Job Description:
Location: Southwest region
Must reside in: OK, NM, and TX. WFH role with up to 50% travel.
Company Overview
Performing over 80 million locates annually, USIC is the most trusted name in underground utility damage prevention. USIC also provides a full suite of utility services throughout North America. Our Mission: to deliver quality, efficient, safe, and innovative solutions to protect our partners' infrastructure and critical assets. Our Culture is known as Living the SAFE-LIFE: Protecting Infrastructure, Protecting Our Communities, Protecting Ourselves.
Summary
The USIC Regional Development Manager (RDM) will lead new business initiatives across their assigned sales region (Northeast focused) which is critical to the growth plans for USIC. This important contributor to the USIC Sales team will incorporate USIC's commercial strategies to increase new business opportunities across multiple platforms as “One USIC” to both utilities, large municipalities, and/or communications service providers. The RDM will leverage customer and industry relationships to promote the USIC brand and to develop value-added selling opportunities. Success requires a proven track record in the areas of territory management, pipeline development, prospecting / new business development, forecast accuracy, and exceeding quarterly sales targets.
Responsibilities
- Achieve company quotas for profitable sales bookings and new business revenue targets
- Ability to understand the buying cycles in targeted accounts and align them to USIC's sales strategy: prospect identification, relationship development, opportunity qualification, value-based proposal creation, accurate resource forecasting, strategic action planning, contract negotiations, focused deal closing, and service delivery
- Develop strategic account plans and overarching win strategies for assigned Sales Territories & Regional Accounts
- Effectively represent USIC and communicate its core value proposition, suite of offerings, and associated business impacts to utility and communications customers and prospects
- Track, analyze, and report relevant sales and pipeline metrics to communicate account progress and to efficiently utilize USIC organizational support
- Build, extend, and manage a diverse network of contacts including utility, telecom, and fiber executive stakeholders, key USIC partners, and industry consultants
- Spearhead account expansion activity by driving effective cross-selling across USIC. Offer specialties to increase customer spend and attain greater “wallet share” for combined locating and advanced infrastructure services offerings
- Gather market and customer intelligence to help the organization develop and deliver expanded offerings around dedicated services and innovative, data-informed commercial models
- Work alongside USIC Marketing to develop commercial collateral, customer case studies, business presentations, etc. that advance commercial initiatives
- Actively engage the customer community at industry events, conferences, and client meetings
- Represent the USIC organization in a manner consistent with its core values and team-based approach.
Requirements
- Ability to travel ~25-50% to customer locations and conferences
- 5+ years' experience working within the utility and/or communications industries
- 5+ years of sales experience with a proven track record of territory management and new business development
- Bachelor's degree, advanced degree preferred
- Persuasive communication and presentation skills
- Experience accessing and leveraging CRM and sales analysis tools (e.g. Salesforce)
- Market development and demand generation expertise
- Background in service industries, ideally with utility or infrastructure-related fields
We are an Equal Opportunity Employer. Veterans are encouraged to apply.