Network Sales Manager

POSITION SUMMARY:
The Network Sales Manager owns the growth, coverage, performance, and cost-effectiveness of NSDs nationwide provider network.
This role integrates sales, territory management, provider relationships, network optimization, and team leadership. The manager identifies network gaps, recruits and contracts towing providers, strengthens existing partnerships, and leads the team responsible for maintaining a reliable nationwide network.
The roles primary objective is to reduce Out-of-Network (OON) provider usage and maintain cost per tow within company goals while ensuring sufficient geographic coverage, provider capacity, and service quality.

KEY RESPONSIBILITIES

Network Strategy & Territory Management: Manage assigned geographic territories and overall provider network performance.
Identify coverage gaps, capacity issues, and markets requiring additional providers.
Analyze provider utilization, availability, pricing, performance, and service demand.
Develop and execute territory action plans to strengthen network coverage.
Identify opportunities to add, replace, expand, or renegotiate provider relationships.
Proactively address network issues before they impact operations or customers.

Provider Sales & Acquisition: Prospect and recruit qualified towing and roadside assistance providers.
Build and maintain an active pipeline of prospective providers based on network needs.
Present NSD's value proposition and negotiate provider agreements.
Develop relationships with towing company owners and key decision-makers.
Establish targeted recruiting strategies for difficult-to-cover markets.
Convert qualified prospects into contracted NSD providers.

Out-of-Network & Cost Management: Own strategies to reduce Out-of-Network provider utilization.
Analyze the causes of OON activity and develop corrective action plans.
Partner with Operations and other departments to resolve recurring network gaps.
Monitor cost per tow and recommend actions to maintain performance within company goals.
Balance provider coverage, service quality, availability, and cost.

Provider Relationship Management: Build and maintain strong relationships with existing providers.
Monitor provider performance, availability, pricing, and contract compliance.
Conduct provider meetings and field visits as needed.
Address provider concerns and performance issues proactively.
Identify opportunities to strengthen relationships with high-performing providers.
Recommend corrective action, renegotiation, or removal of providers when appropriate.

Team Leadership: Lead, coach, and develop the Network Management team.
Establish clear goals, performance expectations, and accountability.
Monitor team activity and results related to provider acquisition, territory coverage, and network performance.
Develop team members' sales, negotiation, relationship-management, and analytical skills.
Foster a proactive, results-oriented culture.

Reporting & Cross-Functional Partnership: Use data and reporting to identify trends, risks, and opportunities.
Track key network performance metrics and provide regular updates to leadership.
Partner with Operations, Finance, Sales, Customer Service, and other departments on network initiatives.
Provide recommendations that support company service, cost, and growth objectives.

KEY PERFORMANCE MEASURES
Success in this position will be measured by:
Reduction in Out-of-Network provider usage
Cost per tow within established company goals
Increased qualified provider coverage
New provider acquisition in targeted markets
Provider availability and network capacity
Provider performance and retention
Territory performance
Team productivity and achievement of established goals

REQUIRED QUALIFICATIONS:
5+ years of experience in sales, business development, territory management, network management, provider relations, field operations, or a related field.
Proven success in prospecting, negotiating, and closing business.
Experience managing geographic territory or multiple markets.
Previous people-management experience required.
Strong analytical, financial, and problem-solving skills.
Excellent communication, negotiation, presentation, and relationship-building skills.
Ability to manage multiple priorities across a large geographic territory.
Ability and willingness to travel extensively throughout the United States.
Bachelor's degree preferred; equivalent experience may be considered.

Preferred Experience:
Experience in towing, roadside assistance, automotive, transportation, insurance, fleet services, or a related industry is strongly preferred.
Existing relationships with towing providers or knowledge of the nationwide towing/roadside assistance market is a plus.

CORE COMPETENCIES:
Sales & Business Development – Creates opportunities, builds a pipeline, negotiates effectively, and closes provider contracts.
Territory Management – Understands market needs and proactively addresses coverage and capacity gaps.
Relationship Management – Builds strong, productive relationships with providers and internal partners.
Business & Financial Acumen – Understands how network decisions impact cost per tow, OON usage, service, and company performance.
Leadership & Accountability – Sets expectations, coaches performance, and holds the team accountable for results.
Data-Driven Decision Making – Uses information and trends to identify problems, prioritize opportunities, and measure results.
Strategic & Proactive Thinking – Anticipates network needs and develops solutions before issues impact the business.

ROLE EXPECTATIONS:
The Network Sales Manager is expected to own the condition and growth of the provider network—not simply to manage existing provider relationships. The successful leader will:
Identify network gaps.
Build strong provider relationships.
Recruit the right providers.
Reduce OON usage.
Control costs.
Lead the team.
Deliver measurable results.