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Director of Sales at Race Communications. 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 Director of Sales is a key leadership role responsible for developing and executing comprehensive sales strategies to drive business growth and enhance brand presence. This position oversees the sales and team, ensuring alignment with the Race’s overall objectives. The Director of Sales will manage team administration, provide effective leadership, and foster a collaborative and high-performing work environment. Key responsibilities include developing strategic plans, setting performance targets, supporting marketing campaigns, and ensuring effective cross-departmental collaboration..  . The Director of Sales exercises significant independent judgement, problem solving, and discretion in the development and implementation of 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, 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 sponsorship. . Minimum of 21 years of age. . Bachelor's degree (B. A.) in Business Administration, Sales or equivalent combination of education and experience is preferred. . Minimum of ten years of experience in sales roles, with a track record of progressively increasing responsibility. . Minimum of 5 years in a senior leadership position, managing sales teams. . Familiarity with relevant regulations and policies in the Telecom industry. . Proven ability to develop and execute strategic sales plans. . Demonstrated experience in leading, motivating, and developing high-performance sales teams. . Deep understanding of sales principles, methodologies, and best practices. . Strong analytical and problem-solving skills, with the ability to analyze data, identify trends, and make data-driven decisions. . Proficiency in budgeting, forecasting, and financial management. . Excellent verbal and written communication skills, with the ability to effectively present to and influence senior management and other stakeholders. . Ability to work collaboratively with cross-functional teams and build strong relationships with internal and external stakeholders. . Knowledge of sales strategies, tools, and analytics required. . Experience with CRM systems and other sales tools required. . Certified Sales Professional (CSP), Certified Sales Leadership Professional (CSLP) or other relevant certification(s) is a plus. . Strong negotiation skills to close deals and manage vendor relationships. . A customer-centric approach, with a focus on understanding and meeting customer needs. . 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. . Essential Duties and Responsibilities. : . Sales Strategy and Planning: . . Develop and Execute Sales Strategies: Creates and implements a comprehensive sales strategy that aligns with the company's overall goals and objectives. . Sales Forecasting and Projections: Collaborates with the finance team to develop accurate sales forecasts and projections. . Market and Competitive Analysis: Analyzes sales data, market trends, and competitive intelligence to identify growth opportunities, market segments, and sales strategies. . Sales Pipeline Management: Develops and manages the sales pipeline, including forecasting and reporting on sales performance. . Pricing Strategies: Works with the executive team to develop and implement competitive and profitable pricing strategies. . Regulatory Compliance: Ensures compliance with all relevant regulations and policies in the industry. .  . Sales Processes and Methodologies: . . Establish Sales Processes: Creates and enforces effective sales processes, methodologies, and best practices to ensure efficiency, consistency, and optimal performance across the sales team. . Sales Technology Implementation: Implements and utilizes sales technology tools and CRM systems to enhance sales productivity and reporting. . Opportunity Management: Monitors the sales pipeline and provide guidance on opportunity management, deal progression, and closing strategies. .  . Team Management and Development: . . Team Leadership: Manages and motivates the sales team to achieve sales targets and objectives. . Training and Development: Conducts regular training and development sessions for the sales team to ensure they are equipped with the skills and knowledge needed to achieve sales targets. . Performance Evaluation: Monitors and evaluates sales performance against targets and objectives, taking corrective action as necessary. . Collaboration and Coordination: . . Interdepartmental Collaboration: Collaborates with marketing, customer success, operations, product management, and customer support teams to ensure seamless coordination and alignment of sales efforts. . Cross-functional Initiatives: Participates in cross-functional meetings, initiatives, and projects to drive business growth and customer success. .  . Relationship Management: . . Customer Relationships: Cultivates and maintains strategic relationships with key customers, partners, and stakeholders. . Industry Representation: Represents the organization at industry events, conferences, and networking opportunities. . Industry Knowledge: Builds and maintains strong relationships with key customers and stakeholders in the industry. . Reporting and Analysis: . . Sales Performance Reporting: Provides regular reports and updates on sales performance, trends, and variances to senior management. . Industry Trends Analysis: Develops and maintains a deep understanding of the industry, including market trends, customer needs, and competitor activities. .  . Budget and Financial Management: . . Budget Management: Manages a budget for the sales department, provided by the Director of Sales and Marketing, that aligns with the company's overall financial goals. . Expense Monitoring: Monitors and manages sales-related expenses to ensure cost-effective operations. . Public Relations and Communication. . Public Relations: Represents the company at industry events, ensuring a positive brand image in customer interactions, and coordinating with marketing to support PR strategies that directly affect sales outcomes. . Internal Communication: Communicates within the sales team and between sales and other departments like marketing, finance, and product management, aligning teams on sales goals, product updates, and market strategies. . External Communication: Oversees communication with customers, partners, and key stakeholders, ensuring that the company’s value proposition is clearly articulated. . Product Management: . . Product Launches: Coordinates with product management and marketing teams to plan and execute successful product launches, educating the sales team about the new product and ensuring that the launch efforts align with customer needs and sales targets. . Customer Feedback: Gathers and analyzes customer feedback is crucial for the Director of Sales to inform productimprovements and align product offerings with customer expectations. . Market Research: Uses market insights to adjust sales strategies and inform sales forecasting. .  . Strategic Leadership: . . Strategic Initiatives: Works closely with senior management to develop strategic initiatives that align with both the company's growth targets and sales objectives involving initiatives such as expanding into new markets, increasing customer acquisition, or improving sales processes. . Innovation: Adopts new sales technologies, improving the sales process, or identifying new opportunities for cross-selling and up-selling, actively pursues innovative strategies to enhance sales effectiveness and drive business growth. .  . 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. . Cross-train and share knowledge with other team members. . Support routine tasks. . Maintain a professional appearance, hygiene, and demeanor. .  . Supervisory Responsibilities: . . Policy and Procedure Adherence: Ensures departmental alignment with organizational policies, guidelines, and procedures outlined in the Race Communications Employee Handbook, serving as a key driver of compliance and best practices.. . Strategic Leadership: Develops and oversees strategies for team performance, identifying key initiatives to enhance safety, efficiency, and effectiveness across multiple practices within the department.. . Team Development and Mentorship: Leads efforts to train, mentor, and develop team leaders and managers, ensuring robust succession planning and the cultivation of future organizational leaders.. . Organizational Support: Acts as a resource for team leaders and employees on complex issues, resolving matters in alignment with organizational policies, applicable laws, and company values.. . Performance Management: Establishes and communicates clear performance goals and standards for the team. Provides strategic feedback through regular evaluations, aligning individual and team objectives with the organization’s vision.. . Resource Management: Oversees resource allocation, ensuring all teams within the department have access to the tools and support needed to achieve success.. . Training and Development Programs: Identifies training gaps and oversees the development of comprehensive programs to enhance skills, promote innovation, and improve team performance.. . Conflict Resolution and Team Dynamics: Proactively addresses conflicts or interpersonal challenges at a strategic level, fostering a collaborative, inclusive, and high-performing culture.. . Operational Oversight: Ensures accurate timekeeping and compliance with payroll processes by implementing systems for accountability and addressing discrepancies efficiently.. . Cross-Functional Collaboration: Serves as a liaison between the department and upper management, providing regular updates on progress, performance, and key initiatives.. . Strategic Reporting: Reports departmental outcomes to senior leadership, analyzing key performance indicators (KPIs) and adjusting strategies as needed to achieve company objectives.. . Supervisory Oversight: Oversees direct supervision of subordinates, including senior managers and team leaders, ensuring consistent application of performance reviews, training programs, and disciplinary actions when necessary.. . Compliance and Risk Management: Ensures all departmental activities comply with corporate policies and regulatory standards, implementing processes for transparency and accountability at all levels.. . Company Location: United States.