willing to travel across DQE's fiber footprint.

Key Job Responsibilities :

Develop and implement comprehensive sales strategies and plans to achieve company revenue and growth objectives.

Analyze market trends, customer needs, and competitive landscape to identify new business opportunities and adjust sales strategies accordingly.

Set sales targets and performance metrics for the team, ensuring alignment with overall business goals.

Lead, mentor, and manage a team of sales professionals, providing guidance, training, and support to drive individual and team performance.

Foster a positive and high-energy sales environment that encourages collaboration, accountability, and professional growth.

Conduct regular performance reviews, set clear objectives, and implement development plans to enhance team capabilities.

Build and maintain strong relationships with key customers, partners, and stakeholders to drive sales and ensure customer satisfaction.

Address and resolve customer issues and concerns promptly, ensuring a high level of service and support.

Identify and pursue opportunities to expand business with existing customers and acquire new clients.

Oversee sales operations, including lead generation, pipeline management, and sales process optimization.

Monitor sales performance metrics and analyze data to assess effectiveness and identify areas for improvement.

Prepare and present regular sales reports and forecasts to senior management, providing insights and recommendations for strategic decisions.

Stay informed about industry trends, technological advancements, and competitive developments to maintain a strong understanding of the telecommunications market.

Collaborate with product management and marketing teams to ensure alignment of sales efforts with product offerings and promotional activities.

Lead negotiations and finalize contracts with customers, ensuring favorable terms and conditions for the company.

Ensure compliance with contractual obligations and manage contract renewals and amendments as needed.

Develop and manage the sales budget, including forecasting, expense control, and resource allocation.

Optimize the use of sales resources and tools to maximize efficiency and effectiveness.

Work closely with other departments, including marketing, operations, and customer service, to ensure a cohesive approach to sales and customer satisfaction.

Collaborate on strategic initiatives and projects that support overall business objectives.

Required Skills / Abilities :

Strong knowledge of telecommunications products, services, and market dynamics.

Excellent leadership, communication, and interpersonal skills, with the ability to motivate and inspire a sales team.

Strong analytical and problem-solving skills, with the ability to interpret sales data and trends.

Proficiency in CRM software and sales management tools.

Ability to work in a fast-paced environment and manage multiple priorities effectively.

Required to regularly travel to DQE's headquarters in Pittsburgh and throughout expansion market territories.

Education and Experience :

Bachelor's degree in Business Administration, Marketing, or a related field; MBA or advanced degree preferred.

Minimum of 8-10 years of experience in sales management within the telecommunications industry or a related sector.

Proven track record of achieving sales targets, leading high-performing sales teams, and managing key customer relationships.