Senior Sales Manager

Job Description:\n\n Job Title: Senior Sales Manager Classification: Full-Time, Exempt, At-Will Reports to: Director of Sales and Marketing Department: Sales and Marketing Location: Remote: California. Location Status: Work will be primarily performed remotely from home office. Employee will be required to utilize personal phone and internet services to perform telecommuting with reimbursement according to applicable procedures. Occasional travel to and work from other Race offices or off-site locations may be required. Pay: Base salary $127,000-145,000 plus bonus incentive. Annual salary with bonus projected to be $170,000-180,000. Race Communications is only accepting remote candidates who reside in the following states: California. If you do not reside in one of these states, you are not eligible for remote employment. Beware of scams that target job seekers. Race Communications will never provide a job offer without a comprehensive interview process (including in-person or secure video conferencing), request sensitive information through unsecure platforms such as email or text messaging, require candidates to pay fees, or pressure candidates to act without careful consideration. You can get more information about Race Communications at Race.com or contact our recruiting team directly. About Us: As the leading provider of 10G fiber internet in California, Race Communications is a company built by the needs of the communities that we serve. In collaboration with the California Public Utilities Commission and many non-profit community advocacy groups, we build next-generation fiber infrastructure where others won’t, serving over 30 communities across the state. Working for Race means being dedicated to bringing cutting-edge fiber internet to rural and urban communities, providing opportunities, enhancing technology, and enabling access for generations to come. Summary: The Senior Sales Manager will oversee our sales team, including inside sales, outside sales, and business sales. They will be responsible for developing and executing strategic sales plans, driving revenue growth, and fostering a high-performing, positive sales culture. This role requires a strategic thinker with a proven track record of managing diverse sales teams and exceeding sales targets. The Senior Sales Manager exercises significant independent judgement, problem solving, and discretion in the development and implementation of Sales Team systems with minimal direct supervision. This individual should be able to communicate and work effectively with external service representatives and internal team members who possess a wide variety of backgrounds, personalities, and communication skills. This individual should be able to work effectively in a dynamic, fast-paced, and evolving environment while effectively managing and motivating team members. This individual must be capable of working independently, as well as collaboratively with other Race team members across teams and levels of our organization. Qualifications and Experience: Eligibility for US Employment without sponsorshipMinimum of 18 years of ageBachelor’s degree (B.A./B.S.) in Business, Marketing or a related field of study A valid driver's license, subject to successful verification through a DMV check, is mandatory Minimum of seven years of proven experience in sales management, with a focus on overseeing inside sales, outside sales, and business sales teamsAdvanced proficient in CRM systems and sales analytics tools such as HubSpot, Sales Rabbit, Tableau, and Salesforce requiredProficiency in budgeting, forecasting, and financial managementMinimum of 10 years of experience building and mentoring high-performing sales teamsProven track record of increasing sales revenue by 20% annually over the past 5 yearsDemonstrated success in closing deals worth $1 million+ annuallyManaged a sales budget of $5 million+ and achieved financial forecasting accuracy within 5%Conducted market research and competitive analysis resulting in a 15% increase in market shareDeveloped and implemented sales strategies leading to 30% growth in new client acquisition within the first yearExperience managing and supporting a sales team of 40+ membersProven ability to meet and exceed sales targets, consistently achieving 120%+ of annual sales goalsAbility to travel to various markets, participate in filed activities including Door-to-door (D2D) engagements, and visit sales representatives in our call centersThe ability to effectively communicate in English, including speaking, reading, writing, and comprehension, as necessary for effective job performance and workplace communicationProficiency in Spanish Language a plus Skills: Proficient use of MS Office applications including Teams, Word, Excel, and PowerPoint; teleconferencing applicationsFunctional use of common office equipment, computers, and office softwareStrong time management skills, with the ability to manage priorities and workflowCommitment to accuracy and high standards for quality of workAbility to work with all levels of team members and managementExcellent problem resolution and customer service skillsAbility to deal effectively with a diversity of individuals at all organizational levelsStrong organizational skills that reflect ability to perform and prioritize multiple tasks seamlessly with excellent attention to detailExcellent verbal and written communication skillsAbility to work on complex projects with general direction and minimal guidanceVersatility, flexibility, and willingness to work within constantly changing priorities with a sense of urgencyGood judgement with the ability to make timely and sound decisionsHighly resourceful team-player, with the ability to also be extremely effective independentlyAbility to effectively present information and respond to questionsAbility to distinguish colors and audible tones Essential Duties and Responsibilities: Leadership & Management:Leads, mentors, and manages the inside sales, outside sales, and business sales teams to achieve and exceed sales goalsDevelops and implements effective sales strategies to drive revenue growth across all sales channelsFosters a positive and collaborative team environment, promoting a culture of excellence and continuous improvement Budget and Financial Support:Assists Director with budget development for the sales department that aligns with the company's overall financial goalsMonitors and manages sales-related expenses to ensure cost-effective operations Strategic Planning:Develops and executes comprehensive sales plans and strategies to achieve company objectivesAnalyzes market trends, customer needs, and competitive landscape to identify new business opportunitiesSets clear sales targets and KPIs for the sales teams, monitoring performance and providing regular feedback Reporting and Communications:Oversees performance through reporting in