Mgr, Sales Major Accounts - Greenville
Company Name:
Charter Communications
## Description
job
SUMMARY SALES MANAGER-Major Accounts is responsible for recruiting, coaching and supervising a team of direct sales Account Executives who are focused on selling business telecommunications solutions to enterprise level clientele (large strategic customers). Primary
services
include Wide Area Network, Large Business Internet, PRI, VPN and ancillary Services (security, back up, etc.). Sales Manager-Major Accounts achieves team sales and new revenue goals by ensuring each Account
executive
meets/exceeds performance standards. Also responsible for training and coaching Account Executives on developing relationships with prospective clients and maintaining long-term relationships with existing clients. Sales Manager-Major Accounts is responsible for developing a consultative business-to-business sales culture through strong leadership and coaching. Sales Manager-Major Accounts responsible for providing accurate team sales and revenue forecasts to management on a weekly basis. Sales Manager-Major Accounts is responsible for the development and implementation of a Team Territory Plan (under the instruction of the Regional Fiber Sales
manager
) which is designed to increase revenues from the named account list and meet or exceed budgeted revenue goals.
ESSENTIAL FUNCTIONS OF THE
position
Consistently achieve minimum team sales and revenue performance standards. Consistently holds Account Executives accountable for achieving performance standards. Review and document performance results with all Account Executives in a formal setting (monthly).
Work with each Account Executive to develop and build a named account list of new (potential) clients and existing enterprise level clients with high revenue potential.
coach
and train Account Executives to prospect for new clients within assigned territory and develop new revenue from existing clients by selling new sites and additional services.
Coach and train Account Executives to develop long-term, professional relationships with enterprise decision makers. Coach and train Account Executives in sales techniques, account planning, account management, network planning, proposal development, etc.
Attend, observe and participate in sales presentations with key enterprise clients. Attend a minimum of three appointments per week with Account Executives and follow up each appointment with developmental coaching.
Work with Account Executives to develop and present custom solutions to clients. Coach and train Account Executives to bundle primary and ancillary services into presentations to provide additional value. Ensure Account Executives are leveraging MAA and other key support positions within Charter Business.
Work with Account Executives to build business cases for redundant rings to existing clients. Coach and train Fiber Account Executives to prospect new clients along the proposed rings or fiber routes and propose/sell redundancy to existing clients (as well as new clients along the redundant route) when business case meets ROI requirements.
Attend regional business expos and technology
events
with Account Executives to meet with perspective and existing clients and gauge competition. Coach and train Fiber Account Executives on event and networking best practices and/or team strategy for each event. Gauge productivity from all networking functions and events and revise strategy and tactics as necessary.
Schedule regular project review meetings with the Sales Engineering and Fulfillment Manager and Sales Operations Manager to ensure that we are properly managing customer expectations for any signed deals that are in the construction or installation funnel and to ensure that we are developing and presenting proposals that successfully meet our client's communications requirements.
Conduct weekly sales funnel reviews with all Account Executives. Coach and train Account Executives to manage the long and complex sales cycle for each client. Hold Account Executives accountable for accurate opportunity funnels including, but not limited to accurate close dates.
Work with Sales Operations Manager to ensure that all necessary administrative work necessary to support sales activities including sales orders, contracts, billing forms and sales reports are accurate and submitted in a timely manner.
Schedule/Conduct trainings to ensure the following:
All Account Executives successfully complete new hire I, II (or equivalent experience for senior AEs) and strategic selling courses
All Account Executives have a complete understanding of Charter Business enterprise solutions (WAN, LBI, PRI, VPN and ancillary Services), ancillary services (security, back up, etc.), ROI development and approval process, deal points, rates (individual and bundled) and applicable taxes.
Account Executives regularly demonstrate selling skills and product knowledge. Have monthly sessions for the Account Executives to practice selling skills with peers.
All Account Executives to attend regularly scheduled technical and product solutions trainings. Leverage Sales Engineering and Fulfillment Manager and other experienced personnel to develop training to cover specific (local) needs and to maximize the impact of each training session
Ensure that Account Executives hand off all customer service and non-sales related client inquiries to their assigned MAA or Sales Operations Manager; focus team on selling.
Work with the Charter Business Legal team on all legal issues including but not limited to proposed contract changes and disputes. All legal matters are governed by the Charter Business Legal team.
Responsible for ensuring every Account Executive understands and is in compliance with all Charter Business approval processes and approval levels.
Perform other duties as requested by
supervisor
.
PREFERRED QUALIFICATIONS
Skills/Abilities and Knowledge Ability to effectively build and manage a sales team focused on named account list of large business clients
Ability to communicate orally and in writing in clear and straightforward manner
Ability to maintain confidentiality
Ability to prioritize and organize effectively
Ability to use personal
computer
and software applications
Ability to acquire new enterprise level clients
Ability to sell advance business solutions to enterprise level clients
Prior experience/knowledge required:
Internet Technologies, Functionality & Services
Data Networking Technologies, Functionality & Services (LAN, MAN, WAN, VPN)
CLEC, telecom, and fiber/metro Ethernet sales experience
Vision ability: close vision, peripheral vision, and ability to adjust focus
Education (level and type) Bachelors degree in business marketing or related field, or equivalent experience
Related Work Experience Number Of Years Business-to-Business sales management experience 5
Telecomm sales experience 5
Certifications and/or Licenses Cisco Sales Expert Certification
Valid driver's license with a good driving record
WORKING CONDITIONS Office environment
Exposure to moderate noise levels
## Qualifications
Primary Location: US-South Carolina-GREENVILLE
Req ID: 1403255Estimated Salary: $20 to $28 per hour based on qualifications.
