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Key Account Sales Manager (Telco & Cable) - Atlanta, GA

Atlanta, GA, US, 30328

Enclosure Solutions



Job ID:  234062



Oldcastle Enclosure Solutions (OES), a CRH company, has united the Carson®, Christy®, and Synertech® brands to form the largest manufacturer of plastic, polymer, and concrete utility enclosure products serving the municipal water, irrigation, electric, communications, and transportation markets. OES has 11 manufacturing and distribution centers strategically located across the U.S. and Canada.


Oldcastle Infrastructure - Built For Life from Oldcastle Infrastructure on Vimeo.




Position Summary


The Key Account Manager (KAM) has overall responsibility for sales efforts focused on Oldcastle Infrastructure’s product and service offerings to Key Account Customers in the Telco and Cable industry.


Core activities include defining a strategy and business plan to achieve spec position, product qualification, and sales growth with Key Accounts in this vertical. This individual must be familiar with the players in the Telco and Cable value chain and have experience working with end customers and named accounts in established and emerging markets.


Key Account Plans and Business Plans targeting growth will be developed by the KAM. The KAM will lead and coordinate efforts among Sales, Marketing, and Product Management to deliver measurable results aligned with overall divisional goals. He/she is expected to partner with the Area General Managers, Commercial Directors and Business Key Account Sales Leaders to develop an aligned plan focused on incremental opportunities and to accelerate wins across the value chain within the Telco/Cable vertical market.


Required Competencies


  • Influencing – Effectively influences others; gains buy in and commitment at all levels.
  • Strategic Thinking – Develops and drives a shared understanding of a long-term vision that describes how the organization needs to operate now and in the future.
  • Learning Agility – Discerns patterns in data, recognizes relationships between concepts, and rapidly applies learning from one context to solve analogous problems in different contexts.
  • Active Listening – Enhances mutual understanding in communicating with others by expressing genuine interest in, and providing full attention to, the content and meaning of others’ messages.
  • Business Acumen – Makes sound business decisions based on a strong understanding of the company’s business model, strategic goals, and relevant policies, as well as best practices and current technologies.
  • Organizational Savvy – Gathers and accurately assesses information related to the organization’s formal and informal communication channels and power relationships.
  • Relationship Building – Develops effective long-term professional interactions with others based on trust.
  • Planning and Priority Setting – Identifies the priorities, processes, and practical actions that are necessary to achieve an objective or an idea. Develops detailed action or project plans, including objectives, accountabilities, time frames, standards, review stages, and contingencies.
  • Composure and Resiliency – Deals effectively with pressure, maintains focus and intensity, and remains optimistic and persistent, even under adversity. Has the ability and propensity to recover quickly from setbacks, rejections, and conflicts.


Essential Duties and Responsibilities


  • Identify and develop target account list(s) that will deliver market share growth and revenue driving opportunities for Oldcastle Infrastructure products and solutions.
  • Partner with Business Key Account Sales Leaders to develop a cohesive and aligned plan to support the business with their objectives
  • Create and maintain active Opportunity Pipeline and Dashboards using Salesforce.com
  • Build and maintain relationships with decision makers and influencers with Strategic Accounts, OEMs and End Users to position OIs total value with each customer
  • Partner with engineer, contractor and distributor channel to support sales strategy.
  • Train local sales managers and provide knowledge based leadership in the selling environment. This includes product overviews, specification reviews, solutions assessments creating total value propositions etc.
  • Provide relevant feedback to Product Managers regarding OI's strengths, weaknesses, opportunities and threats within the designated industry.
  • Identify and participate in relevant industry groups and organizations to help develop and implement strategy.
  • Considered the industry Subject Matter Expert for Sales, Marketing, and Product Management for designated markets / industries.


Required Knowledge, Skills & Abilities


  • Bachelor's degree (B.A./B.S.) from four-year college or university
  • Minimum ten years of selling an industrial, technical product line or solution
  • 50% to 70% travel required in this position
  • A strong technical background coupled with creativity
  • Ability to understand complex customer needs and align OI capabilities to position differentiated products and solutions
  • Familiarity with CRM tools
  • Ability to identify and analyze customer data and trends to develop sales strategies
  • Self-motivated with the ability to work independently
  • A drive to win in diverse selling environments as the lead or part of a broader team
  • Ability to think 'big picture"
  • Adaptable to changes in strategy and direction


Desired Knowledge, Skills & Abilities


  • An advanced degree in business or a related technical field will distinguish the most desirable candidate
  • Minimum three years' experience developing and selling to named Tier 1 and 2 Cable/Telco like AT&T, Verizon, Cox, Comcast


What CRH Americas Offers You


  • Highly competitive base pay
  • Comprehensive medical, dental and disability benefits programs
  • Group retirement savings program
  • Health and wellness programs
  • A culture that values opportunity for growth, development, and internal promotion


About CRH Americas


CRH Americas has a long and proud heritage as one of North America’s largest corporations. We are a proud reflection of the hundreds of family businesses, local and regional companies and mid to large sized enterprises that together form the CRH Americas family. CRH Americas operates with a decentralized, diversified structure, letting you work in a small company environment while having the career opportunities of a large enterprise.


Oldcastle Enclosure Solutions (OES), a CRH company, is a great place to grow! If you’re up for a rewarding challenge, we invite you to take the first step and apply today! Once you click apply now, you will be brought to our career site. Please complete your online profile which will be sent directly to the appropriate Hiring Manager. Our system allows you to view and track your status 24 hours a day. Thank you for your interest in the CRH Americas family!


CRH Americas is an Affirmative Action and Equal Opportunity Employer.


EOE/Vet/Disability--If you want to know more, please click on this link

Nearest Major Market: Atlanta

Job Segment: Account Manager, Sales Management, Sales Consultant, Chemical Engineer, Sales, Engineering