Outside Sales Manager

Job Title: Outside Sales Manager

Classification: FullTimeExemptAtWill

Reports to: Director of Sales and Marketing

Department: Sales and Marketing

Location: Onsite:Lancaster CA.

Location Status: Work will be primarily performed onsite in our office. Travel to and work from other Race offices or other offsite locations will be required.

Beware of scams that target job seekers. Race Communications will never provide a job offer without a comprehensive interview process (including inperson 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 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 nonprofit community advocacy groups we build nextgeneration fiber infrastructure where others wont serving over 30 communities across the state.

Working for Race means being dedicated to bringing cuttingedge fiber internet to rural and urban communities providing opportunities enhancing technology and enabling access for generations to come.

Summary:

The Outside Sales Manager will lead and oversee our outside sales team driving revenue growth and expanding our market presence. This role requires a strategic thinker with strong leadership skills excellent sales acumen and the ability to build and maintain relationships with key clients. The Outside Sales Manager will develop and implement sales strategies manage a team of sales representatives and ensure the achievement of sales targets.

The Outside Sales Manager exercises significant independent judgement problem solving and discretion in the development and implementation of outside sales 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 fastpaced 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 sponsorship
• Minimum of 18 years of age
• A valid California drivers license subject to successful verification through a DMV check is mandatory
• Associate degree (A.A.) in Business Administration Marketing Sales or a related field of study is required
• Minimum of seven years of experience in sales outside sales preferably within the telecom sector or a related field with equivalent work experience in customerfacing roles required
• Minimum of three years of leadership or supervisory experience managing teams of 40 required
• Experience with direct sales B2B sales and/or channel sales within the telecom sector preferred
• Strong understanding of telecommunications products services and technologies (e.g. broadband wireless VoIP fiber optics) preferred
• Familiarity with telecom industry standards regulations and competitive landscape including a comprehensive understanding of regulatory compliance market trends and competitor strategies preferred
• Minimum of seven years of experience in direct sales B2B sales and/or channel sales within the telecom sector consistently meeting or exceeding sales targets by at least 20% annually
• Demonstrated expertise in telecommunications products services and technologies (e.g. broadband wireless VoIP fiber optics) with a history of successfully selling complex solutions to businesses achieving sales growth of 15% or more yearoveryear
• Advanced proficient in CRM systems and sales analytics tools such as Sales Rabbit Tableau and Salesforce required
• Lead and manage outside sales representatives to achieve a target of 44 doortodoor sales per month aligning efforts with market demand and company objectives
• Ability to travel moderate distances by both car and foot to meet with clients and outside sales representatives onsite or in field as needed
• Willingness to participate and occasionally travel to attend sales and marketing events contributing to the companys outreach efforts and client acquisition strategies
• Ability to travel to multiple work sites work overtime weekends holidays or off hours as needed
• The ability to effectively communicate in English including speaking reading writing and comprehension as necessary for effective job performance and workplace communication
• Proficiency in Spanish Language desirable

Skills:

• Proficient use of MS Office applications including Teams Word Excel and PowerPoint; teleconferencing applications
• Functional use of common office equipment computers and office software
• Strong time management skills with the ability to manage priorities and workflow
• Commitment to accuracy and high standards for quality of work
• Ability to work with all levels of team members and management
• Excellent problem resolution and customer service skills
• Ability to deal effectively with a diversity of individuals at all organizational levels
• Strong organizational skills that reflect ability to perform and prioritize multiple tasks seamlessly with excellent attention to detail
• Excellent verbal and written communication skills
• Ability to work on complex projects with general direction and minimal guidance
• Versatility flexibility and willingness to work within constantly changing priorities with a sense of urgency
• Good judgement with the ability to make timely and sound decisions
• Highly resourceful teamplayer with the ability to also be extremely effective independently
• Ability to effectively present information and respond to questions
• Ability to distinguish colors and audible tones

Essential Duties and Responsibilities:

Team Management and Development:

• Manages a team of outside sales representatives outside sales leads and outside sales supervisors providing guidance support and motivation
• Supports recruiting efforts builds trains and oversees the outside sales team
• Provides coaching and mentoring to sales team members to enhance their performance and career development
• Fosters a positive and motivating work environment that encourages teamwork and high performance
• Conducts regular performance evaluations offers constructive feedback and support to facilitate continuous improvement