Charter Communications
## Description
job
SUMMARY SALES MANAGER-Major Accounts is responsible for recruiting, coaching and supervising a team of direct sales Account Executives who are focused on selling business telecommunications solutions to enterprise level clientele (large strategic customers). Primary
services
include Wide Area Network, Large Business Internet, PRI, VPN and ancillary Services (security, back up, etc.). Sales Manager-Major Accounts achieves team sales and new revenue goals by ensuring each Account
executive
meets/exceeds performance standards. Also responsible for training and coaching Account Executives on developing relationships with prospective clients and maintaining long-term relationships with existing clients. Sales Manager-Major Accounts is responsible for developing a consultative business-to-business sales culture through strong leadership and coaching. Sales Manager-Major Accounts responsible for providing accurate team sales and revenue forecasts to management on a weekly basis. Sales Manager-Major Accounts is responsible for the development and implementation of a Team Territory Plan (under the instruction of the Regional Fiber Sales
manager
) which is designed to increase revenues from the named account list and meet or exceed budgeted revenue goals.
ESSENTIAL FUNCTIONS OF THE
position
Consistently achieve minimum team sales and revenue performance standards. Consistently holds Account Executives accountable for achieving performance standards. Review and document performance results with all Account Executives in a formal setting (monthly).
Work with each Account Executive to develop and build a named account list of new (potential) clients and existing enterprise level clients with high revenue potential.
coach
and train Account Executives to prospect for new clients within assigned territory and develop new revenue from existing clients by selling new sites and additional services.
Coach and train Account Executives to develop long-term, professional relationships with enterprise decision makers. Coach and train Account Executives in sales techniques, account planning, account management, network planning, proposal development, etc.
Attend, observe and participate in sales presentations with key enterprise clients. Attend a minimum of three appointments per week with Account Executives and follow up each appointment with developmental coaching.
Work with Account Executives to develop and present custom solutions to clients. Coach and train Account Executives to bundle primary and ancillary services into presentations to provide additional value. Ensure Account Executives are leveraging MAA and other key support positions within Charter Business.
Work with Account Executives to build business cases for redundant rings to existing clients. Coach and train Fiber Account Executives to prospect new clients along the proposed rings or fiber routes and propose/sell redundancy to existing clients (as well as new clients along the redundant route) when business case meets ROI requirements.
Attend regional business expos and technology
events
with Account Executives to meet with perspective and existing clients and gauge competition. Coach and train Fiber Account Executives on event and networking best practices and/or team strategy for each event. Gauge productivity from all networking functions and events and revise strategy and tactics as necessary.
Schedule regular project review meetings with the Sales Engineering and Fulfillment Manager and Sales Operations Manager to ensure that we are properly managing customer expectations for any signed deals that are in the construction or installation funnel and to ensure that we are developing and presenting proposals that successfully meet our client's communications requirements.
Conduct weekly sales funnel reviews with all Account Executives. Coach and train Account Executives to manage the long and complex sales cycle for each client. Hold Account Executives accountable for accurate opportunity funnels including, but not limited to accurate close dates.
Work with Sales Operations Manager to ensure that all necessary administrative work necessary to support sales activities including sales orders, contracts, billing forms and sales reports are accurate and submitted in a timely manner.
Schedule/Conduct trainings to ensure the following:
All Account Executives successfully complete new hire I, II (or equivalent experience for senior AEs) and strategic selling courses
All Account Executives have a complete understanding of Charter Business enterprise solutions (WAN, LBI, PRI, VPN and ancillary Services), ancillary services (security, back up, etc.), ROI development and approval process, deal points, rates (individual and bundled) and applicable taxes.
Account Executives regularly demonstrate selling skills and product knowledge. Have monthly sessions for the Account Executives to practice selling skills with peers.
All Account Executives to attend regularly scheduled technical and product solutions trainings. Leverage Sales Engineering and Fulfillment Manager and other experienced personnel to develop training to cover specific (local) needs and to maximize the impact of each training session
Ensure that Account Executives hand off all customer service and non-sales related client inquiries to their assigned MAA or Sales Operations Manager; focus team on selling.
Work with the Charter Business Legal team on all legal issues including but not limited to proposed contract changes and disputes. All legal matters are governed by the Charter Business Legal team.
Responsible for ensuring every Account Executive understands and is in compliance with all Charter Business approval processes and approval levels.
Perform other duties as requested by
supervisor
.
PREFERRED QUALIFICATIONS
Skills/Abilities and Knowledge Ability to effectively build and manage a sales team focused on named account list of large business clients
Ability to communicate orally and in writing in clear and straightforward manner
Ability to maintain confidentiality
Ability to prioritize and organize effectively
Ability to use personal
computer
and software applications
Ability to acquire new enterprise level clients
Ability to sell advance business solutions to enterprise level clients
Prior experience/knowledge required:
Internet Technologies, Functionality & Services
Data Networking Technologies, Functionality & Services (LAN, MAN, WAN, VPN)
CLEC, telecom, and fiber/metro Ethernet sales experience
Vision ability: close vision, peripheral vision, and ability to adjust focus
Education (level and type) Bachelors degree in business marketing or related field, or equivalent experience
Related Work Experience Number Of Years Business-to-Business sales management experience 5
Telecomm sales experience 5
Certifications and/or Licenses Cisco Sales Expert Certification
Valid driver's license with a good driving record
WORKING CONDITIONS Office environment
Exposure to moderate noise levels
## Qualifications
Primary Location: US-South Carolina-GREENVILLE
Req ID: 1403255Estimated Salary: $20 to $28 per hour based on qualifications.
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