all sales channelsCreates presentations and present key findings to stakeholdersUses data from reporting to make strategic sales decisions within our strategy Collaboration and CoordinationCollaborates with marketing, customer success, operations, product management, and customer support teams to ensure seamless coordination and alignment of sales effortsParticipates in cross-functional meetings, initiatives, and projects to drive business growth and customer success Sales Operations:Oversees day-to-day sales operations, ensuring efficient processes and effective use of resourcesCollaborates with marketing, product development, and customer service teams to ensure a seamless customer experienceImplements and manages CRM systems and sales tools to track sales activities, performance, and customer interactions Customer Management:Builds and maintains strong relationships between consumers and business partnersActively participates in high-level sales negotiations and presentationsAddresses client concerns and resolve issues to ensure customer satisfaction and retention Training & Development:Collaborates with stakeholders, Sales Team, HRBP developing and delivering sales training programs to enhance the skills and knowledge of the sales teamProvides ongoing coaching and support to sales representatives, helping them achieve their professional development goals Independent and Autonomous WorkExercises significant independent judgment, problem-solving, and discretion in the development and implementation of inside sales systems.Works autonomously with minimal direct supervision, demonstrating a high level of initiative and self-motivation. Vehicle Maintenance and Travel:Maintains vehicle/equipment pre-op/post-op to be prepared to perform required dutiesMaintains a clean driving record as defined by the current fleet insurance underwriterSpends a significant portion of the workday traveling in a vehicle visiting various locations and spending time both indoors and outdoors including businesses and/or residents depending on the nature of the job Travels to various markets, participate in field activities including Door-to-Door (D2D) engagements, and visit sales representatives in call centers Safety Awareness and Compliance:Observes hazards and reports any concerns or accidents to a supervisor or safety professional; participates in the investigation process as neededUnderstands, completes, and signs off all pre-job safety planning tools at the start and end of the shift; completes all required safety-related paperworkUnderstands and responds appropriately to all safety hazards and warning devices (e.g., back-up alarms, smell of smoke, fumes, odors, different colored warning tags, warning sirens)Upholds a secure work environment by adhering to regulations, procedures, and company policies, ensuring safety standards are consistently maintained Other duties as necessary may include but are not limited to:Successfully complete assigned training and examinations, as well as participate in ongoing performance and development reviews, and goal settingBe available to participate in internal or external meetings, special functions, and professional development opportunitiesCross-train and share knowledge with other team membersSupport routine tasksMaintain a professional appearance, hygiene, and demeanor Managerial Responsibilities: Follows Sales Team procedures and guidelines, along with policies outlined in the Race Communications Employee Handbook Assists the sales team with training and mentoring new team members, ensuring they have the necessary knowledge and skills for performing their jobs safely and efficientlyProvides direct supervision and support to employees regarding sales related issues across various practices within the department, ensuring compliance with organizational policies and relevant laws and regulationsAs this role develops, supervisory responsibilities may include direct supervision of subordinates, along with interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems. As Part of Our Team, You Will Enjoy: 100% Employer-paid medical, dental, vision, and life for all our employees401 (k) with 100% Employer-matched up to 4% of your annual incomeGenerous paid time off including sick, vacation, holiday and birthday payCompany provided equipment including uniforms, safety, tools, vehicle, and techFree Race TV, highspeed internet, cable, and phone service where availableWorking as part of our diverse team that fosters a culture of appreciation and collaboration, where every member is valued as an integral part of our success All offers of employment are contingent until all pre-employment requirements are met. These requirements, which vary by position, may include drug and background screenings as well as Motor Vehicle and DOT related screening and reporting requirements. Race will consider qualified job applicants with arrest and conviction records for employment. All new employees will participate in the mandatory 'Speedway to Success' (Speedway) orientation at one our offices located in either Chico, Farmersville, Lancaster, North Palm Springs, Phelan, Pleasant Hill, San Francisco, Tehachapi, and Yuba City, CA. The duration of the Speedway program spans from 1-3 weeks, depending on the position. During Speedway the schedule will vary; you may not work full 8-hour days and there may be off days. Applicants further than 50 miles from these training locations will be provided with necessary travel accommodations as part of the onboarding process. Applicants 50 miles or less from these locations will be considered regular commute. For those working remotely, virtual attendance will depend on position requirements. Further details will be provided to you during the interview process, and before your start date. Race Communications is an equal opportunity employer who welcomes applications from individuals (with or without reasonable accommodation), with the skills, experience, and dedication to excel in their roles without regard to race, religion, color, sex/gender (including pregnancy, childbirth, breastfeeding, or related medical conditions), sex stereotype, gender identity/gender expression and sexual orientation, national origin, ancestry, physical or mental disability, medical condition, genetic information/characteristics, marital status/registered domestic partner status, age, sexual orientation, reproductive health decision-making, military or veteran status or any other basis protected by federal, state, or local law, ordinance, or regulation. Reasonable accommodation(s) for qualified individuals with disabilities are available as part of the application and interview processes. If accommodations are needed during the application or interview process, or workplace accommodations are required after a job offer is made, please contact recruiting@race.com to initiate the interactive process. Updated: 09/2024