Outdoor Sales Strategy and Planning:

• Develops and implements comprehensive outdoor sales strategies to attain predefined sales objectives
• Analyzes market trends and customer preferences to tailor sales approaches effectively
• Utilizes Sales Rabbit platform to enhance sales efficiency and productivity
• Trains team members on Sales Rabbit tools and techniques for optimized performance
• Conducts market analysis to identify new opportunities and understand competitor activity

Customer Relationship Management:

• Builds and maintains strong relationships with key clients and prospects
• Addresses customer inquiries concerns and feedback promptly and effectively
• Ensures high levels of customer satisfaction and retention

Monitor Sales Metrics and Performance:

• Assists and tracks key performance indicators (KPIs) set by Director of Sales and marketing to measure sales team performance
• Analyzes sales metrics regularly and takes corrective actions to ensure sales goals are achieved

Compliance and Ethics:

• Ensures compliance with all company policies industry regulations and ethical standards
• Promotes a culture of integrity and accountability within the sales team
• Maintains confidentiality of sensitive information and adhere to data protection policies

Sales Meetings and Training Sessions:

• Engages in regular sales meetings to discuss progress challenges and strategies
• Conducts training sessions to enhance the skills and knowledge for outside sales team

Manage Key Accounts and Build Strategic Client Relationships:

• Cultivates and nurtures relationships with key accounts to foster longterm partnerships
• Identifies opportunities for upselling and crossselling to maximize revenue

Ability to Travel Throughout CA:

• Flexibility to travel extensively throughout California to meet with clients attend meetings and oversee sales operations
• Ensures compliance with travel policies and procedures while optimizing travel efficiency

Collaboration and Coordination:

• Collaborates with marketing customer success operations product management and customer support teams to ensure seamless coordination and alignment of sales efforts
• Participates in crossfunctional meetings initiatives and projects to drive business growth and customer success

Vehicle Maintenance and Travel:

• Maintains vehicle/equipment preop/postop to be prepared to perform required duties
• Maintains a clean driving record as defined by the current fleet insurance underwriter
• Spends 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
• May be required to work overtime after hours on weekends for emergencies or be oncall as needed to ensure work is completed

Safety Awareness and Compliance:

• Observes hazards and reports any concerns or accidents to a supervisor or safety professional; participates in the investigation process as needed
• Understands completes and signs off all prejob safety planning tools at the start and end of the shift; completes all required safetyrelated paperwork
• Understands and responds appropriately to all safety hazards and warning devices (e.g. backup 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 setting
• Be available to participate in internal or external meetings special functions and professional development opportunities
• Crosstrain and share knowledge with other team members
• Support routine tasks
• Maintain a professional appearance hygiene and demeanor

Managerial Responsibilities:

• Follows team procedures and guidelines along with policies outlined in the Race Communications Employee Handbook
• Assists the team with training and mentoring new team members ensuring they have the necessary knowledge and skills for performing their jobs safely and efficiently
• Supports employees with team matters within multiple practices within the department in accordance with the organizations policies and applicable laws.
• Lead and motivate team members to achieve goals set performance standards and provide constructive feedback through regular evaluations
• Oversee the accurate and timely submission of timecards ensuring compliance with payroll deadlines while addressing discrepancies or issues
• Identify training needs and facilitate professional development to enhance team skills and performance
• Address conflicts and resolve interpersonal issues within the team fostering a positive work environment
• Manage resources effectively ensure the team has the necessary tools to succeed and track progress towards clear aligned objectives
• Ensure compliance with company policies procedures and regulatory requirements while keeping communication open and transparent with team members
• Report team performance and project updates to upper management making adjustments as needed to meet targets
• 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% Employerpaid medical dental vision and life for all our employees
• 401 (k) with 100% Employermatched up to 4% of your annual income
• Generous paid time off including sick vacation holiday and birthday pay
• Company provided equipment including uniforms safety tools vehicle and tech
• Free Race TV highspeed internet and phone service where available
• Working 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 preemployment 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 13 weeks depending on the position. During Speedway the schedule will vary; you may not work full 8hour 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 decisionmaking 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 contactto initiate the interactive process.

Updated: 12/2024