Manager, Business Account Sales
Company: SPECTRUM
Location: Beaumont
Posted on: February 18, 2021
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Job Description:
The SpectrumBusiness Account Sales Manager is responsible for
recruiting coaching and supervising a team of Business Account
Executives who are 100% focused on selling primary and ancillary
communications solutions to new small and medium sized businesses.
Primary services include coax delivered Internet, video and voice.
Achieves team sales and revenue goals by ensuring each Account
Executive meets/exceeds performance standards. Responsible for
training and coaching on successful prospecting tactics, sales &
presentation techniques, territory planning and networking/event
sales strategy and tactics. Responsible for the development and
implementation of a Team Territory Plan (under the instruction of
the Sr. Director of Sales) which is designed to increase business
telephone and internet service penetration within the assigned
territory.
MAJOR DUTIES AND RESPONSIBILITIES
Actively and consistently support all efforts to simplify and
enhance the customer experience
Consistently achieves minimum team sales and revenue performance
standards. Consistently holds Account Executives accountable for
achieving performance standards. Reviews and documents monthly
performance results with all AEs in a formal setting.
Works with each Account Executive to develop and implement a cold
calling strategy targeting all serviceable and near serviceable
business prospects.
Coaches Account Executives on how to best leverage the geographic
information system (GIS) database and other available data sources
to maximize results.
Ensures that each Account Executive cold calls every
non-subscribing business within assigned territory a minimum of two
times each year.
Works with each Account Executive to develop a strong base of
business networking associates outside of Charter Business and sign
them up as referral agent partners.
Coaches Account Executives on how to train referral agents to make
the best use of the referral program.
Holds Account Executives accountable for 24 hour response to new
agent leads and also to contact each agent on a weekly basis to
maximize volume of referral leads.
Works with each Account Executive to identify the primary business
associations, clubs and Chambers within the assigned territory and
be an active participant.
Coaches Account Executives on how to generate new customer leads
through networking and events.
Teaches Account Executives how to leverage Marketing Administrator
for support as needed.
Works with each Account Executive to identify the key commercial
real estate developers as well as the main construction contacts
for Charter Communications within assigned territory.
Coaches Account Executives on how to build strong relationships
with each and develop regular scheduled meetings to identify new
commercial developments.
Teaches Account Executives how to secure ROEs for new commercial
developments in advance of joint trench.
Develop and maintain a team territory plan that encompasses
essential functions above.
Ensures that each Account Executive is executing a living territory
plan for assigned area.
Manage daily individual rep funnel activity including contacts,
presentations, and sales.
Organizes and participates in professional development activities
and training sessions to ensure the following:
Account Executives have a complete understanding of all Charter
Business coax services, rates (individual and bundled) and
applicable taxes
Account Executives regularly demonstrate selling skills and product
knowledge. Have weekly sessions for the Account Executives to
practice selling skills with peers.
Maintain accurate records of all sales and prospecting activities
including sales calls, presentations, closed sales, and follow-up
activities within sales territory, including the use of
Salesforce.com to maintain accurate records to maximize territory
potential.
Maintains current, in-depth knowledge of marketplace, including
competition, and ensures relationships with customers, business
partners, and co-workers are positive and professional.
Plan and facilitate daily sales team meetings.
Attend and participate in meetings as established by
management.
Manage administration: Ensure the following processes are being
completed: Project Plans, Business Cases / ROI, etc.
Manage and administer Account Executive compensation plans.
Create a positive end-to-end customer experience by demonstrating
the Good Neighbor Values of being helpful, cooperative,
trustworthy, responsive and resourceful.
Perform other duties as requested by supervisor.
REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
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
Knowledge of communications technologies and services, with an
emphasis on telephone and Internet fundamentals
Vision ability close vision, peripheral vision, and ability to
adjust focus
Education
Bachelor's degree in business marketing or related field, or
equivalent experience
Related Work Experience
5 years: Telecomm product/services sales experience
5 years: Business-to-Business sales management experience
Certifications and/or Licenses
Valid driver's license with a satisfactory driving record
WORKING CONDITIONS
Office environment and / or outside environment with exposure to
inclement weather
Exposure to moderate noise levels
For more information on Spectrum's benefits, please click .
Keywords: SPECTRUM, Beaumont , Manager, Business Account Sales, Executive , Beaumont, Texas
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