Manager, Commercial Sales

Remote - Successful candidate must live in AL, FL, GA, KS, IL, MD, MI, OH, TN, TX, or VA

The Commercial Field Sales Manager is a quota carrying, field based sales leader responsible for driving revenue growth through direct leadership of a team of field sales and account management professionals. This role owns team performance against a team-based revenue quota and is accountable for consistent execution of selling activities, pipeline discipline, and customer engagement within an assigned territory. This is a high-presence, hands-on role requiring regular travel throughout the assigned market and significant time spent in the field coaching sales representatives, supporting key opportunities, and ensuring disciplined execution of the commercial sales strategy.

Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The duties and responsibilities listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Essential duties and responsibilities include but are not limited to the following:

Revenue & Field Execution

• Own and deliver a team based sales quota, holding direct accountability for revenue attainment, pipeline health, and forecast accuracy.
• Lead and manage field sales and account management teams to achieve territory revenue targets and growth objectives.
• Execute commercial sales strategies that drive customer acquisition, expansion, and long term account value.
• Actively manage sales pipeline and field activity to ensure opportunities progress efficiently through the sales cycle.
• Participate directly in key and complex sales opportunities to advance deals, remove obstacles, and reinforce selling standards.

Field Leadership & Coaching

• Spend a significant portion of time in the field conducting regular ride outs with sales representatives.
• Observe real world selling behaviors and provide in the moment coaching focused on activity quality, execution, and conversion.
• Reinforce consistent use of sales process, tools, and CRM hygiene through hands on leadership.
• Develop sales talent through ongoing coaching, performance feedback, and targeted skill development.
• Foster a culture of accountability, urgency, and customer first execution.

Operational Discipline & Cross-Functional Alignement

• Ensure adherence to company sales processes, including CRM usage, opportunity management, pricing discipline, and business case approvals tied to fiber investment and construction.
• Partner with Sales Operations, Marketing, Product, Construction, and Engineering to support deal execution and scalable growth.
• Maintain active engagement within assigned communities to strengthen brand presence and uncover new business opportunities.
• Communicate clearly and consistently with internal stakeholders and senior leadership regarding performance, risks, and opportunities.

Reporting, Forecasting & Market Insight

• Deliver accurate weekly and monthly sales forecasts tied to field activity and pipeline health.
• Track and manage key performance indicators including activity levels, conversion rates, and attainment.
• Monitor competitive dynamics and market conditions to inform pricing, positioning, and discount recommendations.

People Management

• Recruit, onboard, train, and develop field sales talent within the assigned territory.
• Set clear expectations for activity, performance, and professional growth.
• Conduct regular performance evaluations and address performance gaps with urgency and structure.
• Perform other duties as assigned to support departmental and organizational objectives.