Regional Client Partner (Personal Services)
Job Description:
Location: Eastern US/Western US-Each must reside in respective areas to be considered
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 Client Partner (RCP) will lead new business initiatives across their assigned eastern/western US sales region which is critical to the growth plans for USIC. RCP will also have named accounts to protect and grow, by providing commercial leadership for both existing business and new initiatives within the energy and utilities vertical markets. This important contributor to the USIC Regional 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. RCP 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. This position requires a proven track record successfully protecting, building and managing accounts in complex environments.
Responsibilities
- Achieve company quotas for profitable sales bookings and new business revenue targets
- Manage the entire buying cycle at named USIC accounts: new business 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 Regional Accounts
- Effectively represents USIC and communicates 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 accounts for 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 ~50% to customer locations and conferences
- Minimum 5-7 years of experience working within the utility and/or communications industries
- 5+ years of direct 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.
