About Western Towers
Western Towers is a full-service communications infrastructure company specializing in the design, engineering, manufacturing and installation of telecommunication structures and related site development projects. For over 75 years, we have served wireless carriers, utilities, railroads, oil & gas companies, government agencies and infrastructure contractors throughout the United States.
We are seeking an experienced Director of Sales & Business Development to lead our growth initiatives, develop new and strengthen existing key customer relationships, and help position Western Towers for long-term success in the evolving communications infrastructure market.
Job Overview
The Director of Sales & Business Development is responsible for driving profitable revenue growth through strategic customer development, market expansion, opportunity selection, and leadership of the sales process. This individual will work closely with sales, estimating, engineering, fabrication, field services and executive leadership to identify and secure projects that align with Western Towers' capabilities and profitability objectives.
The ideal candidate possesses strong industry relationships, understands communications infrastructure projects, and can successfully navigate opportunities from initial customer engagement through project closeout.
Responsibilities:
Business Development & Sales Leadership
- Develop and execute strategies to grow revenue and expand Western Towers' customer base.
- Identify, pursue, and secure new business opportunities within the communications, infrastructure, utility, broadband, public safety, and related markets.
- Develop and maintain strong B2B relationships across the communication tower market.
- Lead customer meetings, presentations, negotiations and contract discussions.
- Represent Western Towers at industry events, conferences, and trade associations.
Opportunity & Bid Management
- Evaluate bid opportunities and determine strategic fit based on company capabilities, capacity, risk, and profitability.
- Coordinate with sales, engineering, estimating, fabrication, and operations teams to develop competitive and profitable proposals.
- Review quotations, proposals, contracts and bid submissions for accuracy and completeness.
- Maintain visibility into project pipelines and forecast future workload and revenue.
Sales Process & Performance
- Establish and manage sales objectives, performance metrics, and growth initiatives.
- Maintain accurate CRM records, sales forecasts, and pipeline reporting.
- Monitor key performance indicators including opportunity conversion rates, awarded revenue, gross margin performance, and customer retention.
- Assist in developing and mentoring sales personnel and future business development staff.
Marketing & Strategic Planning
- Manage and optimize multi-channel marketing campaigns.
- Monitor industry trends, customer needs, competitive activity, and emerging market opportunities.
- Collaborate with executive leadership on long-term growth strategies, market diversification, and customer development initiatives.
Qualifications:
Required
- 7+ years of B2B sales, business development, or account management experience within the telecommunications, tower, utility infrastructure, construction, steel fabrication, or related industries.
- Demonstrated success developing customer relationships and securing large-scale infrastructure projects.
- Ability to read and understand RFQ's, project specifications, contracts, bid packages, drawings, and related project documentation.
- Experience managing complex sales opportunities from initial contact through closeout.
- Proficiency with CRM systems, ERP systems, and Microsoft Office applications.
- Strong communication, negotiation, and presentation skills.
- Strong organizational, analytical, and time-management skills.
Preferred
- Existing relationships with the communications infrastructure industry.
- Previous leadership or sales management experience.
- Experience with tower manufacturing, site development, utility structures, broadband infrastructure, or construction services.
- Experience utilizing AI-enabled business development and market intelligence tools to identify new opportunities, monitor customer and industry activity, and support strategic growth initiatives.
- Bachelor’s degree in Business Administration, Marketing, Construction Management, or a related field; advanced degrees are a plus.
Western Tower is an Equal Opportunity Employer.
Pay: $100,000.00 - $150,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Retirement plan
- Vision insurance
Work Location: Remote
