Market Development Director

Position Description : TITLE : Market Development Director

DEPARTMENT (S) : Sales

DIRECT REPORTS : TBD

REPORTS TO : SVP, Strategic Development

POSITION SUMMARY

The Director, Market Development will play a key role in driving business growth within the wireline engineering and construction industry.

This leader will focus on identifying prospective clients conveying SQUANs capabilities. The Director, Market Development will build and maintain strong relationships with clients, developing strategic initiatives, and collaborating with internal teams to enhance operations and offerings.

The role requires a deep understanding of the industry, along with expertise in business development, client management, technical knowledge, and operational coordination.

ESSENTIAL JOB FUNCTIONS

Strong focus on identifying prospective clients and conveying SQUANs capabilities.

Client Relationship Building : Develop and nurture relationships with clients in the wireline sectors, understanding their needs and offering tailored solutions.

Operations Coordination : Collaborate with operations teams to assess capacity and capabilities, ensuring the execution of project scopes efficiently and effectively.

RFP Management : Lead the review, response, and price negotiation process for Requests for Proposals (RFPs) from clients, providing supplemental documentation as required.

Presentations and Client Engagement : Present the companys capabilities to key stakeholders at prospective clients, confidently addressing follow-up questions and concerns.

Industry Awareness : Stay informed on the latest technologies and industry trends to present modern, cutting-edge solutions to clients.

Cross Selling and Upselling : Identify opportunities to cross sell and upsell services, expanding the companys footprint across various offerings and regions.

Travel and Representation : Travel to new client locations and represent the company at industry trade shows and events to enhance business relationships and grow market presence.

Process Optimization : Support process optimization between the sales and operations teams to improve offerings, communication strategies, and overall efficiency.

KPI Management : Collaborate with leadership to define, track, and report key performance indicators (KPIs) for the business development team, contributing to the company's growth goals.

SKILLS AND ABILITIES

Demonstrated proficiency in strategic planning, business acumen, and financial management.

Strong technical knowledge of the principles of wireline construction, splicing, fulfillment and engineering

Expertise in marketing, sales, customer service, and project management

Strong skills in negotiation, research, writing, and delivering effective presentations.

Proven track record of success in cross functional collaboration between sales, marketing, and operations teams.

Strong work ethic, leads by example, and does what it takes to get the job done

Proficient in Microsoft Office Suite and various CRMs

Excellent at relationship building

Ability to communicate with clarity at the frequencies required by management, customers and our investors

Strong verbal, written, analytical, and persuasive skills and the ability to interact effectively with all levels of employees and management

Ability to travel 50% - 70% (driving within assigned region)

MINIMUM REQUIREMENTS

Bachelors degree

Minimum of 5-7 years of experience in the telecommunications industry (outside plant or inside plant), with a strong preference for candidates with an operations or network deployment background.

PREFERRED REQUIREMENTS

Advanced degree