National Sales Director, AT&T (Sales)

Position Title:  National Sales Director, AT&T (P6)   

 

Company Summary 

Crown Castle is the nation's largest provider of shared communications infrastructure: towers, small cells and fiber. It all works together to meet unprecedented demand—connecting people and communities and transforming the way we do business. Whenever you make a call, track a workout or stream music and videos, we're the ones providing the communications infrastructure that makes it all possible. From 5G and the internet of things to drones, autonomous vehicles and AR/VR, we enable the technologies that help people stay safe, connected and ready for the future.  Crown Castle is publicly traded on the New York Stock Exchange (CCI), is part of the S&P 500 and is one of the largest Real Estate Investment Trusts in the US.                

We offer a total benefits package and professional growth development for teammates in any stage of their career. Along with caring for our teammates, we're an active member in the communities where we live, work and do business. We have a responsibility to give back, which we do through our Connected by Good program. Giving back allows us to improve public spaces where people connect, promote public safety and advance access to education and technology. 

 

Position Summary

Act as the primary Sales interface for AT&T account.  The main responsibility is to maximize leasing revenue and positively manage the customer relationship for the company.  In addition, negotiate and manage Master Lease Agreements and related documents for Tower Leasing and Services lines.  Develop and maintain company relationships (external and internal) and leverage for maximum share of existing and new business opportunities.  Provide single-point-of-contact for AT&T at all levels.  Promote the best interests of the company.

 

Essential Job Functions

• Drive leasing revenue for Tower, Small Cell, and Fiber businesses throughout AT&T.
• This position is the lead AT&T advocate in the company and will need to be able to identify, communicate, and resolve complex issues that develop from time to time
• Negotiate Master Lease Agreements (MLAs) with AT&T on a nationwide basis. Ensure that all details of MLAs are properly documented and necessary signatures and approvals are obtained.  Follow process and procedures for dissemination and application of agreements.
• Ensure that MLA pricing terms and T's/C's are maximized under reasonable business conditions. Build consensus with key company executives regarding strategy and terms.
• Provide summary of agreements between parties on each MLA, and roll out across all Crown/Customer markets. Provide ongoing guidance and support to Areas concerning MLA requirements.
• Identify new business opportunities and coordinate appropriate internal resources to formulate deal parameters and associated terms. Work with designated customer contacts to establish mutual agreement on related deal terms and drive corresponding business.
• Develop business relations with AT&T at the regional and national levels to assist in the identification of new business opportunities and in trouble shooting potential issues as they may arise.
• Ensure that AT&T is satisfied with all business relations and projects. Conduct strategic planning activities to ensure customer's project or service needs are anticipated.
• Manage and evaluate projects, “trouble shoot” when needed with AT&T and company employees to assure that projects are completed within budget, on time, and to complete customer satisfaction.
• Provide support as necessary to assist with the receipt of outstanding Account Receivables that become overdue.
• Keep Crown Castle's senior leadership well informed of all customer transactions, opportunities, and risks.

 

Education/Certifications

• Bachelor's Degree in Business, Marketing or related field preferred

 

Experience/Minimum Requirements

• Ten (10) years of successful Sales experience in the telecom industry with proven track record for achieving and exceeding Sales quotas
• Proven experience increasing sales volumes and managing margins
• Superior financial acumen and the ability to position and close complex deals
• Carrier or wireless industry experience is required

 

Other Skills/Abilities

• Proven leadership skills
• Background in wireless/telecom industry
• Superior sales and negotiation skills
• Excellent communication and interpersonal skills
• Ability to coordinate with key managers and executives
• Knowledge of components of a telecommunication system
• Knowledge of financial drivers of telecom business
• Proven project management skills
• High ethical standards
• Ability to handle multiple projects
• Ability to work independently

 

Organizational Relationship

Reports to:  Vice President, Tower National Accounts 

 

Title(s) of direct reports (if applicable):  N/A

 

Working Conditions: This role falls into our hybrid work model working in your assigned office on Monday through Thursday.  On Fridays, teammates on the hybrid schedule will have the option to work from the office or home.

 

Additional Information:  N/A

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c) Sales